Who knew? What women do so easily (make small talk) will get better results in negotiation. But, only if you're male. If you read the study it says that women don't benefit as much as men do with the small talk. Why? It seems that men are inherently less "communal" so the chit chat helps them be perceived more positively so they get better results with negotations. Here's … [Read more...]
Where do you negotiate?
Do you think about where you're going to negotiate your sale as part of your sales strategy? You should. A recent article in Money magazine cited some interesting findings. People act differently on their own turf. They're more assertive and less willing to make concessions. Is that what you want in your next sale? Try to get the "home field advantage" and negotiate in your … [Read more...]