Creatively Bridging the Gap in a Negotiation
For about three months, I had been negotiating with a company to sell a domain name. I had initially sent the CEO an email offering the domain name for sale, and after a number of subsequent emails, we were somewhat close to a deal, but still far enough apart to prevent us from consummating a deal.
Because I had dug my heels in at a certain number, I was reluctant to come off this number. It would have been okay had I closed a deal at that number, but I really was not inclined to lower my asking price. The buyer was not interested in raising his offer, so we were basically stuck. I also figured if I went back and said I would take his offer, he could tell me things have changed and the offer is no longer valid, weakening my negotiating position.
Over the last 6 weeks, we had emailed each other a couple of times to see if either of us was willing to come off of our price, but neither of us were willing to do so. It would have appeared that we wouldn’t be able to make a deal happen since neither of us was willing to move.
Last weekend, I thought of a proposal that would bridge the gap and make a deal palatable for both parties. The buyer would pay his final offer price to me to buy the domain name, and his company would donate the difference between what I was asking and the sales price to a non profit organization.
In this situation, I got an acceptable price for the domain name and was able to help one of my favorite non profit organizations. The buyer is getting an exact match domain name for his business at the price he wants, and he can make a charitable donation to a worthy cause. It’s a win/win/win.
Sometimes when you are negotiating and both parties can’t seem to find a middle ground for a deal, you need to think outside of the box to make something happen. I am happy to sell this domain name, and I am proud that this deal will help a great organization.
Don’t get me wrong, my primary motivation was to sell the domain name, but making this offer helped resolve the stalemate in negotiations and we’re both happy with the result.
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