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Split the difference
Disciplines > Negotiation > Negotiation tactics > Split the difference Description | Example | Discussion | See also
DescriptionWhen you have offered one amount (often, but not necessarily, money) and the other person has named another amount, then offer to 'split the difference', to agree on a price that is half-way between what you want and what the other person wants. ExampleIt's lower than I really wanted, but I'd be prepared to split the difference. You are offering 200. I want 300. For a quick sale, I'll accept 250. DiscussionSplitting the difference, agreeing a solution that is half-way between two positions, appears to be fair, and hence can be difficult to refuse. The trick with this is to maneuver the situation such that a half-way position is actually still a very agreeable solution for you. See also |
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