Chapter 3Primers: Preparing for the Emotional Game

Jessica prepared the conference room for the negotiation. She ordered fresh flowers to create an impression of opulence. She hid the plastic cups. Crystal glasses rested on a sideboard. Jessica turned down the lighting to increase the sense of exclusivity. She asked her assistant to hold all calls during the meeting. Before the other negotiator arrived, Jessica rehearsed how she would start the negotiation and the main points she wanted to make. Just before the elevator chimed the arrival of her guests, her eyes swept the room. “Let the games begin,” she thought, “I am ready.”

Targets for Priming

This chapter relates to priming: preparing for the emotional game. Preparation involves planning ...

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