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

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