PICTURES IN THEIR HEADS First, the characteristics and sensibilities of the people sitting across from you dominate every other part of the negotiation. It is not even worth thinking about race, religion, gender, culture, creed, or any other issues until you know the pictures in their heads that day. If you each bring three people to a negotiation on Monday, and you bring a fourth person on Tuesday, it’s a completely different negotiation. Even with the same six people, someone may have had a bad commute that morning, someone else may not be feeling well, someone’s kid might be sick, someone
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