Do Negotiators Tilt?

Published: Sep 12 , 2013
Author: Keith Stacey

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 apply to negotiating.

Among them are:

  • Too loose
  • Too tight
  • playing too long
  • Playing too tired
  • Entitlement
  • Distracted
  • Scared
  • Too much money
  • Too little money
  • I gotta get even.

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.

Keith Stacey

 


SHARE

Keith 432.jpg

About the author:

Keith Stacey
Keith is a Principal Consultant with Scotwork and has over 30 years experience as a business consultant, educator and trainer. He is a regular consultant to senior executives in professional practice and his principal interests in management are strategic planning, project management, client-relationship management and conflict resolution.

Read more about Keith Stacey

More posts by Keith Stacey

Latest Blog:

Omnibus or Blunderbuss

Politician-“bashing” has become all too common. I do not want to add to the volume of criticism, but provide an objective look at some of the processes we have seen adopted by the government to advance their mandate.

Latest Tweet:

210/410
Elizabeth Street
Surry Hills
2010
Australia
02 9211 3999
info.au@scotwork.com
Follow us
cpd.png
voty2016_sign_gold.png