Pre-Emptive Negotiation Concessions – Fatal Flaws Revealed
Article by Omid G
The Trap of Offering Too Much, Too Soon
Many negotiators—on both the buying and selling side—make the critical mistake of offering concessions preemptively, hoping to “win the deal.”
Sellers often present upfront discounts
Buyers may signal willingness to compromise early
It feels strategic, but in reality, it’s rarely a smart move.
ALWAYS LET THE OTHER PARTY NEGOTIATE CONCESSIONS.
Never offer concessions unless the other party is actively negotiating for them.
Case Study 1: The Pool Light Discount
Last week, I needed the underwater light replaced in my swimming pool.
My pool cleaner gave me a quote that reflected market value.
I didn’t respond immediately—just had a lot going on—but I intended to proceed.
Two days later, he followed up, saying he "just realized" that regular customers like me get a special 30% discount.
➡️ What changed? Not the cost.
➡️ Only the profit.
He just preemptively negotiated himself out of 30% profit—without any prompting from me.
I didn’t ask.
I didn’t negotiate.
I got the deal.
He took the loss.
It was unnecessary—and it happens all the time.
Case Study 2: The Nervous Home Inspector
Two weeks ago, I called a home inspector.
While he explained his services and pricing, I simply listened in silence.
That silence made him nervous—so much so that he cut his price in half, right there on the call.
➡️ I hadn’t even asked for a discount.
➡️ He gave it anyway.
And here’s the twist:
His desperation made me not want to hire him.
I thought:
“Why is this guy so eager to drop price? What’s wrong here?”
I ended up hiring someone else.
He lost the business and gave away his value in the process.
Why This Happens
Preemptive concessions usually stem from two things:
Silence & Uncertainty from the Other Party
Silence makes sellers uncomfortable
It triggers a fear of losing the deal
They try to "save" it by offering concessions
Lack of Confidence in Value
If you don’t believe your offer is competitive, you resort to price
But if you know your offer is good, sell your capabilities, not your price
💡 Key Insight
Negotiation assets should be created through non-financial means.
Both procurement and sales must master this skill.
The Power of Silence and Strategic Uncertainty
Silence can be your most powerful tool in negotiations.
Remember: the seller wants your money—they’re not entitled to it.
Silence makes them second-guess everything.
Asking questions works too:
It signals uncertainty
It creates pressure
It can cause the other side to preemptively give in
➡️ This is human nature, and it’s almost always the party that needs the deal more (usually the seller) that folds first.
Use It Wisely—And Don’t Be a Victim
This strategy is effective—but don’t abuse it.
More importantly, don’t fall victim to it yourself.
Avoid:
Discounting too soon
Talking yourself out of margin
Undermining your own value
Instead:
Have confidence in your offer
Be patient
Let the other side speak first
Now Go Off and Do Something Wonderful
Be your best.
– Omid G.
“THE Godfather of Negotiation Planning”