Onecomes to believe whatever one repeats to oneself sufficiently often, whetherthe statement be true or false. It comes to be dominating thought in one'smind.
Duringa negotiation, it would be wise not to take anything personally. If you leavepersonalities out of it, you will be able to see opportunities moreobjectively.
People whoare too concerned with how well they are doing will be less successful andfeel less competent than those who focus on the task itself... Somepsychologists call it a conflict between egoorientation, or between extrinsicand intrinsic motivation...