So, Dan got back from Dunkin' Donuts, and he did well. His approach with the counter clerk was to turn on his southern charm and pull the ol' "Aw, Gee... I forgot my money and all I have is two dollars" bit. The result? 16 Munchkins. Not bad for a first timer.
After Dan got back and told us how he did with the assignment, we talked to him about how time is the critical element in any negotiation, whether you're buying donuts or ad pages in Time Magazine. Dan got 16 Munchkins because the clerk behind the counter ran out of time (she had other customers waiting). For Dan, this exercise demonstrated one of the fundamental principles of negotiation.
Have a Munchkin or two, Dan. You've earned it!