O'Reilly logo

Secrets of Power Negotiating by Roger Dawson

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 9Middle Negotiating Gambits: Never Offer to Split the Difference

In this country, we have a tremendous sense of fair play. This dictates to us that if both sides give equally, then it’s fair. If Fred puts his home up for sale at $200,000, Susan makes an offer at $190,000, and both Fred and Susan are eager to compromise, both tend to be thinking, “If we settled at $195,000 that would be fair, because it’s equal.” Fairness depends on the opening negotiating positions Fred and Susan took. If the house is worth $190,000 and Fred was holding to his over-inflated price only to take advantage of Susan having fallen in love with his house, then it’s not fair. If the house is worth $200,000 and Susan is willing to pay that but is taking advantage ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required