Stop Watching Your Profits Walk Out The Door

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Stop Watching Your Profits Walk Out The Door
By Richard Libin, President, APB
Why when your company spends hundreds of dollars per person to bring potential sales — customers — into your business, would you sit by and watch them walk out the door? It seems absolutely impossible to imagine, yet every week thousands of dollars in potential sales leave without making a purchase in businesses across the country.

Negotiation in the News: Lessons from David Cameron’s failed Brexit negotiations

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In negotiation, we typically devote significant time to trying to convince a counterpart of the logic and appeal of our proposals. But sometimes our role becomes a more defensive one, as we face the challenge of trying to dissuade another party from pursuing a route that we believe could be disastrous.
That was the task outgoing
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Breaking through impasse

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This summer, Illinois became the only U.S. state in the past 80 years to go an entire year without a full operating budget, according to Reuters. It reached that dubious milestone thanks to an epic negotiation impasse between Republican governor Bruce Rauner and the Democratic-controlled state legislature. The story of the destructive stalemate suggests lessons
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In Negotiation, How Much Does Personality Matter?

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We tend to have strong intuitions about which personality traits help or hurt us in negotiation, but does research on the topic confirm our hunches?
Before we explore this topic, please answer “True” or “False” in response to the following questions:
1. Extroverted negotiators tend to perform better than introverted negotiators.
2. Agreeable negotiators generally are more successful
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In India, a direct approach to conflict

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In our global economy, organizations have unprecedented opportunities to grow by forming partnerships worldwide. Yet when we are negotiating abroad, cultural, language, and other differences can lead to misunderstandings that may eventually spiral into conflicts ranging from labor strikes to lawsuits to broken partnerships. At the same time, we want to avoid stereotyping our counterparts
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Dear Negotiation Coach: Starting Off on the Right Foot

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QUESTION
I’m trying to decide whether to make the first offer in a price negotiation. I’ve heard arguments in favor of both points of view—that is, going first versus sitting back and waiting for the other side to go first. Which tends to be the more effective strategy?
ANSWER
Negotiation is often a balancing act between learning about
The post Dear Negotiation Coach: Starting Off on the Right Foot appeared first on PON - Program on Negotiation at Harvard Law School.

A new way to heal hearts without surgery | Franz Freudenthal

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At the intersection of medical invention and indigenous culture, pediatric cardiologist Franz Freudenthal mends holes in the hearts of children across the world, using a device born from traditional Bolivian loom weaving. "The most complex problems in our time," he says, "can be solved with simple techniques, if we are able to dream."

Characteristics of Top Sales Producers

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These last two parts will focus on the one characteristic that is perhaps the most important of all.  You’ll find this characteristic in ALL top performers, not just in top sales producers.  You’ll see it in top athletes, actors, musicians, dancers, top business people, academics, etc. 
All top producers have this quality in abundant amounts, and parts nine and ten will focus on how to develop, grow, protect, and maintain it within the sales arena.  And here’s what it is:
“All top producers develop and maintain a
positive, can and will do, attitude.”

Five tips from a personal care industry CEO for setting (and getting approval for) your marketing budget

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The air is getting a little cooler. The kids are back in school. Which means…budget time is not too far away.

To help get you ahead of developing your marketing budget this year, here are some tips for setting your marketing budget and getting the resources you need from a CEO’s perspective.

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