How The Psychology of Rewards Impacts Our Success In Sales

According to behavioral psychologists, rewards are more attractive to us the closer we are to receiving them. Further, humans have a tendency to “discount” equal or even greater rewards when not available until the distant future. Why does this make sales hard? Because especially in many instances we are asking our prospects for immediate sacrifices, …

3 key lessons from Deepak Malhotra’s The Peacemaker’s Code

It’s not every day a Harvard business professor and one of the world’s leading experts on negotiation decides to write a fiction thriller.  So once I learned Deepak Malhotra was releasing just such a book I was eager to see the final result. Would it be insightful? Would it be entertaining? Was it possible to …