If the other party concedes more and/or faster than the team has expected, this means that their real concession factor is even greater. Each concession by the other party reinforces the team’s belief as to the maximum to which the other party will concede, thus strengthening the team’s determination to stand firm. And this in turn persuades the other party that they have no choice but go on conceding. This will continue until the other party has conceded to their point of final resistance.
It is also possible that the other party concedes less and/or slower than the team has expected. there are two possible explanations: The team is correct in their original estimation of the other party 's genuine concession factor but the other party is bluffing :or the team is wrong in their original estimation Of the other party’s concession factor. The decision for the team depends on whether the other party is bluffing or not. They should seek to discover indirectly the extent of the other party’s bluff by informal discussion with them, and cross-checking from the neutral sources.