Sam and Chelsea Meet to Negotiate a Business Arrangement Between

Multiple Choice

Sam and Chelsea meet to negotiate a business arrangement between their companies.Chelsea has done a lot of research beforehand and is very well prepared for the meeting when compared to Sam.Sam believes that better solutions are arrived at through intuition,spontaneity,and working hard at the negotiation table.Whom do you think will be more successful at negotiating?

A) Neither because successful negotiation requires hard bargaining and very little preparation, intuition or spontaneity.
B) Chelsea, because the 80-20 rule applies to negotiation: About 80% of your effort should go toward preparation; 20% should be the actual work involved in the negotiation.
C) Sam, because the 80-20 rule applies to negotiation: About 20% of your effort should go toward preparation; 80% should be the actual work involved in the negotiation.
D) While preparation is important, whoever has the "killer instinct " will be more successful at negotiating, because the "killer instinct" plays a much bigger role in negotiation than preparation.