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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.

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DECREASING
CONCESSIONS

Closer Tactic #50 • Deal Psychology

Most people make random concessions.
Pros send signals with their concession pattern.

The Nugget

Making each concession smaller than the last signals you're approaching your limit and reduces opponent demands.

During Microsoft's acquisition of LinkedIn in 2016, reports suggest Microsoft's negotiation team used decreasing concession patterns—moving from $180 to $190 to $195 per share—signaling they were near their ceiling. LinkedIn recognized the pattern and accepted $196, sensing Microsoft wouldn't go much higher.

Your concession pattern is a secret language that tells them how much room you have left.

How to Deploy

• Plan your concession sequence: $1000, $600, $300, $100
• Make each step visibly smaller than the previous one
• Verbally highlight the pattern: I can only come down another $300...

Avoid random concession sizes that send mixed signals about your flexibility.

Takeaway

Your concession pattern speaks louder than your words about how much you'll actually move.

Reply with your most strategic concession sequence—
we might feature you (and send a mug).

The Closer

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