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Emotional Intelligence And Negotiating Tournament Deals

by Alan Schoonmaker |  Published: Jan 01, 2020


“These days computers analyze the crap out of everything… geeks have created range vs. range analysis software that solves most poker problems.” Those provocative words began a recent Card Player column from Roy Cooke about reading people. He explained that mechanically applying formulas causes serious mistakes. You should also study and adjust to people’s thoughts and feelings because they will often decisively change the way people play their hands. I agree wholeheartedly, and the same principle applies more forcefully to negotiating tournament deals. Computer formulas tell you what the “right” or “fair” deal is, but, applying formulas without analyzing players’ emotions and thoughts will cost you lots of money. Teaching negotiating strategy and psychology has been my profession since writing my doctoral dissertation about them at The University of California, Berkeley. I taught Ph.D. candidates at UCLA and employees of the world’s largest multi-nationals in twenty countries. My clients included ...

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