Understand that in Indian negotiation, initial offers and demands are starting points from which movement is expected. The seller’s first price is not their real price; the buyer’s first offer is not their final offer. Agreement emerges through adjustment from initial positions—counter-offers, concessions, gradual convergence. Taking initial positions literally misunderstands the process.
Accepting first offers is unusual and may cause concern that you gave too much. Set your initial position to leave room for movement while remaining credible. Expect movement from the other party and be prepared to move yourself. Concessions should be reciprocal (both sides move), graduated (smaller as you approach agreement), and proportionate (neither moves much more than the other). Skilled negotiators manage this movement strategically—timing concessions, framing movement, eliciting reciprocal response.
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