When NON-Decision Makers Reject Your Price

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“How should I respond when a NON decision maker asks me about pricing? Every time I answer them after they press me for a price, they say “Oh – my manager would never approve that” and the call ends. What should I do?”
To answer this correctly, we are going to reference those sales situations when indeed you are truly speaking with a NON-decision maker. This is a common scenario when a “warm lead” is involved. Typically, a lead comes in from a non-decision maker, and the sales person contacts the lead in order to qualify and set an appointment with the actual decision makers.

Don't fear superintelligent AI | Grady Booch

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New tech spawns new anxieties, says scientist and philosopher Grady Booch, but we don't need to be afraid an all-powerful, unfeeling AI. Booch allays our worst (sci-fi induced) fears about superintelligent computers by explaining how we'll teach, not program, them to share our human values. Rather than worry about an unlikely existential threat, he urges us to consider how artificial intelligence will enhance human life.

How jails extort the poor | Salil Dudani

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Why do we jail people for being poor? Today, half a million Americans are in jail only because they can't afford to post bail, and still more are locked up because they can't pay their debt to the court, sometimes for things as minor as unpaid parking tickets. Salil Dudani shares stories from individuals who have experienced debtors' prison in Ferguson, Missouri, challenging us to think differently about how we punish the poor and marginalized.

3 ways to fix a broken news industry | Lara Setrakian

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Something is very wrong with the news industry. Trust in the media has hit an all-time low; we're inundated with sensationalist stories, and consistent, high-quality reporting is scarce, says journalist and entrepreneur Lara Setrakian. She shares three ways we can fix the news and make the complex issues of our time easier to understand.

ARE YOUNGER GENERATIONS DICTATING THE PATH OF INFLUENCER MARKETING?

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No matter how you slice the demographics, young people hold a lot of sway on social media. They influence social conversation, establish trends, and tend to help social sites thrive when they show up in large numbers. Part of this is the power of numbers. According to Pew Research, 82 percent of US adults age ... Read more

How to practice safe sexting | Amy Adele Hasinoff

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Sexting, like anything that's fun, runs its risks -- but a serious violation of privacy shouldn't be one of them. Amy Adele Hasinoff looks at problematic responses to sexting in mass media, law and education, offering practical solutions for how individuals and tech companies can protect sensitive (and, ahem, potentially scandalous) digital files.

Using Your BATNA: Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’

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A standoff between Democrat President Barack Obama and congressional Republicans in 2012 focused attention on the negotiation styles employed by the two parties as they sought to secure their interests while also working toward the resolution of a budgetary battle.
The post Using Your BATNA: Bruce Patton and William Ury Discuss the ‘Fiscal Cliff’ appeared first on PON - Program on Negotiation at Harvard Law School.

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