The 10 Biggest Mistakes You Can Make In A Job Negotiation
Not Negotiating Via The Essentials of Job Negotiations: Proven Strategies for Getting What You Want: ...the overarching theme to successful job negotiations is to be respectful and reasonable at all times. Be sure to keep this guiding principle before you, and then jump in. There is some truth to the adage that you get half of what you ask for, and none of what you don't. 2) Not preparing effectively for the job negotiation Via The Essentials of Job Negotiations:…
3 minutes
How You Can Learn The #1 Persuasion Technique of FBI Hostage Negotiators
I Hostage negotiators know how to listen and this is the secret to connecting with people. We've all been told we could be better listeners and that listening is important. But what does that really mean and how do we do it? Let's round up the research... Why It's Important Nobody likes a conversational narcissist but we've all been one: Conversational narcissists always seek to turn the attention of others to themselves. Your first reaction to this statement is likely,…
5 minutes
What body language tells you a negotiation is going terribly?
ossed legs are a very bad sign. Via The Silent Language of Leaders: How Body Language Can Help--or Hurt--How You Lead: Crossed legs can have a devastating effect on a negotiation. In How to Read a Person Like a Book, authors Gerard I. Nierenberg and Henry H. Calero reported that the number of times settlements were reached increased greatly when both negotiators had uncrossed their legs. In fact, they found that out of two thousand videotaped transactions, not one resulted…
1 min read
This Simple Thing Can Make You Much More Convincing, According To Research
search shows that consistency in tone is extremely persuasive. People who don't get shaken up and maintain a smooth approach have a natural advantage. Stuttering, long pauses, pitch of the voice going up and down... none of these inspire confidence. Avoid emotional variability in how you carry yourself when presenting. A narrow tonal range conveys a high degree of control and certainty. Via Honest Signals: How They Shape Our World: ...the consistency of one's emphasis and timing is an honest…
2 minutes
What simple technique can make a sales pitch 20% more effective?
mic the customer's body language. Via Honest Signals: How They Shape Our World: Despite the rather obvious nature of the copycat animation, only eight of the sixty-nine subjects detected the mimicry (and those mostly because they made a strange movement and then saw the agent making the same unusual motion). The remaining students liked the mimicking agent more than the recorded agent, and rated the former as being friendlier as well as more interesting, honest, and persuasive. They also paid…
2 minutes
4 Secrets To A Good Apology, According To Research
a Wait: The Art and Science of Delay: Aaron Lazare devotes two full chapters of On Apology and much of his subsequent research to questions of timing and delay. He finds that effective apologies typically contain four parts: 1. Acknowledge that you did it. 2. Explain what happened. 3. Express remorse. 4. Repair the damage, as much as you can. This aligns with previous research on effective apologies: Results indicated that relationships recovered significantly when offending partners used behaviors labeled…
2 minutes
Here’s How Persuasive You Are When You Swear
ry: This experiment examined the effects of judicious swearing on persuasion in a pro-attitudinal speech. Participants listened to one of three versions of a speech about lowering tuition that manipulated where the word “damn” appeared (beginning, end, or nowhere). The results showed that obscenity at the beginning or end of the speech significantly increased the persuasiveness of the speech and the perceived intensity of the speaker. Obscenity had no effect on speaker credibility. Source: "Indecent influence: The positive effects of…
1 min read
Is it true that “when you smile the whole world smiles with you”?
a manner of speaking, yes. By smiling we influence others to smile. People judge things more positively while smiling, so our own smile can set off a chain reaction causing more positive encounters. Via Choke: What the Secrets of the Brain Reveal About Getting It Right When You Have To: The researchers found a chameleon effect. When confederates rubbed their faces, so did the student, and when confederates shook their feet, the participant did the same thing. This was…
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