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 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.

June 18th, 2018
Baby sleeping soundly in a car seat

Focusing on conflict resolution and collaboration I have found one of the keys for decision makers to make great decisions has to do with having enough sleep. This blog provides two very good resources for you if you are having trouble getting enough sleep. With the right amount of sleep, you will be less irritable, and you will be able to see the world in a more positive light. This can lead to less conflict and help you see more opportunities for collaboration.

May 28th, 2018
Collie looking questioningly at the camera

Dispute resolution may begin with a negotiation, move into mediation and could eventually require arbitration or litigation. Generally, most negotiations move smoothly and do not need to escalate to the other levels. In other situations, the parties may move to one of the other levels immediately. The less expensive and the least time-consuming approach is the negotiation without having to escalate to one of the other levels.

May 14th, 2018
Two shadows of individuals having a discussion with each other with the scales of justice in the background

Working with clients with issues at the IRS there are five steps to consider along the way. These are preparation, discussion, clarifying interests, negotiation, documentation of the agreement.  These five elements are addressed in terms of an IRS negotiation.  It is not always possible to have a wonderful negotiation, but these five steps can certainly increase the probability of success.

May 7th, 2018
A pair of worn white roller skates with long red shoe laces

Two very real-world questions for you are: how should you dress for a negotiation, mediation, conflict resolution or a collaboration; and how may your dress influence the process?

How you dress may not really matter, but on the other hand dress may be very important. Whether it is or not here are some things to consider.

April 16th, 2018
Swan not sharing pond with ducks

It has been demonstrated that collaboration is important in the work place and it works. It has also been shared why collaboration is so hard. Today’s focus is on why collaboration does not work.

March 12th, 2018
Storm clouds on the left give rise to blue sky on the right

When you form a new relationship through a negotiation everyone feels very good, but inevitably something comes up. Someone misses a deadline, quality was not what was anticipated, terms have been interpreted differently between the parties, or something else has happened to negatively impact the relationship. When something like this happens, the relationship can turn stormy. This commentary addresses how to bring the relationship back. There are three keys. These are: be empathetic, potentially change the participants, and consider reframing the issue.

March 5th, 2018

We all negotiate with others. Sometimes the other party can be very difficult to work with. Our best option may to avoid that negotiation and go elsewhere, but sometimes that is not an option. This article addresses this issue.

February 19th, 2018

When we think about training and negotiation this may conjure up negative feelings. I want to promote that this can be fun and at the same time all of us can improve our negotiating skills. Not everyone can be a great negotiator, but we all can improve. Let's take a positive approach to negotiations and see what happens!

February 12th, 2018

In a negotiation when one party throws out a number that is anchoring your price. You could do it or the other party could do it, but once a number has been offered that tends to be an anchor as a starting point for negotiations. What are the implications?

February 5th, 2018

Do you know the saying “Prior Planning Prevents Poor Performance”? The same holds true for negotiations. Some plan to come to a meeting and hear what the other side has to say reacting to the offer of the other side. What happens if you run through “what if” scenarios? Do you know your holes in your approach?