Good news in the fight against pancreatic cancer | Laura Indolfi

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Anyone who has lost a loved one to pancreatic cancer knows the devastating speed with which it can affect an otherwise healthy person. TED Fellow and biomedical entrepreneur Laura Indolfi is developing a revolutionary way to treat this complex and lethal disease: a drug delivery device that acts as a cage at the site of a tumor, preventing it from spreading and delivering medicine only where it's needed. "We are hoping that one day we can make pancreatic cancer a curable disease," she says.

7 Tips for Closing the Deal in Negotiations

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“ABC: Always Be Closing.” That’s the sales strategy that actor Alec Baldwin’s character Blake shared in the 1992 film Glengarry Glen Ross as he tried to motivate a group of real estate salesmen. In his verbally abusive, profanity-laced speech, Blake presented a ruthless model of closing a business deal that ignores customers’ needs and cuts
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This scientist can hack your dreams | Moran Cerf

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What if we could peek inside our brains and see our dreams -- or even shape them? Studying memory-specific brain cells, neuroscientist (and ex-hacker) Moran Cerf found that our sleeping brains retain some of the content we encounter when we're awake and that our dreams can influence our waking actions. Where could this lead us? "Neuroscientists are now giving us a new tool to control our dreams," Cerf says, "a new canvas that flickers to life when we fall asleep."

Dear Negotiation Coach: Encouraging Honesty

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Question
I work in an industry where false promises from suppliers are fairly common and often difficult to detect. Because we have few suppliers to choose from, there is often little we can do to recoup the losses we incur when one of them fails to live up to its promises—for example, when a supplier misses
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Negotiating with the Most Difficult People of All

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Have you ever found yourself negotiating with someone who seemed entirely ruthless and lacking in empathy? From time to time, we may end up in the deeply unsettling position of negotiating with someone who appears to have no concern for us or our outcomes.
People who are antisocial, lack empathy, and habitually engage in impulsive, manipulative,
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Negotiation in the News: In Oregon standoff, allies of occupiers broker a resolution

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How can you end a conflict with someone who doesn’t trust you? Consider bringing in someone the other party does trust to mediate the dispute, as the FBI and the occupiers of the Malheur National Wildlife Refuge in Oregon did to promote a peaceful end to their standoff this past February.
Strategic patience
On January 2, an
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Negotiation Research You Can Use: Online auction buyers undervalue products sold by women

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In our last issue, we described research showing that sellers with brown skin get worse deals in eBay auctions than sellers with light skin (results based on photos of sellers holding up items for sale). Now a new study finds a similar bias against products sold by women on eBay.
In their study, Tamar Kricheli-Katz of
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Negotiating the (seemingly) impossible

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At Memorial Sloan Kettering Cancer Center (MSKCC) in New York City, a leading cancer research and treatment institution, doctors often will advise men who are diagnosed with low-risk prostate cancer (and who have certain other characteristics) to follow a course of “active surveillance.” Because such cancers often progress very slowly, the doctors encourage these patients
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Can you really tell if a kid is lying? | Kang Lee

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Are children poor liars? Do you think you can easily detect their lies? Developmental researcher Kang Lee studies what happens physiologically to children when they lie. They do it a lot, starting as young as two years old, and they're actually really good at it. Lee explains why we should celebrate when kids start to lie and presents new lie-detection technology that could someday reveal our hidden emotions.

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