Trying to close a deal? Get a commitment from a big donor? Or, just build a stronger connection with someone? The most critical time for achieving that goal may be the ten minutes before you talk about business.

Nobody is doing more to add to our knowledge of the irrational side of human behavior than Dan Ariely. Not only does he conduct experiments that are elegant in their simplicity, but he writes about his work and that of other researchers in…

One of my all-time favorite TV commercials is the classic 1990 United Airlines spot that shows a manager distributing plane tickets to the sales staff so they can visit their customers in person. This was filmed in the days before email…

As the current financial chaos moves toward some kind of resolution, there will no doubt be plenty of Monday morning quarterbacking to explain what went wrong. One group that one wouldn't expect to have explanations are neuroscientists. As…

Book Review: Sway - The Irresistible Pull of Irrational Behavior We love irrational behavior here at Neuromarketing - when humans act in illogical and unexpected ways, that behavior provides clues to their real motivations. This…

Businesses are often portrayed as rapacious partners, seeking to squeeze every penny out of their deals. Indeed, some are... the result is often a relationship between defined by a fat contract that seeks to protect both parties against…

There's more proof that the hormone oxytocin is an important factor in our social behavior. Previously, the brain chemical was shown to be associated with trust (see Building Trust: Chemical Neuromarketing). Now, researcher Paul Zak, a…

Neuromarketing readers are by now familiar with the idea of "buying pain" or "pain of paying" - when we buy something, the pain center in our brain can be activated. Work by Carnegie Mellon's George Loewenstein and others shows that this…

How does marketing to high-testosterone males differ from pitching their lower testosterone counterparts? And who are those testosterone-rich individuals? Recent neuroeconomics research gives us some clues. As reported in the New…

A post by Josh Wright on the Truth on the Market blog, Rubenstein on Behavioral Economics, called my attention to a year-old paper by Ariel Rubinstein of the school of Economics at Tel Aviv University and the Department of Economics at New…