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    • 1.

      Heat-Up Your Negotiations by Using this Refrigerator Salesman's Trick

      by Dr. Gary S. Goodman - 2006-12-05
      A major benefit of being a full-time consultant is that you get a chance to learn an amazing amount from your clients. In a sense, this is a career where every day you're enjoying a continuing educati...
    • 2.

      Negotiation: Is The Seller Motivated?

      by Dr. Gary S. Goodman - 2006-12-05
      Whatever you're negotiating, it is essential to gauge the urgency with which the other party wants to or needs to make a deal.When you're buying a piece of real estate, for example, one of the key que...
    • 3.

      Wanting To Be a Great Writer is Not Very Helpful

      by Dr. Gary S. Goodman - 2006-12-06
      Many of us dream of dazzling people from the platform or through our prose, and this may be a key source of our motivation to become successful speakers and writers.But are we served well by these dre...
    • 4.

      UCLA-USC Fan Assesses The Recent Upset at the Rose Bowl

      by Dr. Gary S. Goodman - 2006-12-06
      I teach at UCLA and my Ph.D. is from USC, where I have also taught, so you can imagine how conflicted I am on game day.The UCLA-USC cross-town rivalry has led to divorces, and worse.But this odd strad...
    • 5.

      That Porsche is Nice in the Red, or Do Your Prefer the Blue?

      by Dr. Gary S. Goodman - 2006-12-07
      A "close," as you know, is a stylized way of bringing a sales conversation to a positive conclusion. Technically, it is the place at which we ask for approval.We're seeking a yes, but not in a way tha...
    • 6.

      The Zen Chair & the Art of Staying Positive

      by Dr. Gary S. Goodman - 2006-12-20
      I just got off the phone with a business associate who shared some bad news.I was particularly displeased because she didn't convey the right information in a timely way, and that's what fouled the de...
    • 7.

      Negotiating Nonverbally: Try to Exploit "Tells," Giveaways, and Expressions Given-Off

      by Dr. Gary S. Goodman - 2007-02-13
      There is a painting in Pasadena's Norton Simon Museum that presents a portrait of a gentleman, or so we would think at a cursory glance.But the artist must have been slightly miffed at his subject. Pe...
    • 8.

      Sell to Your STRENGTHS!

      by Dr. Gary S. Goodman - 2007-02-14
      I just got off the phone with one of my book readers who claims to possess an unusual "acoustical" gift.Sounds are important to him, he remembers them well, and he can easily do vocal impressions of J...
    • 9.

      Even Consultants Get The Blues!

      by Dr. Gary S. Goodman - 2007-03-01
      A long-term assignment is wrapping up and you're about to saddle-up and mosey down that dusty road into the warm, golden sunset.Hold it.What's wrong with this picture?If you're a consultant, instead o...
    • 10.

      Should You Take Karate or a Public Speaking Class?

      by Dr. Gary S. Goodman - 2007-03-02
      Most responsible dojos and martial arts instructors screen prospective students by asking at least a few pertinent questions.For example, "Why are you interested in learning karate?"If a punk just off...