The Power of Giving In Slowly

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Negotiation is, to a large degree, rooted in satisfaction, and in most cases, clients are simply looking for concessions (e.


g. a discount without a prescribed magnitude) to fuel that sense of satisfaction. They want to feel as though they got a good deal. In his famous book, Never Split the Difference (one of my top sales reads), author and former FBI Hostage Negotiator, Chris Voss states:

“Researchers have found that people getting concessions often feel better about the bargaining process than those who are given a single firm, “fair” offer. In fact, they feel better even when they end up paying more or receiving less than they otherwise might.”

In sales as in life, people don’t appreciate things that come too easily.


A mindful negotiation practice can significantly build up your cyprus telegram data client’s levels of satisfaction and create the win-win experience you’re looking to deliver.

So how can you create more satisfaction in your negotiations while not giving away unnecessary discounts and concessions?

Give in slowly.

For example, instead of moving to a large (e.g. 15%) discount off the bat, put yourself in a beginner’s mindset. Start with a modest (e.g. 4% or even 8%) discount and operate as though that discount is considered a very good deal (which indeed it might be). Then, if you do need to provide concessions give them slowly using a tactic I refer to as deliberate discounting.


In a previous post I talked about how creating an awesome company culture has tremendous ROI in terms of increased profits, decreased turnover, higher goal attainment, and becoming a lightning rod for top talent…not to mention the amazing customer experience the results! So how can you go about creating an awesome culture in your team or organization? The first step is to consider how your culture satisfies the operational and personal needs of your employees.

People want to grow, learn, take on new challenges, and feel like they’re part of something special. They want to know what success looks like, get insights into how the business runs, and be given opportunities to step up.