Why it’s a Mistake to Offer to Split the Difference

by Roger Dawson In the United States, we have a tremendous sense of fair play. Our sense of fair play dictates to us that if both sides give equally, then that’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 of them …

To Apply Negotiating Pressure, Try the Good Guy/Bad Guy Approach

by Roger Dawson Good Guy/Bad Guy is one of the best known negotiating gambits. Charles Dickens first wrote about it in his book Great Expectations. In the opening scene of the story, the young hero Pip is in the graveyard when out of the sinister mist comes a large, very frightening man. This man is a convict, and he has …