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Hans De Keulenaer

Psychological Influence in Negotiation: An Introduction Long Overdue - HBS Working Know... - 0 views

  • This paper attempts to encourage a better dialogue between research on social influence and on negotiation. It provides an overview of the literature on both areas, and identifies opportunities for creating more effective and useful research. First, HBS professors Deepak Malhotra and Max Bazerman identify those elements of psychological influence that do not require the influencer to change the economic or structural aspects of the bargaining situation in order to persuade the target. Second, they review prior research on behavioral decision-making in negotiation to identify those ideas that may be relevant to influence in negotiation. Third, they provide a framework for thinking about how to leverage behavioral decision research to wield influence in negotiation. Fourth, they consider how targets of influence might defend against these tactics. Fifth, because psychological influence is, by definition, aimed at achieving one's own ends through the strategic manipulation of another's judgment, they consider the ethical issues surrounding its application in negotiation.
Hans De Keulenaer

Web Business Marketing Blog » Blog Archive » Presentations - new style - 0 views

  • Dan Roam’s “The Back of the Napkin” invites its readers to give up slides altogether, and use flipcharts and blackboards instead. The central idea is visual thinking, drawing graphics as you explain them, rather than taking audiences through endless bullet points. The book is full of practical advice for doing this. A must read. Garr Reynold’s “Presentationzen” is a plea for preparing your presentation offline. Rather than a method, it introduces a presentation philosophy, heavily influenced by Asian culture. The central idea is simplicity. While obviously influencing many of today’s speakers, the concept of presentationzen is relatively unproven for complex subjects, such as science or technology. Nevertheless, a must read.
manson

Greener SimCity Virtual World as Channel to Influence Real World Behaviors - 0 views

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    SimCity, the popular simulation game that challenges users to build and run a metropolis, is set to release its latest version in mid-November - SimCity Societies - and is generating a lot of buzz in the process.
Hans De Keulenaer

The Benefits of Soft Power - HBS Working Knowledge - 0 views

  • What is power? At the most general level, power is the ability to influence the behavior of others to get the outcomes one wants. There are several ways to affect the behavior of others. You can coerce them with threats. You can induce them with payments. Or you can attract or co-opt them.
manson

The Economist leaks to blogs for online buzz - Editors Weblog - 0 views

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    The Economist has identified influential US bloggers and leaks tips and stories to them, in order to create online buzz before the articles are published in the Economist.
manson

How functional, psychological, and social relationship benefits influence individual an... - 0 views

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    This paper aims to extend previous research investigating the effect of relationship benefits on firm outcomes by developing a model that includes the effect on individual employees in the buyer firm. The model also aims to address benefits beyond the functional in business-to business (B2B) settings by including psychological and social benefits
Hans De Keulenaer

55 Essential Articles Every Serious Blogger Should Read | Entrepreneurial Blog of Matt ... - 0 views

  • 55 essential articles I’ve come across that have positively influenced my blog decision-making and will undoubtedly help you too. I’ve also included a select few of my own past articles that are of relevance in order to “pay it forward.”
Hans De Keulenaer

Why You Need Three Different Types of Value Proposition - BetterManagement.com - 0 views

  • Segment-based. In the epiphany and awareness stages, with minimal client information, the value proposition is defined to address the needs of a specific market segment. The segment-based value proposition is not designed to sell. The purpose of the statement is to get potential buyers to take action to learn more. That action can be going to your Website, picking up the phone to call you, attending a Webinar, or reading a white paper. Role-based. Moving from the awareness to interest stages, the value propositions become more targeted to subsegments and specific roles within organizations, such as CIOs, sales management, or business unit leaders. Such individuals often have different perceptions of value based on their roles and responsibilities. Role-based value propositions resonate when they address the specific business needs of the people or personas the company is trying to reach. They require a deeper level of understanding of the like-minded groups of people the company is communicating with, including their needs, desires, motivations, expectations, goals, fears, skills, and biases. Client-specific. These value propositions are designed to move prospects from interest to confidence or buy mode. The client-specific value proposition addresses the particular needs of actual, not archetypal, clients. However, knowing the client goes beyond defining the decision influencers’ and makers’ titles and roles. It also means knowing the client’s educational background, personal pursuits, association memberships, business goals and how they are measured, the client’s definition of success, and, of course, the client’s pain points.
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