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

things don’t always go according to plan.
“That is a very generous offer given your budget limits,
but I am not sure how that would help us achieve a great
reception for the alums in the region,” Farouq said,
acknowledging her limits but saying no without using the
word. Then he dropped an extreme anchor. “I have a very
high amount in my head: $1,000 is what we need.”
As expected, the extreme anchor quickly knocked the
dean off her limit.
“That is severely out of my range and I am sure I can’t
authorize that. However, I will give you $500.”
Farouq was half-tempted to fold—being $100 short
wasn’t make-or-break—but he remembered the curse of
aiming low. He decided to push forward.
The $500 got him closer to the goal but not quite there,
he said; $850 would work.
The dean replied by saying that she was already giving
more than what she wanted and $500 was reasonable. At
this point, if Farouq had been less prepared he would have
given up, but he was ready for the punches.
“I think your offer is very reasonable and I understand
your restrictions, but I need more money to put on a great
show for the school,” he said. “How about $775?”
The dean smiled, and Farouq knew he had her.
“You seem to have a specific number in your head that
you are trying to get to,” she said. “Just tell it to me.”
At that point Farouq was happy to give her his number
as he felt she was sincere.