The inchworm travels in small movements. It doesn’t have the capacity to go very far. Think of this in negotiation. The inchworm strategy in negotiation is moving/conceding in small increments to reach your objective.
For instance say you are selling a table and chairs for $100. Someone comes to buy the table and they offer you $50. The split the difference strategy would have you meet in the middle to agree on $75. The inchworm strategy is moving in smaller increments. Instead of saying let’s meet in the middle at $75, you might go down to $95 or even $99.
You can also use this for time or any other thing that you need to make an agreement on that requires you to move on to make an agreement with another party.
The inchworm strategy is something to use when your initial offer is close to what you really want to settle on or you don’t want to move off your offer at all. It’s the best way to not give up too much of your position.
See you next week!
Eldonna Lewis Fernandez, MSgt USAF Retired