Close the Deal

Split the difference

When the other party says, “Let’s split the difference?” it’s usually a last ditch effort to get a better
offer from you and means that they’re now ready to settle. Try to negotiate even more (split the
difference of the difference) or, if they threaten to walk away, you can accept it.

The nibble

Watch out for last minute changes to the terms of your deal. This could include things like
adding on last minute fees that weren’t mentioned previously (such as transport costs) or
removing things that were assumed to be part of the deal (such as a tree in the front yard). If
they try for the nibble, either say no, or make them trade something in exchange.

You can avoid the nibble be asking, “Is there anything else I need to know about?” during the
bargaining stage.

Be prepared to walk away

You must always be prepared to walk away if you can’t get a deal you’re happy with.

• Don’t buy if it’s higher than your walk away point

• Don’t sell if it’s lower than your walk away point

Not only are you saying no to a deal that isn’t good enough for you, walking away will make you
stronger in future negotiations.


Negotiation at Work
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