Reflect on a recent decision where an initial number or price influenced your choice. How might being aware of anchoring help you make more objective decisions in the future?

Consider the contrast between sales and negotiation described here: Sales focuses on empathy and meeting client needs, while negotiation is about asserting your needs. How might adopting a negotiation mindset impact your outcomes when a buyer requests a price adjustment or other concession? What steps can you take to effectively shift from "salesperson" to "negotiator" at the right moment?

Consider the concept of "priming" in negotiation. How can you use priming to set the stage for a desired outcome? Think of a recent situation where you could have benefited from setting a strong initial reference point. How might "priming" have shaped the other party's expectations and response?

Reflect on a time when you entered a negotiation with high hopes but limited preparation. What were you relying on to "win" the negotiation, and what might you have done differently with the right tools? How can relying on "hopium" (hope without preparation) impact the outcome of a negotiation?

Reflect on the concept of expectation. In your personal or professional life, how have your expectations influenced the outcomes you achieved? Think of a recent negotiation or goal—how might raising your expectations have changed the result? Conversely, how could you strategically lower the other party's expectations to gain an advantage in negotiation?