The Power of Suggestion in Negotiating

HUMAN BEINGS are greatly influenced by their environments, and by the power of suggestion contained in people and situations around them.

Fully 95 percent of your thinking, feeling, and decision making are influenced by or completely controlled by your suggestive environment. Your job is 1) to be aware of the suggestive influences around you and the impact they can have on your thinking, and on the thinking of the other party, and then 2) to do everything possible to control those elements.

Take, for example, location. The location in which a negotiation takes place can have a major impact on the terms and conditions agreed upon. When you are in someone else’s office and surrounded by the other person’s ...

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