October 15th, 2018
A black woman's right hand and white person's hand shaking hands

These are the key points to making a deal in business. After reading a report on Dealmaking from the Harvard Law School Program on Negotiation and doing some additional research, I wanted to share these insights with you, and at the end provide you with access to the free 28-page report.

October 7th, 2018
Two arms reaching out with a handshake with a large group of miniature individuals standing on their arms

You have read about negotiation. You have practiced techniques. You are prepared. You have researched the other party on social media. You are ready to work on developing a great relationship. You believe you are ready to actively listen before beginning to educate the other party. You are looking for a win-win negotiation so that you can create value. Here are three other items to allow you to step up your game.

October 1st, 2018
Two individuals shaking hands across a table after a negotiation

In some negotiations it seems like the deal will never close. This can be a technique used by one side to wear down the participants of the other side, it could be the result of factors beyond the control of participants or something else that you may never know. This commentary addresses such a situation, when you need or want to close the deal and the other side does not. What should you do? This article addresses this question.

September 24th, 2018
A hand holding up a pole.  On the pole are signs pointing each direction that state "I don't know"

Sometimes both parties agree to disagree, but it can be possible for the parties to come up with a contingency agreement to memorialize perspectives and set up the parties for success in the future.  This commentary addresses this type of situation.  This may essentially be a bet on the future that both parties can live with going forward.

How about the IRS?

September 17th, 2018
Eight happy cartoon faces all smiling

hen we are happier at work, we are more engaged, more productive and we have a sense of purpose. In short there is no one right answer, because we all define happiness a little differently, but with a shift in our thinking we can have a sense of purpose, be engaged, have greater resilience, and be kinder to others.

September 4th, 2018
The word Trust scratched into a sandy beach

Here are some very specific ideas to help you in any negotiation. You begin your investigation into the parties and process as a first step. Your goal is to build a good and as solid a relationship as possible. 

August 20th, 2018
Man in a suit pointing to a contract on a white board apparently explaining the commentary and fine print

I met with a business valuer that provides business owners with valuations.  We discussed the ways that business advisors help business owners.  Based on this discussion and follow up from that discussion I wanted to share some ideas with you.

August 13th, 2018
Two women with big smiles with one shaking hands with a man

Whether in business or in a negotiation, how can you improve collaboration? This can be difficult in business and especially in a negotiation with a difficult party. You have to work to keep your team focused and to help your team to stay focused and keep their eye on the ball. It is important not to be distracted by personalities, negative commentary and other distractions. So what should you do?

August 6th, 2018
White male with a stern look on his face.

What is a difficult hard bargainer and how can you possibly work with such a person? We all run into folks like this at times. This can cause frustration and consternation. Do we take the time to explore what is behind this negative approach? Should we? How would we do that if we did? How can we work with them?

July 23rd, 2018
Triangle with Time, Money, Quality

Personal attention is one of the keys for collaboration.  What does personal attention mean?  We tend to focus on quality time with friends and family, but how can this play out at work or in a negotiation?

July 9th, 2018
A man walking away on a narrow boardwalk with tall sea grass on either side.

When is it time to walk away from a negotiation? In short, when a trusted third-party advisor counsels you that is time to let it go. When mediation is not an option. When you are focused on sunk costs to recover rather than pertinent information now. When your focus is on fairness rather than objective criteria. There are many reasons why negotiations fail and why collaboration may not work. After all collaboration is hard. If the other party does not want to collaborate that pretty well ends the reason for trying to go forward.

July 2nd, 2018
Human hand pointing to digital side of face and robot hand pointing to other half of human face

It was my pleasure to attend the CTI NACVA conference at Caesars Palace in Las Vegas and hear a wonderful key note by Tim Urban on AI and the future. I wanted to share some of what I took away from his comments that I thought you too would find of interest.