Texans know this saying – “The only thing in the middle of the road is a dead armadillo; don’t be a dead armadillo”

The only thing in the middle of the road is a dead armadillo; don’t be a dead armadillo. And don’t forget to take note of the “Privacy Concerns” at the end of this article…

Stop “Meeting in the Middle”: A Smarter Way to Negotiate

Who really wants to settle for the middle?

Americans take pride in fairness. It’s part of who we are—and if you want to upset an American, accuse them of being unfair. But sometimes, this commitment to fairness can cost us dearly at the negotiation table.

One of the biggest traps? The proposal to “meet in the middle.”

It sounds fair. It feels reasonable. But it often leads to bad deals and missed opportunities.


Why “Meeting in the Middle” Is a Costly Myth

Splitting the difference is rarely a wise strategy. The only time meeting in the middle makes sense is if it was your target from the start. Otherwise, you’re letting an arbitrary midpoint between two anchor positions define your outcome.

Ask yourself: Is your goal to be average?

Imagine putting one foot in a bucket of ice water, the other in boiling water, and declaring, “On average, I feel fine.” No, you don’t. You’re in pain on both sides, and so is your deal.


A Smarter Approach: Two Key Strategies

If you want to avoid the trap of settling in the middle:


Focus on Initial Positions
The midpoint is often determined by the opening positions of both sides. If your initial offer is reasonable but theirs is extreme, push back to move their position closer to reality before considering further concessions.


Speak Up Early
Don’t let your negotiation drift toward an unacceptable midpoint. Voice your discomfort early and make it clear that concessions will slow or stop to prevent a bad deal.

When Does Meeting in the Middle Make Sense?

There are exceptions:

  • If you’re close to your ideal outcome and a midpoint closes the deal on favorable terms, take it.

  • If you’re in a position where you must close, and the midpoint still represents a good deal for you, it’s a practical choice.

But in most cases, letting “fairness” push you into the middle means giving up control—and good negotiators control the negotiation rather than letting the negotiation control them.

That’s real fairness: securing your best possible outcome while maintaining integrity in the process.

Ready to Level Up Your Negotiation Strategy?

Don’t leave your success to chance or settle for “average.” Let’s build a negotiation strategy that aligns with your goals and gives you control at the table.

📞 Book a confidential consultation now to create your tailored negotiation plan and move forward with clarity and confidence. Use the Calendly blue tab below OR the CONTACT US tab at the top of this page.

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