Coaching World Issue 18: May 2016 - Page 6 Photo Studio Keeping Current look at relationships to co-workers, friends and social network members as replaceable.” Are Your Relationships Disposable? In a highly mobile world, it’s easy not to get attached to things. Apparently, that includes friendships and other close relationships. According to a new study from the University of Kansas, the mindset that objects are disposable extends to social ties. In a series of four studies, subjects online and on university campuses completed questionnaires measuring their willingness to dispose of objects or relationship partners. Other subjects were prompted to imagine scenarios that involved relocating. Even though moving can have positive aspects, such as a better job or education, Gillath warned that it can also have negative implications on the overall quality of people’s lives and our society. “Research suggests only deeper high-quality ties provide us with the kind of support we need, like love, understanding and respect,” Gillath said. “You need these very close ties to feel safe and secure and function properly. If social ties are seen as disposable, you’re less likely to get what you need from your network, which can negatively affect your mental and physical health as well as your longevity.” As a coach, consider your client’s mobility if they don’t seem happy or healthy. If your client is a highly mobile individual, they may need to pay more attention to their mindset and put more effort into maintaining meaningful relationships. The study will appear in the journal Personal Relationships. The studies found that: • Moving positively related to the development of a disposable attitude toward possessions. • Increasing the sense of residential mobility boosts a person’s willingness to dispose of both objects and relationships. 6 Coaching World Lead author Omri Gillath, associate professor of psychology at the University of Kansas, said that relational disposability promotes superficiality over deeper human relationships. “If you know you’re moving and develop the idea that everything can be replaced, you won’t develop the same strong and deep ties,” Gillath said. “We’re suggesting this is a broad phenomenon where we all tend to It Pays to Determine Clients' Price Sensitivity Negotiating agreements with coaching clients that include certain services and fees can be challenging. A study from Germany’s University of Bochum investigated the ability Price sensitivity is the degree to which the price of a product affects consumers’ purchasing behaviors. The degree of price sensitivity varies from product to product and from consumer to consumer. For coaches, this translates to your services and your varied clients. In the study of more than 500 carbuying transactions, researchers from the sales and marketing departments of the university determined that it is challenging to correctly perceive customers’ prices se nsitivity. Often, customer cues are misinterpreted. For example, if a customer had a particularly high level of knowledge about the car they intended to buy, the salespeople initially believed they would be difficult to deal with. In reality, there was not a correlation. Perceptions, such as age of the customer, also proved challenging to overlook when determining the importance of price. The researchers concluded that sales personnel who have been specifically trained to understand a customer’s price sensitivity are often able to negotiate a deal that not only brings in more money for their employer, but is better for the customer as well. —Lisa Cunningham • People who move a lot tend to transfer this disposable attitude to close social ties. The researchers named this phenomenon “relational disposability.” of car salespeople to determine the price sensitivity for individual customers and how that related to the final sales agreement. The study was published in March 2016 in the Journal of Retailing. As a coach, this means being willing to adapt your fees and services to individual clients as dictated by what they value. If you are successful, you will not only be able to negotiate acceptable fees for yourself, but also be better able to address your clients’ needs and offer them services that correspond to their price sensitivity. One strategy to decrease price sensitivity is to communicate the end value of your services to your clients relative to their cost. Another is to communicate the unique value of your services or expertise relative to available resources. —Michael Voss