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?

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.

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 21st, 2018
Three adult women having coffee while having a pleasant conversation in a coffee shop booth

A great negotiation often has four parts related to building relationships, listening for understanding, educating for enlightening and negotiating winning solutions. However, the question remains how much small talk is necessary to build the relationship and is it really necessary?

That is the focus on this article.

March 26th, 2018

BATNA is an acronym for Best Alternative to a Negotiated Agreement.  This article addresses the definition and how you can use it for a more effective negotiation, even with difficult people.

Generally, you know your starting point, called your position and you may be able to define the other side’s starting point, known as their position.  Knowing two positions you have a range of possible alternatives not knowing anything else including interests.

March 19th, 2018
Clear water with fish just below the surface

In a negotiation a common question is what types of information can be revealed and if so how much of that information should be revealed in a negotiation? Many factors enter into this question. This article explores three of the most common elements.

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.

February 26th, 2018

In a negotiation one of the keys to a successful negotiation is managing your counterpart’s expectations.  We would all like to have a win – win negotiation, but part of that is managing your counterpart’s expectations.   In the end what were their expectations of the outcome?  What happens when they shared their results with others?  How was the overall experience with you and the negotiation?  This article will discuss each of these items. Perceptions matter, not just the results.

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?