It Pays to Be a Positive Seller: Here’s Why

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It Pays to Be a Positive Seller: Here’s Why
By Michael Maslansky
 
Sensationalist, fear-based advertisements like these, which use images of the worst global villains of all time to scare people, are all too common. Negativity is everywhere. It is the lifeblood of the current presidential campaign. It is also a common sales tactic for companies looking to move people to act. The question is this: Do scare tactics sell? Does fear drive purchasing? And can negative messages create positive behaviors?
Negative’s Not Working 

Negotiation Exercises to Help Your Students Avoid Cross-Cultural Pitfalls

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It’s no secret that communication and negotiation etiquette varies widely across cultures. In France, for example, it is rude to talk money over dinner, while in Brazil the American ‘A-OK’ gesture (thumb and forefinger forming a circle) can be a major insult.
The increasingly diverse and global nature of business sets the stage for disputes that
The post Negotiation Exercises to Help Your Students Avoid Cross-Cultural Pitfalls appeared first on PON - Program on Negotiation at Harvard Law School.

What a planet needs to sustain life | Dave Brain

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"Venus is too hot, Mars is too cold, and Earth is just right," says planetary scientist Dave Brain. But why? In this pleasantly humorous talk, Brain explores the fascinating science behind what it takes for a planet to host life -- and why humanity may just be in the right place at the right time when it comes to the timeline of life-sustaining planets.

5 Ways to Be a Sales Leader Your Team Looks Up To

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5 Ways to Be a Sales Leader Your Team Looks Up To
By Lisa Pearn
 
I once heard motivational speaker Les Brown tell a story about the power of role models. I won’t tell it as well as he did, I’m sure, but it goes something like this. One day, a salesman friend came to Brown in financial trouble. Wringing his hands, he admitted that his sales were down, his bank account was nearly dry, and he didn’t know what to do.

How a B2B Tech Company generated 650% ROI with a Retro-Cool direct mail campaign

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Customers are constantly bombarded with emails, webinars and event invites. How can we break through all of the clutter and effectively attract our customer’s attention? This was the exact challenge that Intronis had overcome. See how the team generated 650% ROI using a direct mail campaign that played off of customers' retro nostalgia.

What is Dispute System Design

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Dispute System Design (DSD) is the process of identifying, designing, employing, and evaluating an effective means of resolving conflicts within an organization. In order to be effective, dispute systems must be thoroughly thought out and carefully constructed.
The post What is Dispute System Design appeared first on PON - Program on Negotiation at Harvard Law School.

How Africa can keep rising | Ngozi Okonjo-Iweala

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African growth is a trend, not a fluke, says economist and former Finance Minister of Nigeria Ngozi Okonjo-Iweala. In this refreshingly candid and straightforward talk, Okonjo-Iweala describes the positive progress on the continent and outlines eight challenges African nations still need to address in order to create a better future.

IT departments embrace hybrid environments, yet CIOs lack strategies for cloud security and privacy

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As the cloud’s popularity grows, so does the risk to sensitive data. More than half of companies in a recent survey do not have a proactive approach for compliance with privacy and security regulations for data in cloud environments.

Video: Panel Discussion of “Bridge of Spies”

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The Program on Negotiation Film Series presented a screening and discussion of “Bridge of Spies” on Wednesday, March 30, 2016. The panelists were:
Dean Martha Minow, Harvard Law School
Professor Michael Wheeler, Harvard Business School
Beth Amorosi, President, AMO Communications LLC, and James Donovan’s Granddaughter
About the film:
“Bridge of Spies” tells the story of James Donovan (Tom
The post Video: Panel Discussion of “Bridge of Spies” appeared first on PON - Program on Negotiation at Harvard Law School.

Video: Panel discussion of “The Diplomat: The Life and Legacy of Richard Holbrooke”

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The Program on Negotiation Film Series was pleased to present a screening and discussion of a new documentary, “The Diplomat: The Life and Legacy of Richard Holbrooke,” on Tuesday, April 12, 2016. Following the screening, Professor James Sebenius, Harvard Business School, was joined by David Holbrooke, the director of “The Diplomat,” for a discussion of
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