The Stare and Decision

Poker and sell­ing : If you ever watch poker on tele­vi­sion, you will see both pro­fes­sion­als and ama­teurs stare at each other when a deci­sion is called for. Many times the eyes lock. The player who is star­ing is try­ing to get a read on whether the bet­ting party has a legit­i­mate win­ner. Then, the […]

Out of Air

Are you run­ning out of air or are you mis­read­ing the objec­tive….. Let’s say you’re on the beach, swim­ming just off shore. You notice a shiny object on the ocean floor. You go back to the beach, grab your snorkel and fins, and head back out. On the way out you see the tide com­ing in. […]

Negotiation Bluff — Poker & Selling

Bluff­ing is the most excit­ing topic in poker. It is the art of win­ning with­out hav­ing the best hand. Wikipedia defines “a pure bluff, or stone-cold bluff, is a bet or raise with an infe­rior hand that has lit­tle or no chance of improv­ing. A player mak­ing a pure bluff believes he can win the pot […]

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