How to Set the Stage
As a general rule, if you are in charge of the physical arrangements for the negotiation, you want to make the other side as comfortable as possible. If you are not in charge, you may encounter someone who is playing games with the location.
The key to dealing effectively with this kind of game player is to recognize the tactic. As we said before, a tactic recognized is a useless tactic. For example they might seat you in an uncomfortable chair so you are forced to look at the buyer sitting in front of a bright window so that you can’t see properly, or perhaps your chair is too low. These are tricks people use on occasion, believing it gives them an advantage.
And, it will work if you don’t ...
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