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 10th, 2018
Person with paint roller painting over the word "Problem" and standing in front of the words "No Problem"

Often when two parties are in a conflict with one another, one party feels more aggrieved than another. At other times the conflict is symmetric and both parties feel equal coming into a negotiation. This commentary addresses how to evaluate the situation when the situation is asymmetric and what can be done when one party feels very aggrieved and the other does not share in this perception.

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 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.