Avoid being a softie in negotiations

I recently read a very good post on the TipTapLab where it discussed haptic experience and how the way items feel influences our behavior. It highlighted a study by Ackerman, Nocera, Bargh from 2010  which showed how the weight texture and hardness of objects we come into contact with or hold, affect our decision making.

For example, the study found that heavy objects made job candidates appear more important, so maybe walk in holding brief case rather than a notepad to your next meeting or interview. It also found that hard objects increased rigidity in negotiations, so perhaps use flexible plastic glasses for drinks in your meeting rooms if you need to cut a deal. 

Interestingly on this hard/soft influence, the study found that potential car buyers were more inflexible in their price negotiations when sitting in hard rather than soft chairs. It might be worth investing in a few luxury seats and few cushions in your meeting/show rooms or sitting on a wooden chair at home when bidding on eBay.

Guess the point here is that we have impressions of hard, rigid, soft that follow into our subconscious when we physically experience them. Beware of the car salesman with the comfy chairs.