[{"data":1,"prerenderedAt":50},["ShallowReactive",2],{"glossary-concessions":3},{"slug":4,"path":5,"title":6,"description":7,"term":8,"wordCount":9,"hasExample":10,"inboundLinks":11,"isPublished":10,"html":12,"data":13,"related":28,"lessons":47},"concessions","/glossary/concessions","What Are Concessions in Sales Negotiation? Definition","Concessions are the compromises each side trades in a negotiation — price, terms, scope. The art is trading concessions for something, not giving them away free.","Concessions",195,true,9,"\u003Cp>Concessions are the compromises each side trades during a \u003Ca href=\"/glossary/negotiation/\">negotiation\u003C/a> — price, payment terms, scope, implementation timeline. They are normal and expected, but the art is never giving one away free. Every concession should be exchanged for something in return: a longer \u003Ca href=\"/glossary/term-sheet/\">term\u003C/a>, a quicker close, a \u003Ca href=\"/glossary/referral/\">reference\u003C/a>, a bigger scope. A \u003Ca href=\"/glossary/discount/\">discount\u003C/a> handed over with nothing asked in return signals weakness and invites another ask.\u003C/p>\n\u003Ch2 id=\"in-plain-english\">In plain English\u003C/h2>\n\u003Cp>Think of concessions as chips you trade, not gifts you give. If the buyer asks for a lower price, your answer is "we can do that if you commit to three years" — not just "okay." The buyer expects you to push back a little; doing so keeps the deal fair and the price healthier.\u003C/p>\n\u003Ch2 id=\"why-it-matters-to-you\">Why it matters to you\u003C/h2>\n\u003Cp>How you concede decides whether the deal stays profitable and whether the buyer respects you. Concede slowly, in small steps, and always label what you are giving and what you get back. Reps who master this protect their \u003Ca href=\"/glossary/walk-away-price/\">walk-away price\u003C/a>, avoid panicked \u003Ca href=\"/glossary/counteroffer/\">counteroffers\u003C/a> and anchor from \u003Ca href=\"/glossary/value-proposition/\">value\u003C/a> instead of fear.\u003C/p>\n\u003Cp>For trading concessions without giving the store away, see \u003Ca href=\"/academy/account-executive/prepare-for-the-sales-negotiation/\">Concessions and Your Walk-Away Price\u003C/a>.\u003C/p>\n",{"title":6,"description":7,"primaryQuery":14,"term":8,"publishedAt":15,"author":16,"reviewedAt":17,"example":18,"relatedTerms":19,"lessons":26},"what are concessions in negotiation","2026-08-19","closers","2026-09-24","\"I traded a ten percent discount for a three-year commitment and a public case study — the concession bought real value back.\"",[20,21,22,23,24,25],"negotiation","anchoring","counteroffer","discount","walk-away-price","term-sheet",[27],"/academy/account-executive/prepare-for-the-sales-negotiation",[29,32,35,38,41,44],{"slug":20,"path":30,"title":31},"/glossary/negotiation","What Is Negotiation in Sales? Definition and How It Works",{"slug":21,"path":33,"title":34},"/glossary/anchoring","What Is Anchoring in Sales Negotiation? Definition",{"slug":22,"path":36,"title":37},"/glossary/counteroffer","What Is a Counteroffer in Sales? Definition and How to Handle One",{"slug":23,"path":39,"title":40},"/glossary/discount","What Is Discounting in Sales? Definition and How to Avoid It",{"slug":24,"path":42,"title":43},"/glossary/walk-away-price","What Is a Walk-Away Price in Sales? Definition",{"slug":25,"path":45,"title":46},"/glossary/term-sheet","What Is a Term Sheet in Sales? Definition and What It Contains",[48],{"path":27,"title":49},"Prepare for the Sales Negotiation: Value, Leverage, and Your Walk-Away",1792888521917]