Does Paper Outweigh Digital?

We know that viewing information on paper causes more emotional processing in the brain than the same information viewed on a screen (see Paper Beats Digital for Emotion), and there’s another way paper might be better: its weight. The idea comes from the same study that found that softer chairs increase negotiating flexibility

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Seating Secret: How To Soften Up Your Prospects

If the last time you bought a car the salesperson offered you a soft, comfortable chair, there are two possible explanations:   1) The salesperson was genuinely concerned about your comfort during a stressful negotiation.   2) The salesperson knew you would pay more than if you sat in a hard chair. That’s crazy, right? There’s no [...]

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Heat Up Sales – With Coffee!

Meeting with a sales prospect in person for the first time? Think twice before you offer her a nice, ice-cold beverage. Instead, try a steaming mug of hot coffee to make the best impression. One of my favorite researchers, John Bargh of Yale University, found that the temperature of a beverage makes a difference in [...]

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