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Why do diplomats make small and slow concessions during negotiations?

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Taking prisoners — diplomacy A larger-than-life Ramses II towering over his prisoners and clutching them by the hair. Limestone bas-relief from Memphis, Egypt, 1290–24 bce; in the Egyptian Museum, Cairo.

In diplomatic negotiations, diplomats make small and slow concessions primarily because early or large concessions can be perceived as a sign of eagerness. This perceived weakness often encourages the opposing party to demand further concessions rather than reciprocating in good faith.1

By keeping concessions incremental and deliberate, negotiators maintain a stronger bargaining position while they intermittently test the other side's firmness and willingness to reach an agreement. This tactical approach is part of a broader strategy that includes bluffing, indirection, and the careful management of information to protect national interests. Ultimately, the goal is to avoid appearing desperate, as the process relies on a delicate balance of proposal and counterproposal, inducement, and pressure to reach a mutually acceptable outcome.1