The 97% Rule of Negotiation: Why Negotiation Isn't Random and How to Prepare for It.

Discover the Hidden Pattern Behind 97% of Every Negotiation >97% of negotiation tactics fall into just two categories: references to alternatives or requests for concessions. Once you recognize the pattern, negotiation becomes far more predictable-and far more strategic. Instead of reacting to pressure, The 97% Rule of Negotiation introduces a practical operating system built around three simple steps: - MAP - Understand alternatives, leverage, and flexibility before negotiating.- EXPAND - Broaden the conversation beyond price to uncover hidden value.- PRESENT - Structure choices that improve outcomes for everyone involved. This is not another book about clever tactics or manipulation. It's a decision-making framework that helps you think more clearly, create more value, and negotiate better agreements in business and in life. Whether you're a sales professional, procurement leader, executive, entrepreneur, or anyone who negotiates important decisions, this book provides a practical system you can apply immediately. Stop reacting to negotiations. Start designing them.