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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RECIPROCAL
CONCESSIONS
Closer Tactic #55 • Deal Psychology
Most people make concessions randomly.
Smart negotiators trigger reciprocity.
The Nugget
Concessions are most effective when they trigger reciprocal moves from the other side.
During the NBA lockout negotiations in 2011, both players and owners used reciprocal concession patterns—each side would make a move only after the other demonstrated flexibility. The final deal came together when owners conceded on luxury tax penalties, triggering players to accept a lower revenue split.
Research shows unilateral concessions often go unreciprocated, while conditional ones create momentum.
How to Deploy
• Frame concessions as reciprocal: If you can move on X, I can be flexible on Y
• Make your concession contingent on theirs: "Assuming we can agree on terms..."
• Acknowledge their concessions before making yours
Avoid giving concessions without getting something back. It trains them to expect free movement.
Takeaway
Concessions work best when they're part of a dance, not a solo performance.
Reply with your best reciprocal concession story—
we might feature you (and send a mug).
