Strategic Concessions: When, Why, and How to Give Without Losing

In high-stakes business negotiations, making concessions is often unavoidable. However, many professionals mistakenly believe that conceding means losing ground. In reality, strategic concessions—those given at the right time, for the right reason, and in the right manner—can increase trust, create value, and lead to stronger agreements. The key is knowing how to concede without compromising your leverage or long-term objectives.

At our corporate negotiation coaching sessions, we emphasize that negotiation is not just about winning—it's about crafting sustainable agreements that benefit all parties. Let’s break down when, why, and how to concede effectively to secure the best possible outcomes.

1. When Should You Concede?

Timing is everything in negotiation. Making a concession too early can weaken your position, while delaying too long can lead to deadlocks. Consider conceding when:

You have gathered enough information to understand the other party’s real interests.
You sense that a well-placed concession will unlock a deadlock or build goodwill.
The concession aligns with your strategic goals and is not a major loss to your position.

One of the key principles in negotiation skills coaching is the law of reciprocity—when you concede strategically, you can expect a concession in return.

2. Why Should You Concede?

Concessions, when used correctly, can help:

Build trust & strengthen relationships – A well-calculated concession signals cooperation rather than conflict.
Encourage reciprocity – If you give wisely, you’re more likely to get something valuable in return.
Move the deal forward – Sometimes, a minor concession is the difference between a signed contract and a failed negotiation.

However, giving up too much too soon—without extracting value—can weaken your position and signal desperation.

3. How to Concede Without Losing?

A poorly handled concession can cost you leverage, credibility, and profits. Here’s how to concede smartly:

A. Always Ask for Something in Return

A key principle in corporate negotiation coaching is never give without getting. Even if the concession is minor, ask for a trade-off—whether it’s price adjustments, extended contract terms, or added value in another area.

✔ Example: If your counterpart requests a price discount, negotiate for a longer commitment or faster payment terms in return.

B. Make Incremental Concessions

Large, immediate concessions make you appear weak. Instead, give smaller, gradual concessions—making each one progressively harder to obtain. This signals that you're reaching your limit while maintaining control.

✔ Example: If a client pushes for a 20% discount, start with 5%, then 3%, then 2%—each time emphasizing that you’re reaching your threshold.

C. Frame Your Concessions as Wins for Both Sides

Instead of appearing like you're “giving in,” present concessions as collaborative solutions. Reframing a concession as a joint gain strengthens your position and builds long-term partnerships.

✔ Example: “We normally don’t extend additional support at this price, but because we see long-term potential in our partnership, we can include a three-month premium service.”

D. Use Time as a Negotiation Tool

Deadlines, pauses, and strategic delays can increase the perceived value of your concessions. If the other party senses urgency, they may agree to more favorable terms.

✔ Example: Instead of immediately conceding on price, say:
"Let me check internally and see if we can find a way to make this work." – This creates anticipation and makes your concession feel more valuable.

Mastering Concessions: A Skill That Sets Top Negotiators Apart

Great negotiators don’t fear concessions—they leverage them strategically to build stronger agreements. The ability to concede wisely while maintaining leverage is a hallmark of elite dealmakers.

At our negotiation skills coaching programs, we train executives, sales teams, and business leaders on the art of giving without losing. Through corporate negotiation coaching, we help professionals develop the tactical mindset needed to control the negotiation process and maximize deal outcomes.

If you're looking to enhance your negotiation strategies and learn how to concede without compromising, reach out to explore how our coaching can give you the competitive edge.

Take Your Negotiation Skills to the Next Level

Ready to put these negotiation tips into action? Whether you're looking to boost your career, close better deals, or simply become a more confident negotiator, we have the perfect solution for you:

Michał Chmielecki