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While looking at the case of the Louisiana purchase, five key theories to negotiation are prevalent throughout the negotiation; Concession making, Contending, Matching, Reciprocation and the Psychological theory of international relations as seen in The Kennedy Experiment. Starting with Dean G. Pruitt and Peter J. Carnevale’s, Negotiation in Social Conflict, we shall review what the authors say about concession making and contending and whether or not we are in agreement with the theories stated. Pruitt and Carnevale discuss Concession making as “reducing one’s goals, demands, or offers.” (Pruitt and Carnevale 1993). Pruitt continues to say that when concession is made, it always provides less of a benefit to oneself. It is important to highlight that when saying that concession are usually beneficial to the other party, Pruitt does state this to be an “assumption” (Pruitt and Carnevale 1993). Therefore, what Pruitt is trying to get across is that the assumption is not always a valid one. He states that, “Reductions in demands usually involve reductions in the goals underlying these demands, which are also sometimes called concessions.” (Pruitt and Carnevale 1993). Concession making can have various effects on the negotiation at hand. Pruitt outlines three interrelated findings concerning the impact of concession making on negotiation outcomes, they are; If agreement is reached, firmer negotiators will usually achieve larger outcomes, firmness tends to lengthen negotiation and make agreement less likely and lastly if reaching agreement has any value to a negotiator, there is likely to be an inverted U-shaped relationship between firmness and negotiation outcome. (Pruitt and Carnevale 1993). Overall, I certainly agree with Pruitt and Carnevale in that, concession making is usually assumed to be non-beneficial but, I would say that that

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