Archive for October, 2013

Two Types of Proposals. Which One is More Persuasive?



By Steve Martin, CMCT

Imagine that you are preparing a proposal for a client and, having researched all the information, equipment, materials and resources that you will need to deliver the job, the time has come to commit to paper the only piece of information your client is really interested in. Your price.

Will your client be more likely to accept your offer (or at least be more conciliatory with their counter-offer) if it has a precise ending, or would you be more effective doing what many of us do and rounding up your quote?
It turns out that persuasion science can provide a clear answer to this question not only making your future negotiations more successful but maybe your next salary review too.

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