Making concessions to close the deal, fast.

Skilled negotiators prefer to trade rather than concede. But when you are under time constraints, what can you do to close the deal? A common rule in negotiating is that 80 per cent of the concessions occur in the last 20 per cent of the time remaining to negotiate. If demands are presented early in a negotiation, neither side may be willing to make concessions, and the entire deal might collapse. Conversely, supplementary demands arise in the last 20 per cent of the time, both sides are more willing to make concessions. More often than not, you may encounter people who use this against you. They