November 2000
Beginner
320 pages
7h 49m
English
Content preview from Secrets of Power NegotiatingBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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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 ...
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