Negotiation - Is There a Level of Preparation?

Kwame: Most people don't have the time to fill out a five or six page guide, right? But you do have time to just write something down. And if they're in a highly emotional state, all the logic, all the facts, all the figures that you want to bring to the table, it doesn't matter, they're not ready for it. Kwame: Once you acknowledge that emotion, you might start to see the emotional tenor of the conversation going down.