Bracketing

Place your target between your opening offer and theirs, so a "split the difference" lands on your number.

GeneralmoderateFraming

Bracketing is a quiet manipulation of the apparent compromise zone. If the counterpart opens at $1.8M and you want to land at $2.4M, you don''t open at $2.5M (which brackets at $2.15M). You open at $3M — bracketing the $1.8M and $3M makes the natural midpoint $2.4M, which is exactly where you wanted to be. The technique requires that you can defend the high open, but if you can, the math of "splitting the difference" works in your favour.

Example

Counterpart opens at $1.8M. You target $2.4M.

You

"We''re at $3M for the full scope." (bracketing.)

Several rounds later — counterpart: "Let''s split — $2.4M."

You

(target hit by their suggestion.) "I can make that work."

When to use

Use it in distributive negotiations where "splitting the difference" is a probable closing move, when you have a credibility-strong opening anchor, and against counterparts who use midpoint as a fairness anchor.

When NOT to use

Don''t bracket with an opening you can''t defend — extreme anchors invite walkaways. Don''t use it against sophisticated counterparts who recognise the move.

How to counter this

Refuse the midpoint as a fair number: "Splits aren''t principled — let''s look at what each item actually costs."

See the full counter technique

Related dimensions

Anchoring Concession Architecture Frame Control

Practice drill

For your next price negotiation, calculate the bracket: if your target is X and you expect them to open at Y, what should your opening be?

Practise this technique

When to use, when NOT to use, how to counter, and a practice drill — free forever.

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