Never Split the Difference: Negotiating as If Your Life Depended on It

After setting his heart on buying a red Toyota 4Runner, Voss discovers that only one dealer in the area has the kind he wants in stock. At the dealership, Voss points out which car he wants; the salesman tells him that it costs $36,000. Voss offers to pay $30,000, saying he can’t afford to pay more. The salesman restates his original price but has no answer when Voss asks, “How am I supposed to do that?” After asking his boss for permission to lower the price, the salesperson makes intermediate counteroffers. Each time, Voss thanks him before reiterating his $30,000 limit. They accept his offer.

Most negotiations eventually reach a point of back-and-forth haggling. Different people have different styles of negotiation. After reviewing years of research, Voss and his son Brandon believe that most negotiators gravitate toward one of three approaches. Analysts are patient, diligent negotiators who sometimes fail to emotionally connect with their counterparts. Accommodators are quick to invest in building a relationship with a counterpart, but they sometimes allow fear of confrontation to prevent them from voicing their objections (195). Assertive negotiators are confident and direct, but they can appear harsh to others.