Derek Gaunt is a hostage negotiator and author
Unstructured
Negotiation - The Last Impression Is the Lasting Impression
If you go nine to one, people get pist and just say, fine, keep it. Because that's the emotional part, even though it's not logical. So w we see a lot of six fours or five fives in negotiations. A nine one split views ar seems to the acceptor as being unfair. Instead of making themselves whole, they would rather punish you. And revenge is a powerful motivator.
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