A Remarkably Powerful Way to Increase Sales Success

One change in negotiation tactics cause a fivefold increase in successful outcomes.

By | July 26th, 2016|

A Fun Way to Build Trust and Cooperation

Want more trust and cooperation? New research shows that food will do that, but only if used correctly.

By | July 13th, 2016|

Why Your Website Launch is DOA, Twitter Psychology, & More – Roger’s Picks

Here’s what we discovered this week, with my own new content below: […]

By | July 25th, 2014|

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 way that the firmness of your seat would change how much you’d pay for a car. If anything, a hard seat would make you eager to strike a deal more quickly, perhaps leaving money on the table. If that’s what you are thinking, you’d be wrong. […]

By | February 16th, 2011|