How a Single Concession Unlocked a $600 Million Satellite Deal

In this episode of The Business Negotiation Podcast, Lucas and Luna dissect the 2023 negotiation between satellite manufacturer Astranis and internet provider OneWeb, where a single concession—agreeing to a lower orbit than originally planned—unlocked a $600 million deal. They explore why concession strategy matters more than the concession itself, the psychology of reciprocation, and how framing a concession as a creative solution rather than a sacrifice changes the power dynamic. The hosts walk through the specific terms, the deadlock over orbital spectrum rights, and the moment Astranis offered to shift its satellite design to operate at 1,200 kilometers instead of the standard 600. That move cost them in terms of signal latency but secured a decade-long contract. Lucas explains the BATNA analysis that made the concession rational, and Luna pushes back on whether the concession was actually a win. They wrap with practical takeaways for listeners facing their own negotiation deadlocks: always know what you can concede before you sit down, and never offer a concession without getting something in return. #Negotiation #BusinessDeal #SatelliteIndustry #Astranis #OneWeb #ConcessionStrategy #BATNA #ContractNegotiation #DealMaking #SpaceBusiness #OrbitalSpectrum #SupplyChain #B2B #Business #FexingoBusiness #BusinessPodcast #NegotiationTactics #WinWin Keep every episode free: buymeacoffee.com/fexingo