. Secure Concessions

Never give away a concession without getting something in return. Buyers tend to resist giving any concessions at all.
This is a matter of discipline and control. It’s simple. Never give anything away without getting in return. If you do you are not negotiating, you are simply conceding.
A commitment from the other person can be a suitable concession to get in return for something of relatively low value. The simplest concession to secure is the agreement to proceed with deal now, and use it to close the deal.