Good morning and welcome to The Closer, the newsletter all about deals. Today’s edition is short and sharp — one tactic, backed by research, to help you negotiate smarter. No headlines, no noise — just a Nugget you can deploy by lunchtime.
If you have a friend trying to work something out – a big deal, a tricky negotiation – please forward this to them.
Join the community by following us on X and Linkedin.
TEMPORAL
REFRAMING
Closer Tactic #69 • Deal Psychology
Most people negotiate in the present.
Winners control the time horizon.
The Nugget
Changing the time frame can dramatically alter deal attractiveness.
When Netflix was convincing content creators to license shows for streaming, they reframed the conversation from "lost DVD revenue" to "future audience reach over 10 years." This temporal shift helped creators see streaming as audience building rather than revenue cannibalization, leading to better licensing terms for Netflix's early content library.
How to Deploy
• Extend time horizons when long-term benefits favor your position
• Shorten time frames when immediate needs create urgency
• Use total value over time framing to justify higher upfront costs
Avoid time frames that highlight your weaknesses or their strengths.
Takeaway
Control the clock, control the deal.
Reply with how you've used time framing strategically—
we might feature you (and send a mug).
