MOVE 58 · OBJECTIONS, CONCESSIONS & TRADES · PRO
Concede Small, Slowly, and Last
If you must give ground, make concessions in decreasing sizes, with time between them, and late in the negotiation.
The pattern of your concessions tells the other side where your limit is.
Moderate riskPricingOffer negotiationCompensationVendor negotiationNegotiate termsProtect value
WHY IT WORKS
Large, quick concessions signal there is much more to give. Shrinking concessions — 500, then 200, then 50 — communicate that you are approaching your limit, and spacing them out gives each one weight. Holding them until late keeps early discussion focused on value.
WHEN TO USE IT
- You are in a multi-round price or salary negotiation.
- You have room to move but want to protect most of it.
WHEN NOT TO USE IT
- A single fair final offer would serve the relationship better.
- The counterpart is acting in clear good faith and gamesmanship would harm trust.
SIGNALS IT FITS
- You have already made one large concession.
- The other side keeps asking for 'a bit more'.
—
Execution guidance is included with Pro.
One moment.
Included with Pro
ETHICAL BOUNDARY
Only call a position final when it is. False finality destroys credibility in future negotiations.
RELATED MOVES
Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.