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Split the Difference

 

Disciplines > Negotiation > Negotiation tactics > Split the Difference

Description | Example | Discussion | See also

 

Description

When 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.

Example

It'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.

Discussion

Splitting 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

The Need for Fairness

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