4. Compromise (I Lose / Win Some – You Lose / Win Some)
Often thought of as splitting the difference. Compromise often results in both negotiators settling for less than what they want or need.
When to Use: When pushed for time and have a trusting relationship. Be careful that you win and lose the right things.
Pitfalls: This style is often used when you’re not prepared and just winging it. The party that starts with the most ambitious opening position often ends up gaining the most. Beware of competitive negotiators, they love negotiators who want to compromise and go straight to an extreme opening position. If you end up splitting the difference, they win by virtue of their anchoring position.
Defense: If your counter party starts with an extreme opening position, be sure to counter with an offer that brings them back to reality. If you do retreat from a position be sure to do so with solid rationale.
