Certified Professional Contract Manager (CPCM) Practice Exam 2025 - Free CPCM Practice Questions and Study Guide

The main characteristic of a concession during negotiations is that it involves giving up something to reach an agreement. Concessions are typically made by one or both parties to move closer to a resolution that satisfies the interests of both sides. This act of giving something up demonstrates flexibility and a willingness to collaborate, essential elements in effective negotiation.

When one party makes a concession, it often paves the way for a reciprocal concession from the other side, fostering a more cooperative atmosphere. This dynamic can lead to a compromise that better meets the needs of both parties than their initial positions.

In contrast to the other options, which do not encapsulate the essence of a concession, the focus here is on the willingness to compromise and facilitate an agreement, rather than merely suggesting benefit, demands, or any proposed changes. Concessions are intentional acts designed to promote dialogue and account for differing priorities, making them a fundamental aspect of successful negotiations.