Body Language Secrets to Win More Negotiations

Chapter 6Triggers: Discovering the Hot Buttons that Stimulate Emotions

Allen Carter ushered his opponent, Terrence Titler, into the private dining room at his exclusive club room at the racetrack. As the waiter hovered over them, Allen ordered an expensive bottle of wine and said, “Terrence, feel free to order anything you like.” At every opportunity, Allen exuded an air of wealth.

Terrence came to the meeting with the intent of buying Allen’s racehorse. Terrence’s business was shaky, but he believed that he would attract more clients if he owned a racehorse. He knew that once he had a horse, he would be welcome in the rarified world of horse racing. Surely, business would improve once he was part of that set.

At the conclusion of the meal, Allen ...