Negotiating with New Technology: Shaping the Third Digital Revolution; a book talk with Joel Cutcher-Gershenfeld

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The Program on Negotiation at Harvard Law School is pleased to present:
Negotiating with New Technology: Shaping the Third Digital Revolution
A book talk with
Joel Cutcher-Gershenfeld
Professor, Heller School for Social Policy and Management, Brandeis University
Editor, Negotiation Journal
 
Tuesday, February 27, 2018
4:00 – 5:30 pm
Pound Hall, Room 102
Harvard Law School Campus
1563 Massachusetts Avenue
Cambridge, MA
Free and open to the

INFLUENCER MARKETING 2018: THE RISE OF THE PERSONAL INFLUENCER

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Guest post by John Andrews My business partner Ted Rubin deftly points out in his book The Age of Influence that “everyone influences someone”. I’ve heard him say this at countless speeches and presentations around the world to leaders of marketing and retail and I agree with his statement wholeheartedly. In fact, personal influence has long been the ... Read more

3 Ways to Ensure Your Tech Is Keeping Up With Your Prospects

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3 Ways to Ensure Your Tech Is Keeping Up With Your Prospects
 
The old saying “Time is money” is never truer than for a salesperson. Any time you spend out of contact with your prospects — or being inefficient with your contact — is money lost from your goals. For a sales team to continuously grow its goals, every member of the team must become better, smarter, and faster each and every month.

A Token Concession: In Negotiation, the Gift that Keeps on Giving

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When making concessions in negotiation, we tend to assume that a concession must really cost us, financially or otherwise, for the other side to take notice and give us what we want. But in fact, we can often make real headway toward our negotiation goals by giving a token concession—a concession that costs us little,
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Customer Satisfaction Segmentation: Customer expectations extend beyond the end users of your products

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Only when you determine each type of individual's varying expectations can you determine if your marketing is making the right promise and if your marketing is delivering on that promise.

GET TO KNOW YOUR PROSPECTIVE PARTNERS, COLLEAGUES, AND CUSTOMERS

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Use the tools available to get to know your prospective partners, colleagues, and customers. Let me tell you a story. I’m an older guy… 59 years old (turning 60 this month… OMG). I graduated college in 1980, and I was taught by my parents to look people in the eye when speaking to them. When ... Read more

Great Women Leaders Negotiate

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Great women leaders are no different than great male leaders—except that they may have faced more discrimination, lower expectations, and stronger resistance along the way. When women in leadership succeed, they often do so by cultivating successful negotiating skills. Here, we examine strategies that three top women in negotiation employed to become great women leaders.
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AMAZON GOES BRICK AND MORTAR TO CONNECT…

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by Ted RubinRubin and John Andrews Andrews Amazon goes Brick and Mortar to connect… it’s own bookstores, Kohl’s integration, Whole Foods, Pickup centers – they are creating a high consumer touch. AND realize a vast majority of retail sales (especially holiday shopping) starts at Amazon… they have become the go-to search engine for retail (1.2 BB in add ... Read more

In Contract Negotiation, Wise Business Negotiators Sweat the Small Stuff

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What are business negotiators responsible for in contract negotiation? Many would say they’re in charge of building relationships and new business, crafting creative solutions, and fighting for the best deal possible. Few, however, would say they’re responsible for ensuring that the deal holds up well over time.
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