Negotiating (time) tactics: The 90-10 rule and acceptance time ...

90-10 rule

Perhaps you have heard of the 80-20 rule, where 20 percent of your market gives you 80 percent o of business? Well, in negotiations, Dr. Chester Karrass introduces us to the 90-10 rule, where 90 percent of the negotiation is spent discussing matters that have little importance, and 10 percent gets down to business.

How can knowing the 90-10 rule help you? In two ways.

1. If you are trying to avoid discussing an issue or position, you can spend lots of time discussing other items, and even making small talk. This ensures there will be little time left to discuss the issues that you don?t want to get into.
2. If you do want to discuss a crucial issue, you must understand the ratio, so that you can shorten the discussion of extraneous issues to focus on what needs to be said.

Acceptance time

People often resist new ideas or change. It can take a long time for people to begin to accept what they have been resisting. Acceptance time gives people a chance to adjust gradually.? In negotiation, most people come to the table with a set of expectations. If these expectations are not met, they discuss and resist. With time for acceptance, they will adjust their expectations.

As Dr. Chester L. Karrass writes:

Negotiation is a process by which the other party must exchange some of their old ideas for new ones?.it would be foolish to believe that they will do so without acceptance time?Factor acceptance time into your bargaining strategy.

There are many other time tactics, many have been discussed here on Negotiating Space. What time tactics do you use most frequently? Have you noticed the 90-10 rule for yourself? Let us know in the comments.

Source: http://www.karrass.com/blog/negotiating-time-tactics-the-90-10-rule-and-acceptance-time/

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