Idea Ripper // ArchiveCards: 1555 [Live] | Updated: 2026-10-14
Card #c1025IR // #c1025Synthesis

"I see. How did you reach that figure?… I understand, but what standard did you use to determine that amount? Do you know where I can buy a comparable car for that much?"

— In our words · Source: Getting to Yes (Roger Fisher, William Ury & Bruce Patton)

[Use when]

The other side opens with a take-it-or-leave-it number and no justification.

[Why it matters]

Tom Griffith never answered the adjuster's number with a counter-number. Two questions moved the discussion from the figure to the reasoning behind it, which is where you can actually argue. He walked out with a check for $8,024.

More from Getting to Yes

#c1013"The Soviet Union finally agreed to three inspections. The United States insisted on no less than ten. And there the talks broke down —…Two sides are dug in on competing figures and nobody has defined what the figures mean. #c1014"Sadat flew to the capital of his enemies, a disputed capital which not even the United States, Israel's best friend, had recognized.…The negotiation is stuck because the other side's image of you makes agreement unthinkable. #c1015"Terms negotiated between a major city and its Hispanic community on municipal jobs were unacceptable to the mayor — until the agreement…The other side agrees with the deal but cannot be seen agreeing with you.