I've seen this first hand in the pricing strategy of startups I worked with who were selling to enterprise. They might not use the word "concession" but they know what they're doing.
>>satvik+(OP)
I'm sure, but marking things up so that some exec or purchasing agent can feel like they're "winning" when they talk that startup back down a few dollars.. it's ridiculous. Can we just do honest, transparent pricing? Please? :-(
>>8n4vid+s2
No, because human psychology doesn't work with "honest, transparent pricing." People will go out of their way to buy things on sale even when the total cost is higher than it would be otherwise. JC Penney famously figured this out the hard way when they cut out all of their sales [0].
>>satvik+33
Yeah.... My take away is that people are dumb though. If you know this sales tactic then you should check the price history or competitor prices and only look at the final cost after fees, discounts and shenanigans.