Get the latest views and opinion from some of the most experienced negotiation specialists.
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.