From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything
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Watch out for these tricks
From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything
Watch out for these tricks
- Now we come to the last phase of negotiation, the closing phase. It's pretty much finished now but you have to be careful because it could just slip away from you at the last minute. And sometimes because you're so near, you're so desperate to get a deal, you can give away too much. So, I want to say three things about the closing phase and the first one is, look out for split the difference. So, the theory goes that if somebody says, split the difference, what it means is that they've already given up. So let's suppose that you are buying, it could be either way round, but let's suppose you're buying and you've reluctantly gone up to 90 pounds and let's suppose they're selling and they've reluctantly come down to a hundred and suppose they say to you, Oh, I can't go as low as 90. Oh, split the difference 95. What you were saying is now, I really can't go above 90 because the theory is they've already given up…
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