RECOMMENDATION In Why We Buy, Paco Underhill reveals key principles that he and his company, Envirosell, have learned about shopping. He discusses what different types of customers see, and how they respond. He has more than 20 years’ experience...
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Recommendation Luxury brands have hesitated to jump into digital technologies for fear of diluting the unique qualities that make them so alluring. Marketing expert Wided Batat illuminates how to employ digital as a delightful extension of your...
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Bartering requires creative problem solving and promotes enlightened self-interest. Today’s adversarial “monetary mind-set” often turns out to be ineffective at solving problems because it focuses on winners and losers. Brian C. Gunia asserts...
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Sports great Arthur Ashe enjoyed a lucrative endorsement contract with Head, the firm that supplied his tennis rackets, but the company wanted to stop paying his 5% sales royalty. During discussions, the chairman of Head barged into the room...
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International negotiation expert Eliane Karsaklian makes a strong case for the similarities between quantum physics and negotiation. She draws parallels between the shifts in perspective that quantum physics demands and the shifts in perspective...
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Harvard Business School’s Deepak Malhotra offers you three powerful tools – “empathy,” “process” and “framing” – for successful negotiation. Malhotra describes each technique, gives concrete tips on using it and offers historical examples of its...
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Even when negotiating a win-win deal, you can still win bigger than the other party. Negotiation expert and MIT professor Lawrence Susskind says that the point of win-win negotiation is not to divide value equally, but to increase value for...
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Greg Williams, an expert on negotiations, shows how to use body language as an arbitration tool. Because 90% of communication is nonverbal, an ability to read and interpret body language offers an advantage. When you detect a conflict between...
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Negotiating is one of the most basic yet complex social interactions that people undertake. These sessions can be straightforward or highly strategic, and can involve the exchange of everything from sheep to global conglomerates. Since...
Read moreAuthor R. Brayton Bowen takes a thoughtful approach to understanding the new generation of employees who seem to need rewards and recognition to spur their motivation. He attributes their incentive-based work ethic to workplace changes, such as...
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Whether you’re a grizzled veteran retreat planner or a jittery rookie facilitating your first offsite event, don’t make another move until you get your hands on this manual. In this handbook, Merianne and Jeff Liteman and Sheila Campbell have...
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This solid primer on recruitment features nearly all you need to know about the subject. Recruitment expert Jane Newell Brown offers a superbly organized, savvy book. Though her writing is dry at times, Brown teaches the basics and nuances of...
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