I’m not sure if professor Guhan Subramanian of Harvard Business School who taught me several cases on negotiations would fully approve of this strategy but I can tell you from my experience that I’m much happier with the outcome than I would’ve been otherwise.
Recently I was in a tough negotiation with a co-founder of one of our companies. The relationship has gone sour as we couldn’t agree on defining what’s a fair compensation for his contributions. He felt that his contributions were worth much more than the deal that he had. A few months earlier we ended up signing an agreement that each of us felt it was good for the other party but not fair for oneself! He had proposed a new agreement which I deemed not acceptable and we were heading to an impasse.