Splitting the Difference Can be Lose-Lose Negotiation - 04/08/07 07:36 PM
  I want a million dollars for my building and you think it’s worth half that.  Why don’t we just split the difference?  One answer is that although it seems on the surface an efficient solution, it is really expedience, not reason.
To see that, let’s look at a famous dispute recorded in history where someone recommended splitting the difference.  Two women came before King Solomon, sitting as judge, to settle a custody dispute involving a single living child.  Each woman claimed that the other woman's baby had died, and that the surviving child was her own.
There was very … (4 comments)

 

Philip L. Marcus

Phil Marcus

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