Real-World Tips for Negotiating Concessions
Agents are leaning on calmer, psychology-based tactics to negotiate concessions, using timing and high-value, low-cost trades to keep deals moving.
NEW YORK – A growing focus on negotiation strategy emphasizes shifting away from emotional reactions and toward psychology-based concession tactics.
The most effective approaches highlight controlling perception, setting expectations early and guiding customers through tense moments with composure. Concessions are framed as trades rather than giveaways, helping preserve leverage while keeping deals on track.
“Today, the best negotiators will not be the loudest or the most persuasive. They will be the calmest. That is what emotional elegance looks like: Composure under chaos,” Chris Pollinger, founder and managing partner of RE Luxe Leaders, said in Inman. “Stop begging for deals. Start negotiating concessions like the professional who owns the room simply because they do not need to prove it.”
Additional strategies include identifying the real driver behind a customer’s concern, using timing and silence intentionally and offering high-perceived-value concessions that require minimal cost.
Emotional steadiness also plays a central role, as tone and timing often influence outcomes as much as pricing. Taken together, these techniques reflect a broader shift toward thoughtful preparation, clearer framing, and calm decision-making as agents navigate concessions in an environment defined by pressure and uncertainty.
Source: Inman (11/19/25) Pollinger, Chris
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