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Is optimism overrated?\xa0 A recent study from the University of Utah thinks so.\xa0 Kurt and Steve discuss the study and what it means for persuaders.

Some of us are better negotiators than others.\xa0 Some of us respond differently to different tactics.\xa0 Negotiation is all about researching your product and what your prospect needs and wants.\xa0 Failure to do so inevitably leads to insulting your prospect and that's a tough one to come back from.\xa0 On this episdoe Kurt and Steve discuss how to make an offer to your prospect that sets the negotiation playing field, without insulting them.\xa0