How You Give Can Make All the Difference in Negotiation

Many people enter negotiations thinking they can “win” without giving anything up. That’s simply not realistic—unless, of course, you're negotiating with someone under extreme pressure or lacking options. But in nearly all other cases, successful negotiation requires smart, strategic concessions.

The most effective negotiators don’t wing it. They develop a concession strategy—an inner compass that guides how they give, what they hold firm on, and when they shift. So, the question becomes: What’s your concession strategy?

Here’s a proven framework to benchmark and refine your approach:

1. Expect to Give, Aim to Win

Start every negotiation knowing you’ll make some concessions—but also fully expect to walk away with a deal you’re happy about. Your expectations shape your behavior, and your behavior influences your outcomes.

2. Anchor Smartly

Begin from a slightly aggressive position—within reason. This gives you room to make small, deliberate concessions while still arriving exactly where you’d hoped. It’s a tactic that sets the stage for a win-win result.

3. Make Smaller Moves Than the Other Side

Effective negotiators often give up less with each concession than their counterpart. These smaller incremental moves accumulate over the course of a negotiation and often result in a more favorable overall deal.

4. Think Multiple Moves Ahead

Being slightly unpredictable keeps your counterpart from mapping your strategy. For instance, pull back a prior concession, shift focus to a new area, and circle back later. This can reframe your original offer from a position of strength.

5. Use the Power of Surprise

Being slightly unpredictable keeps your counterpart from mapping your strategy. For instance, pull back a prior concession, shift focus to a new area, and circle back later. This can reframe your original offer from a position of strength.

6. Slow It Down as You Go

As talks continue, take more time between each concession. This signals that your flexibility may be nearing its limit—and can make any further movement seem more meaningful.

7. Leverage Third-Party Stories

Framing your concession with an anecdote—something like “A friend of mine negotiated a similar deal by doing X”—can give your position social proof. It adds realism, credibility, and can open the door to creative thinking.

8. Always Trade, Never Give

Avoid giving something for nothing. Every concession should be part of a two-way exchange. You can even pre-frame it: “If you’re able to do X, then I’d be willing to consider Y.”

9. Add Emotion to the Exchange

A little drama helps. Show some reluctance when making a concession—let your counterpart see it costs you something. And when they concede, show sincere appreciation. If their generosity feels unacknowledged, future flexibility might dry up.

The Best Negotiators Don’t Wing It—They Practice

Concession strategy isn’t static. The best negotiators constantly adapt, refine, and evolve their approach through real-world experience.

So the next time you're in a negotiation—whether it’s a high-stakes real estate deal or a casual business conversation—remember that how you give is just as important as what you get.

Keep sharpening the skill. Keep practicing.

Keep negotiating.

Would you like help applying these strategies to a current deal or scenario you're facing? Let’s talk.  See the "CONTACT US" tab at the top of the page, or the "Calendly" blue tab at the bottom? 

Use either of those to reach out or just send me a text to 424.722.9136.