When will making the first offer help your negotiations, and when will it hurt?
By: Steve Martin, CMCT Recognizing the Chicago Bulls managing partner’s reputation as a ruthless negotiator, in 1996 Michael Jordan’s agent made a decision to ‘take the Bulls by the horns’ and table an audacious $52 million salary request. The parties settled at...
Two Ways of Setting Goals…Which is More Likely to Lead to Success?
By: Steve Martin Are you one of the many people who start the New Year off with a list of resolutions? Does this list look remarkably similar to last year’s? Are you also one of the many people likely to break these resolutions before the end of January? Then I have...
Two, Four or Six? When Persuading, What Numbers of Claims is Most Effective?
By Steve Martin, CMCT When it comes to influencing others, delivering the right number of messages to support your proposal or proposition is going to be crucial. Too few, and your attempt might come across as halfhearted, indifferent or plain weak. But too many...
