Future Promise
Offer vague future value (more deals, referrals, expanded scope) instead of present concessions.
The future promise is a substitute currency: rather than concede on price, terms, or scope today, you offer something the counterpart will receive *later* — more orders next year, an introduction to a peer, a strategic partnership, a public case study. The substitution works because future value is hard to price and easy to inflate; counterparts sometimes accept future commitments worth much less than the present concession they would otherwise have demanded. The risk is that future promises can erode the relationship if not honoured — only make ones you intend to keep.
Example
Counterpart
"We need a better number for this project."
You
"I can''t move on price for this one — but if this works, you''ll have first option on the next two Saadiyat builds in our pipeline, both of which are larger. And I''ll send you the case study draft for review before publication so you can decide how it reflects on your brand."
Counterpart
"Okay — that''s a meaningful concession on the bigger picture. Let''s sign."
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