Ideas from Ames, Daniel

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Business people negotiating

Precise First Offers in Negotiations Vs Rounding

Idea posted: June 2013
  • Marketing
  • Operations

Negotiators will typically use round numbers in their first offers. Research from Columbia Business School shows, however, that beginning with precise rather than rounded numbers gives negotiators, whether buyers or sellers, an edge.

Idea #153
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Supper at Emmaus, Caravaggio, 1600, National Gallery London

Gaining Influence through Listening

Idea posted: January 2013
  • Leadership & Change
  • Learning & Behaviour

We can process language at 300 to 500 words per minute; however, most people speak around 100 words per minute. The extra brain capacity makes it difficult to manage our attention: Listening is difficult. It’s a discipline and a skill and those who have it are more likely to conduct influence, to persuade, and negotiate successfully. Here’s why you need to, and how you can: gain influence by listening

Idea #077
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