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Secrets of Power Salary Negotiating by Roger Dawson

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Chapter 49 Il_9781564148605_001_0179_001Don’t Offer to Split the Difference

In the United States, we have a tremendous sense of fair play. Our sense of fair play dictates to us that if both sides give equally, then that’s fair. If Fred puts his home up for sale at $400,000, Susan makes an offer at $380,000, and both Fred and Susan are eager to compromise, both of them tend to be thinking, “If we settled at $390,000 that would be fair, because we both gave equally.”

Maybe it’s fair and maybe it isn’t. It depends on the opening negotiating positions that Fred and Susan took. If the house is really worth $380,000 and Fred was holding to his over-inflated price only to take advantage ...

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