Do Negotiators Tilt?
Sportsmen and women choke but apparently poker players "tilt". I came across this term in Nate Silver's excellent book the Signal and the Noise. Tilting is defined as over aggressive play brought on by a lack of perspective, or playing without discipline. A number of tilts are listed and could just as easily applies to negotiating.
Among them are:
If we can apply this to negotiating then just as players grab their throat when an opponent appears to choke a skilled negotiator can just start leaning ever so slightly when their counter-party tilts.
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