Pareto’s Law of the 80-20 Principle has many applications, and negotiation is no exception.
Twenty percent of what you do produces 80 percent of the results. Conversely, 80 percent of what you do produces 20 percent of the results.
In negotiation, this means that 80 percent of your results are generally agreed upon in the last […]
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One cold wintry night, a business associate pulled into a gas station to fill his Mercedes with gas. While waiting, an average dressed man approached his vehicle; the man had a small gas can in his hand. The man very politely told my associate he and his mother were driving to a location close by […]
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What happens when you don’t have bona fide negotiation experience and you have a big opportunity to get a large contract, turn something into a ‘big’ deal, or take advantage of a situation that could prove to be very positive? What happens when these opportunities are complicated, because the individual or source possesses greater negotiation […]
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