“Finding the middle ground between buyer and supplier is a satisfactory way to complete contract...

While compromise seems fair, it often erodes credibility and weakens long-term negotiation outcomes. Skilled negotiators avoid “splitting the difference” automatically, since it signals weak preparation and can encourage exploitation in future talks. Instead, agreements should be built on objective value, data, and tradeables. Compromise has a place, but reliance on it damages strategic positioning. CIPS stresses integrative or principled negotiation over simplistic middle-ground settlements.