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haptic-priming

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    Priming & Exposure Entry #0742

    Why a hard chair makes a negotiator less willing to bend

    A hard chair primes rigidity through haptic feedback, causing the sitter to adopt a tougher negotiating stance without any conscious awareness of the chair’s role.

    Adept
    The hidden part #0742

    A hard chair hardens the offer. The negotiator credits their preparation; the chair takes no credit and no blame.

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    Priming & Exposure Entry #0730

    Why heavy paper makes the offer inside feel more serious

    The weight of a printed document primes a metaphor of importance, causing the reader to judge its content as more substantive than the same text on lighter stock.

    Master
    The hidden part #0730

    Heavy paper does not add information — it adds gravity. The reader’s hand decides the proposal matters before the eyes finish the first paragraph.

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