... or how to build trust and liking through the power of cognitive dissonance  by Kurian M. Tharakan Traditional wisdom suggests that one of the techniques to get someone to like you might be to give them a gift. This could be as simple as a … [Read more...]

... or why years of evolutionary psychology affects your every action by Kurian M. Tharakan 240 wallets were "lost" in Edinburgh, Scotland recently, but surprisingly almost half were returned to their "owners" with some categories achieving a … [Read more...]

... no, not really, but here's why understanding motives trumps adding new features by Kurian M. Tharakan There's an arms race in the sportswear world. A recent article in the Economist magazine illustrated the ongoing market share conflict … [Read more...]

... or what Williams-Sonoma knows about selling bread makers  by Kurian M. Tharakan The majority of your customers are clueless as to what a FAIR price for your products or services should be. Instead, they compare your prices to other reference … [Read more...]

11 Psychological Tactics for Writing an Unforgettable Elevator Pitch  by Kurian M. Tharakan I recently partnered with the NABI business accelerator's Managing Director, Dar Schwanbeck, to run one of their clients through a crash course for an … [Read more...]

... or how too many choices choke easy decision making by Kurian M. Tharakan 1995 was the year that the famous Jam Study was conducted in California. It's not often that a single research project propels a university professor to the heights of … [Read more...]

... or How Everyone Debits and Credits Themselves into Irrational Decision Making by Kurian M. Tharakan Richard Thaler has a question for you. Imagine that you have purchased a ticket to see a play. You arrive at the theatre, but as you reach … [Read more...]

a simple signaling technique to tip the odds in your favour by Kurian M. Tharakan All of us negotiate on a daily basis. Whether it be with a spouse, kids, the boss, or a third party we are purchasing something from. As such, negotiation … [Read more...]

... harnessing the power of trust, escalating commitments, and self qualification by Kurian M. Tharakan Many years ago, I had the privilege of running an integrated sales and marketing team. Although our product had considerable competition, we … [Read more...]

... or how to slowly lose $150,000, one bad month at a time by Kurian M. Tharakan I've spent almost 30 years in the sales AND marketing trenches, and I believe that one of the things that gives me a unique perspective as a sales AND marketing … [Read more...]