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.
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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).
