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

Continue Reading...

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 [...]

Continue Reading...