October 31st, 2016

Managing Expectations of the Other Party in Negotiations

Many people enter into negotiations with expectations. Often times a natural initial tendency is to be position based with a view that the world is clearly black and white. That type of approach typically leads one to the conclusion that I am right with my position.  Expectations are biased as a result of initial perceptions. 

October 25th, 2016

Women and Salary Negotiations

As a person that engages in conflict resolution on a wide variety of issues, I have recently been asked several times if I had any information regarding salary negotiations for women.  Having sent out a series of emails to different individuals on this topic, I thought I would provide information to those wanting to know more.  The selected articles pertain to women, but also address salary neg

October 17th, 2016

How You Can Avoid Faulty Negotiated Agreements

Once you have a negotiated agreement, the proof of the pudding is in the details of the agreement.  Both parties need to be on alert to any concerns offered by legal reviews of the final agreement.  In this article from the Program on Negotiation from the Harvard Law School blog the s

October 13th, 2016

A Real World Compromise in Washington – No Really in Congress

I read this article from the Daily Blog offered by the Harvard Law School Program on Negotiation entitled,

October 10th, 2016

Three Strategies for Conflict Resolution

In this article from the Program on Negotiation form the Harvard Law School Katie Shonk as a staff writer shares three negotiation strategies to help parties mend their relationships, avoid a law suit and possibly even create value. These are:

October 3rd, 2016

Negotiation Tactics for Managing Relationships

For those who have heard me speak recently regarding How to Work with the IRS or on a similar topic you know that I emphasize building positive relationships, listening, educating and negotiating with the types of issues that I am involved in with my clients.  This article from the H

September 26th, 2016

Managing Difficult Conversations

Photo: Fighting Managing Difficult Conversations

September 21st, 2016

IRS Releases New Job Aid on Capitalization

Being out of the office for five days out of touch with email in the boundary waters of northern Minnestoa and working my way through email this morning, I came across this information and wanted to share this new  IRS Job Aid update on capitalization with you.  It came out a few days ago.

September 21st, 2016

Ten Hard Bargaining Negotiating Tips

I have just returned from 5 days in northeastern Minnesota canoeing in the boundary waters with my twin brother, his son and my son.  As such I did not blog on my web site on Monday and reblog the same commentary on LinkedIn a day or two later this week as is my custom.  The break away from all electronic media, being in a peaceful surrounding, having to rough it a bit carrying a canoe and two 

September 12th, 2016

When Negotiating with the IRS Build Trust and Create Value

When working with the IRS on an issue that is gray in nature such as valuation, research credit or transfer pricing, there are various shades of gray associated with these types of issues.  The easy issues are clearly black and white.  It is important to recognize the “easy” issues and to tentatively work these “easy issues” before proceeding to the “harder – grayer issues.”   It is suggested t

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