Stress Induction as Leverage
Raising a counterpart's arousal — shouting, sudden demands, cold, staged emergencies — pushes them toward fast, habitual, loss-avoiding choices; the physiology is real, the covert tactics folklore.
An everyday example
A supplier who manufactures a crisis every quarter-end and asks for renewal in the middle of it.
What it can cost you
Deciding inside someone else's stress event; habitual and safety-seeking choices that feel like relief.
Warning signs
- I want the discomfort to end more than I want a good deal.
- The crisis arrives whenever a decision is due.
One thing to do
Name the stressor out loud, slow the clock, and move any decision to a calm window; if stress is being applied deliberately, that is itself the answer about the counterpart.
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