💎 On the benefit of willing yourself into a state of relative indifference when it comes to negotiations

This is connected with the art of negotiation. The game theorist John Nash demonstrated that protagonists bargain more effectively when they are less needy. The less you fear not getting what you want, the more likely you are to get what you want. The logical conclusion follows: in any negotiation, your best strategy is an internal as well as external question. Can you ‘will’ yourself into a state of relative indifference, and thereby negate anxiety-induced neediness?

Excerpt from: Making Decisions: Putting the human back in the machine by Ed Smith