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.
Reference: CIPS L4M5 (2nd ed.), LO 1.1 - Dangers of compromise and importance of principled negotiation.