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How to Drive New Behaviors With Psychology

4 min read
Forty percent of Americans make New Year’s resolutions, and only 8 percent achieve them. Training leaders should take note of this abysmal statistic, because it reflects something critical about the difficulty of achieving lasting behavior change.

How Effective Negotiators Close Without Conceding

3 min read
Sellers can become more consultative in negotiations by seeking to understand the customer’s psychology, converting demands to needs and, eventually, trading to protect the deal size.