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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 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|

Neuroarchitecture Gets More Attention

My 2005 post, Neuroarchitecture Next Buzzword, was more premature than prescient. In the ensuing years, the idea that neuroscience had anything to offer architects received little public attention. Now, however, the field is again in the public eye.

Emily Anthes of Scientific American Mind has written an excellent survey of recent research in the field, How Room Designs Affect Your Work and Mood. Among the findings detailed by Anthes: […]

By |May 12th, 2009|

Send in the NeuroArchitect – Two Feet and The Brain

We’ve discussed priming – the idea that an attitude or concept can be activated in an individual by subtle cues without conscious awareness – multiple times (e.g., Priming by Order, Priming the Customer, Thinking about Money) and others). […]

By |May 21st, 2007|