Idea Ripper // ArchiveCards: 1555 [Live] | Updated: 2026-10-14
Card #c1032IR // #c1032Synthesis

"The negotiation consultant asked why the second owner was asking for such a high price. The businessman didn't know; he was assuming the seller would retire. 'Does the seller want to retire? What does she do now?'… the businessman offered to buy only that portion of the owner's interest he needed for tax reasons and to keep her on as manager."

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

[Use when]

Raising your offer keeps failing and you have no idea why.

[Why it matters]

The "exorbitant" price was really a desire to keep running the radio station. Buying less and keeping her as manager met the real interest for almost a million dollars less. When a price looks irrational, stop bidding and investigate the seller's life.

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.