Programme outline
Programme Stages
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Stage 1 — Concession Psychology
What the pattern of your concessions signals to the other party -
Stage 2 — Pre-Negotiation Planning
How to map your concession range and identify your genuine limits -
Stage 3 — Conditional Concessions
Techniques for linking concessions to reciprocal movement -
Stage 4 — Recognising the Other Side
Reading signals that indicate when the other party has reached their floor or ceiling -
Stage 5 — Practised Scenarios
Structured role-play using residential and commercial deal contexts
Full description
What this covers
Every negotiation involves concessions. The question is not whether you will make them — it is whether you make them in a way that moves the deal forward or simply signals that you will keep giving if pushed.
The pattern of concessions matters
Research on negotiation consistently shows that the size and timing of concessions communicates as much as the concessions themselves. Giving ground too quickly suggests there is more room to move. Giving too slowly can stall a deal entirely.
This methodology teaches agents to plan their concession sequence before entering a negotiation, not improvise it under pressure.
Reading the market before you concede
Shifts in the regional property market change the baseline for what counts as a reasonable concession. In a seller's market, conceding on price may be unnecessary. In a slower market, conceding on timeline or fixtures can close a deal where price alone will not.
What agents learn to do
- Set a realistic concession range before negotiations start
- Attach conditions to concessions to maintain reciprocity
- Recognise when the other party has reached their actual limit
- Avoid the trap of splitting the difference as a default move
This is a practical course. Every concept is tested through negotiation exercises, not just explained.