For More Productive Talks, Complement Your Partner’s Style

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Negotiators who adapt their behavior to the other party may reap gains.
In negotiation, we bring our unique personalities and styles to the table. A reserved, cautious person is likely to bargain differently than someone who is outgoing and proactive, for example. There is much we can do to improve our negotiation performance—such as preparing thoroughly
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In Negotiation, Display Anger with Caution

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Virtually all of us experience feelings of anger from time to time during our negotiations. Past research findings reassured business negotiators that their displays of anger could benefit them by conveying toughness and motivating their counterparts to make concessions. But a new research study by professors Hajo Adam of Rice University and Jeanne M. Brett
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Dear Negotiation Coach: Taking the Shame Out of Networking

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QUESTION
I manage a team of consultants who engage in negotiations. We often discuss the importance of networking to create new negotiating opportunities, but I rarely see them following through. Any advice on how to help them overcome their reluctance to network?
ANSWER
The reticence you’ve encountered when trying to sell your team members on the benefits of
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Trying to Come to Terms with an Adversary?

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A string of recent deals between longtime opponents could give you the inspiration you need to reach agreement with your most difficult partners.
Republicans and Democrats. North and South Korea. The United States and China. All of these pairs have a reputation for conflict, rivalry, and impasse. Yet despite their ongoing differences, each pair recently managed
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How Bad Structure Kills Creativity, Productivity and Morale ~ via @Workfront_inc

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Poor work structure not only kills creativity, says Ted Rubin, but also ruins all the factors that create success. As part of the Workfront “Structure Grows Creativity” project, we asked marketing thought leaders to give us their take on the ongoing “Structure vs. Creativity” debate. This is what Ted Rubin, speaker, strategist, and CMO at Brand ... Read more

Too Many Options? Narrow It Down to Get the Sale Now

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Too Many Options?  Narrow It Down to Get the Sale Now
By Mike Brooks, www.MrInsideSales.com
 
If you sell a product or service with many add-on’s and options or choices, then it’s easy for your prospect to get overwhelmed and want to “think about it.”  Many sales reps actually make it for harder for buyers to decide because they keep pitching (instead of closing) and so complicate the sale even further. 

How to Retain the Holiday Season's Shiny New Subscribers Post-Christmas

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With so many festive promotions to offer during the holiday season, attracting new customers from Black Friday through the New Year isn't a problem for most email marketers. The true challenge is getting new subscribers to stick around after the holiday hype dies down. After putting effort into pulling in new customers for the holidays, the key to long-term success is retaining those new subscribers and fostering a strong customer relationship.

Forget shopping. Soon you'll download your new clothes | Danit Peleg

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Downloadable, printable clothing may be coming to a closet near you. What started as designer Danit Peleg's fashion school project turned into a collection of 3D-printed designs that have the strength and flexibility for everyday wear. "Fashion is a very physical thing," she says. "I wonder what our world will look like when our clothes will be digital."

Take a Look Behind EMC XtremIO and the All Flash Array “Curtain”—Marketing Hype or True Competitive Advantage?

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When it comes to all flash array (AFA) selection, it can be easy to fall for the flashy (pun intended) presentation that contains seemingly clear advantages over the competition. It’s important look beyond the slick appearance to see if there’s substance to back up the claims, or if it’s purely a case of smoke and mirrors.

Turn Cyber-Shopping Tips into New IT Security Opportunities

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One of the best ways to get the attention of prospective (and even current) customers is by providing them relevant information. Something to improve their business operations or a tip to protect their employees or their information systems. With the ever-increasing number of industry rules and regulatory compliance requirements around data security, the latter has become a key opportunity for

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