May 1st, 2017
In negotiations we initially tend to focus on our position, our side, our perspective and our interests. These are in general offensive perspectives. In this article I am going to suggest considering defensive perspectives. This begins with preparation, facts versus perceptions and rephrasing or reframing the other side’s commentary.
April 24th, 2017
The stats are out there on conflict in the workplace. So what can you do to help de-escalate others in the workplace. This blog post provides some insights and recommends another article from the Harvard Law School Program on Negotiation for further reading.
April 17th, 2017
Today the focus is on the IRS, business valuation and how to overcome differences of opinions with the IRS. Although our society reinforces confrontation, winning and overpowering the other side, I am offering a way to reduce stress, save time, save money and work to resolve issues with the IRS. This method does not always work, but in my experience it works nearly all the time. As such consider the approach offered as a way to resolve your business valuation issue with the IRS. I also ways to proceed should the recommended approach not work.
April 10th, 2017
When working with the IRS recall that one of your rights in the IRS Taxpayer Bill of Rights (#10) is for the system to be just and fair. This article discusses this issue related to a recent business valuation case to resolve an issue. Stay positive, remain professional, focus on the facts related to the issue, listen to understand the IRS representative's perspective and work to resolve the issue.
April 3rd, 2017
Before beginning or even entertaining a negotiation, thought should be given to understanding the other party, a social media search, building a relationship, listening to the other party and educating the other party. These are all elements that are needed before beginning the actual process of negotiating to enhance the chances of success.
March 27th, 2017
In this article I offer a practical example of how to keep the team focused during difficult times and share with you an article from the Harvard Business Review Amy Gallo. Her aticle offers some good insights on “How to Keep Your Team Focused and Productive During Uncertain Times”. .
March 20th, 2017
What do managers need and want to enhance effectiveness? The same things their employees want! According to the Gallup Poll nearly one third of Americans are not engaged at work and that’s a three year high.
March 13th, 2017
In “The Rise of Artificial Intelligence Makes Emotional Intelligence More Important” by Megan Beck and Barry Libert the authors make a strong case that skills like persuasion, social understanding, and empathy are going to become differentiators as artificial intelligence and machine learning take over our other tasks.
March 6th, 2017
Reading “Understanding Different Negotiating Styles” by Katie Shonk from the Harvard Law School Program on Negotiation blog, it struck me that I wanted to share with you another way to look at negotiating styles other than the way these were explained. She categorizes negotiating styles as individualistic, cooperators, competitives, and altruists and she offers some interesting statistics. She has some very good insights and I recommend her article, however, I want to present some information for you from a different perspective.
February 27th, 2017
In this article from the Harvard Law School Program on Negotiation the authors offer insight on “Managing Your Counterparts Satisfaction”. This is a key concept to have both parties feel as if the negotiation was truly a win-win for both parties. The autho