4-1a4b2a Silence can decontextualize-displace the negotiator from the negotiation
4-1a4b2b Being reactive is like being analog in the heat of the moment
2-1a6c0 If you don’t create an explanation, you will be enmeshed in the situation (analog). You have to transcend your situation-culture-parochiality by explanations (digital). Explanation is the way to universality.
2-1a6c1 ‘Tendency to minimize energy output’ - Align your incentives properly, then (almost) everything will follow
2-1a6c2 Establishing rituals is the key to creating positive inertia
2-1a6d Never say yes to something important without thinking it over for a day