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Why do so many people play the high-low game?

In some cultures and industries, the high-low game is the norm in how people “negotiate.” What is the high-low game? It occurs when each side takes extreme positions and then haggles back and forth to see if the two sides can reach a compromise that is acceptable to each side. At its heart, the high-low game is inherently based on an assumption that people’s interactions are transactional, one-time events, and that relationships do not matter. People therefore often play the high-low when they do not care about their relationship with another person. They may also play the high-low game because they are accustomed to it and do not know any other way to deal with negotiations. Finally, they may play the high-low game because they believe it has worked for them in the past and will continue to deliver results they want.