M.A. Psychology, Oxford. McKinsey Alum. Founder & Editor at TAoL.
You should never split the difference because there is no such thing as a win-win situation. When you negotiate, your goal is to get what you want. Compromise doesn’t meet your needs or the needs of the person you are negotiating with. By taking the time to understand your opponent’s position, you can guide them to a deal that meets your expectations without having to give up your goal.