The Law of Four

IN REVIEWING thousands of negotiations, both simple and complicated, we find that there are usually only four main issues to be decided in any negotiation. There will be many smaller issues, but there are usually only four main ones. Occasionally, there may be one, two, three, or even five main issues, but this law says that there are usually only four. Your job is to think through and identify what those four issues might be, both for yourself and for the other party, and what you can do to deal effectively with them.

There will be a primary issue that is most important to the individual, and there will be three minor issues, each of which is important, but not as important as the main issue.

When you buy a house, for ...

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