Chapter 25
The Climate Control Tactic
One important rule of negotiation is always to have home court advantage. When you schedule a negotiation at your facility, in addition to putting the other side a little more ill at ease, you gain control over certain things you otherwise couldn’t. Like the thermostat. I’ve known instructors who make the temperature in their classrooms a little on the cold side to discourage students nodding off, and I’ve known contractors who use their ability to control the physical climate in the negotiating room as an effective negotiation tactic in much the same way.
Prior to the negotiation, they make the temperature in the room a little too hot or a little too cold on purpose. It’s not too noticeable, but a little ...
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