Some thoughts on negotiating...

Pretending Ignorance: Smart Is Dumb

Socrates used this technique more than 2300 years ago. He pretended ignorance in order to encourage others to express their views fully.

Today, many world's smartest and fastest businesspeople have perfected this art – consciously or unconsciously – of paying dumb. People who try to impress by pretending to be smart generally aren't. Truly smart people know that by playing dumb and asking the other party to repeat or explain things several times, asking lots of questions, they'll be better prepared to respond and then make a fast decision.

The 80/20 Concept

20% or fewer of the points at issue will comprise over 80% of the value of the disputed territory; 80% of the concessions will occur in the last 20% of time available.

Bonus Negotiating Tips

Never conduct negotiations before 10 a.m. or after 4 p.m. Before 10 you appear too anxious, and after 4 they think you're desperate.

If you cannot convince them, confuse them

Say no, then negotiate.