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Latest Blog:

Mindless Negotiator

Have you ever negotiated with someone and wondered, What are you thinking? It recently happened to me. Only I wasn’t doing the negotiating — I was running simulations, watching a group of buyers trying to negotiate. When we debriefed, the thing that struck me was that they were extremely aware of what they had done. However, in the moment, they couldn’t course-correct or get out of their own way. They said they were thinking about only one thing . . .

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