It’s simple and clear and sets you up as an honest dealer. With that statement, you let people know that it is okay to use that word with you if they use it honestly. –Never split the difference, p.125 Continue reading Early on in a negotiation, say, “I want you to feel like you are being treated fairly at all times. So please stop me at any times if you feel I’m being unfair, and we’ll address it.”

If you find yourself in this situation, the best reaction is to simply mirror the “F” that has just been lobbed at you. “Fair?” you’d respond, pausing to let the word’s power do to them as it was intended to do to you. Follow that with a label: “It semms like you’re ready to provide the evidence that supports that,” which alludes to opening their books or otherwise handing over information that will either contradict their claim to fairness or give you more data to work with than you had previously. Right away, you declaw the attack. –Never split the … Continue reading Someone says “We’ve given you a fair offer”

Answer: ” Okay, I apologize. Let’s stop everything and go back to where I started treating you unfairly and we’ll fix it.” –Never split the difference, p.124 Continue reading Someone says ” We just want what’s fair”

Let me tell you about the ultimatum game, it goes like this: After the students split into pairs of a “proposer” and an “accepter”, I give each proposer $10. The proposer has to offer the accepter a round number of dollars. If the accepter agress he or she receives what’s been offered and the proposer gets the rest. If the accepter refuses the offer, though, they both get nothing and the $10 goes back to me. No matter what slection they made, they find themselves in a minority. The splits were all different, $6/$4, $5/$5, $7/$3, $8/$2, etc. In something … Continue reading There’s no such thing as fair.