Is Splitting the Difference a Winning Negotiation Strategy or a Flawed Approach?

Splitting the Difference in Negotiation: Smart Strategy or Common Mistake?

“Let’s meet halfway” – it may sound fair; however, is it always smart?

In commercial negotiations, splitting the difference can be a powerful gambit when used strategically. However, many people misuse it, unknowingly leaving money or value on the table.

Let’s unpack how to use it to your advantage – or defend against it.

When Splitting the Difference Works

Faster Deals – Ideal when time pressure is high
Relationship Focused – Keeps things cordial and moving forward
Perception of Fairness – Suggests balanced compromise
Simple and Effective – Easy to understand and apply—if taught properly

When It Backfires:

Leaves value on the table if not part of a broader strategy.
It can stifle creativity in complex deals.
Creates false fairness – one side may concede more.
Not ideal for high-stakes or nuanced negotiations.

How to Use “Split the Difference” to Your Advantage

If you’re negotiating between your opening position and your desired outcome, it’s often smart to propose splitting the difference – especially when you’ve bracketed the numbers effectively.

Example: Your opening position price proposal on a piece of equipment is $31,997.95.
Your desired outcome selling price is $26,995.95. The buyer offers: $25,000.00. You suggest splitting the difference at $28,499.40

By splitting the difference, you land $1,503.45 above your goal while appearing fair

This is expert-level use of the gambit.

How to Counter When Someone Wants to ‘Split the Difference’

Use the Higher Authority gambit: “If you propose a reasonable compromise, I’ll take it to my finance team and see what I can do.”

This deflects the pressure, buys time, and lets you evaluate the offer on your terms.

Why Chris Voss Says Never Split the Difference

Former FBI hostage negotiator Chris Voss argues this strategy can lead to poor deals. He advocates using tactical empathy, calibrated questions, and searching for “black swans” to unlock better results.

We agree; however, only in some cases. At negotiatingcoach.com®, we use the ‘broadening the scope’ negotiation strategy. If you understand how and when to split the difference, it can be a winning negotiation move.

Unfortunately, I can’t share all of my ‘how-to’ secrets in this blog post. In this post, I’ve covered some high-level insights into this topic. Hire me as your negotiation skills trainer or coach to learn proven strategies, tactics, questions, questioning techniques, and tips that can help you improve results.

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