Davorka Biondić VInce
Episode · #163
MISLIŠTE Davorka Biondić VInce
Guest Davorka Biondić VInceHosted by Sandro KraljevićMay 3, 2026
Davorka Biondić VInce
About this episode
What you'll hear in this conversation
Most people think of negotiation as a battle of wits, a strategic game played across a table. But what if the real challenge isn't with the person opposite you, but with your own ingrained habits? Davorka Biondić Vince, who has spent 34 years and over 10,000 negotiations at the highest levels of Croatian business, argues that 80% of people don't actually negotiate — they just haggle. She points out that only a tiny fraction of professionals successfully apply a 'win-win' approach, often because they mistake price discussions for true value exchange. This conversation isn't about closing a deal; it's about shifting your entire approach to influence, both in business and in life.
Insights from the conversation
What to take from this episode
01
Davorka Biondić Vince observed that in her 10,000+ negotiations, '80% of people I negotiated with, unfortunately, haggle, they don't negotiate.' The distinction is critical: haggling focuses solely on price, while true negotiation seeks mutual value and long-term relationships.
02
The famous negotiation text 'Getting to Yes' emphasizes that both parties should feel comfortable and achieve a win. However, Davorka estimates that 'only 5% of negotiators in Croatia successfully apply this win-win strategy.' If you're not aiming for both comfort and mutual gain, you're likely missing the core purpose of negotiation.
03
Davorka's German trainers taught her that '70% of negotiation success is preparation,' while American trainers put it at '90%.' Regardless of the exact figure, the overwhelming majority of a negotiation's outcome is determined before you ever sit down at the table.
04
A 21st-century buyer is only interested in two questions: 'Why you, not your competition?' and 'What's in it for me?' Effective preparation isn't about listing product features; it's about crafting compelling answers to these two core inquiries, showcasing your unique value and the specific benefits to the other party.
05
Davorka reveals that 'the psychological aspect of negotiation accounts for 50% of success.' This encompasses your attitudes, beliefs, expectations, and even subconscious biases about the people across from you. Your internal state and mindset are more impactful than any specific tactic.
06
At 24, Davorka faced a traumatic first negotiation when a 60-year-old man refused to deal with a woman, demanding a male director. That experience taught her that self-confidence isn't innate; it's built by navigating difficult situations and learning to advocate for yourself, even when facing prejudice.
07
Davorka breaks down the factors of negotiation success as 50% mindset, 25% assertive communication, 10% product knowledge, and only 15% specific negotiation skills. This counter-intuitive split suggests that mastering your internal game and how you relate to others is far more important than any specific technique.