“Splitting the difference” Tactic in Negotiations

This Skill Bit explores the tactic of splitting the difference in negotiations, where parties compromise by finding a middle ground between their initial positions. While this approach can facilitate agreement and promote cooperation, it has its limitations. Negotiators must carefully weigh the benefits of this tactic against other potential solutions to ensure optimal outcomes.

Duration approx. 4 Min.

Tier: proficiency

A part of Tactics in Negotiations: Maneuvering for Success course.