Are you familiar with the “shell game”? You know, is one that they reveal in the movies all the time where the street hustler sets up a table with three shells of some sort when you strike it. He proceeds to put a pea under one of many shells, shuffles them, and then asks passers by to bet on which shell has the pea under things. Guess what – nobody can ever guess the correct shell. In sales negotiations we’ve got the same game that we play, but we consider it the 80/20 norm.
