This document discusses currencies and concessions in negotiation. It defines currencies as tangible or intangible resources perceived to have value, and identifies common types like prime currencies (usually money) and alternative currencies (things one party has that meet the other's needs). It lists categories of currencies like financial, people, information, and priorities. It provides questions to identify currencies and defines concessions as giving up currencies. It outlines key considerations for making concessions like implications, timing, amount, and return received. Finally, it offers strategies like getting something in return, finding elegant concessions, strategic hesitation, and tying concessions to the other party's needs.