How a Single Concession at the Right Time Unlocks the Whole Deal

from The Business Negotiation Podcast with Fexingo: Deals, Contracts, and Closing Conversations · host Fexingo

Lucas and Luna examine the strategic power of timing concessions in a negotiation. Using the 2014 Disney–ESPN carriage dispute with Dish Network as a case study, they break down how a well-timed, small concession can unlock a deadlock and create long-term value. They also explore the psychological principle of reciprocity and contrast it with premature or poorly timed offers. Listeners learn how to map their own concession schedule against the counterparty's timeline to maximize leverage without giving away too much too soon. #TimingConcessions #NegotiationStrategy #DisneyESPN #DishNetwork #CarriageDispute #Reciprocity #Leverage #DealMaking #BusinessNegotiation #ContractNegotiation #ConcessionTiming #NegotiationTactics #MediaDeals #FexingoBusiness #BusinessPodcast #LucasAndLuna #Episode27 #NegotiationTips Keep every episode free: buymeacoffee.com/fexingo

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This episode is 7 minutes long.

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This episode was published on June 2, 2026.

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