MOVE 55 · OBJECTIONS, CONCESSIONS & TRADES · FREE
Trade, Never Concede
When asked to give something up, ask for something of comparable value in return, so every concession becomes an exchange.
A concession given freely teaches the other side to ask for more; a trade teaches them that value has a price.
WHY IT WORKS
Unconditional concessions signal that your position was padded and invite further requests. Pairing every give with a get — 'if you can do X, I can do Y' — keeps the deal balanced, slows down escalating demands, and often reveals what the other side values most.
WHEN TO USE IT
- The other side asks for a discount, extra feature or better terms.
- You have already made concessions and received nothing back.
WHEN NOT TO USE IT
- A small goodwill gesture would strengthen a valued long-term relationship.
- The request corrects a genuine error on your side.
SIGNALS IT FITS
- Requests escalate after each concession.
- You have been saying 'okay' without asking for anything.
PREPARATION
- List items you can give and their value to you.
- List items you want from them: timing, volume, payment terms, references.
STEP BY STEP
- Listen to the request fully.
- Respond with 'If you can…, then I can…'.
- Choose a get that matters to you and is reasonable for them.
- Confirm the trade explicitly before moving on.
OPENING LINE
“That might be possible. If I do that, what can you do on your side?”
SCRIPT
If you can commit to a twelve-month contract instead of six, I can bring the monthly rate down to 1,850.
LIKELY RESPONSES & COUNTERS
- If they want the concession without the trade
- Restate the trade calmly; offer an alternative get if the first is not possible.
- If they accept the trade
- Confirm in writing immediately.
SECOND MOVE
If they keep asking for more, use Concede Small, Slowly, and Last.
FOLLOW-UP
Document each agreed trade so later discussions reference the full exchange.
COMMON MISTAKES
- Asking for a trade so small it is meaningless.
- Making the trade sound like a threat.
WALK-AWAY CONDITIONS
- The other side refuses any reciprocal commitment and continues to demand concessions.
EXAMPLE (FICTIONAL)
Asked for a 10% discount, a video producer offered it in exchange for upfront payment and permission to use the work in her portfolio. The client agreed, and cash flow improved.
ETHICAL BOUNDARY
Trades should be fair exchanges. Demanding disproportionate returns because the other side is under pressure is exploitation.
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Content version 1 · Drafted by Power Move IQ Editorial · Not yet human-reviewed · Educational decision support, not legal, financial or employment advice.