Episode 95 - The Latest Dirty Deeds

A recent study shows that if you want to look trustworthy, you should also look happy.  What's the catch?  Looking happy doesn't necessarily make you look competent.  Kurt and Steve discuss this study and how persuaders can walk the line to acheive maximum trust and competence at the same time. On this episode, Kurt and Steve discuss recent obervations they've made about Negotiaton's Dirty Deeds (yes, they are done dirt cheap).  When your prospects resort to infantile tactics that have worked for them since childhood, you have to tactfully let your prospect know "that doesn't work here" without jeopordizing the potential business arranagement.  Finally, Steve throws a sleazy real estate developer under the bus for this episodes persuasion blunder.