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?

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 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.

January 22nd, 2018

This article addresses how to turn a crises into a collaboration. We can learn from hostage negotiators and their success rate is phenomenal. So what can you do to help yourself when you feel like you are in a crises with someone else?

January 15th, 2018

From the book Peaceful Resolutions a summary of one of the steps to resolving conflict is a free six sided pocket guide (that fits in your pocket).  One of the six sides of the tri-fold pocket guide offers Ten Steps for an Interest-Based Resolution.  This 10 step summary process is elaborated on in this text. 

January 8th, 2018

In a negotiation each party enters into the negotiation with a position and series of interests. How we explore those interests goes a long way towards reaching a mutually acceptable alternative with the other party. Asking key questions appropriately makes a real difference in the outcome.

January 2nd, 2018

As we start a new year, it pays to reflect on how we make a difference in our vocation and what we may want to do differently with the start of this new year.  This article explains how.

December 26th, 2017

As someone who concentrates on resolving conflict, negotiating winning solutions and inspiring leaders I want to offer you some relatively simple tips to help make the start of the new year better for you related to potential conflicts with customers and staff. You are not alone. Consider this commentary and reach out to mentors to explore how these or similar ideas may work best for you in your situation.

December 11th, 2017

This article summarizes lessons learned from interviews from 30 executives on lessons learned from positive and negative encounters.  We all can learn from these.

December 4th, 2017

What do you think? Does a reputation for collaboration or for competition suggest an advantage at the bargaining table?  We both know you cannot control what others say about you, but you can control what you do and how you do it. You only have one reputation and once that is tarnished you are in trouble. So what type of reputation should you try to cultivate?

November 20th, 2017

Our brains are 98% and 2% rationale and yet we approach negotiations as if they are to be rationally resolved. This article focuses on your emotions and their emotions and how to address diffusing your and their emotions to focus on facts, issues, feelings and interests to work towards a resolution around particular issues.

November 6th, 2017

In negotiations the parties have positions and negotiators ask questions to determine interests, but what happens when the real underlying issues resolve around values? As a set of general rules it is a good idea to “consider interests and values separately, engage in relationship building dialogue, appeal to overreaching values, and confront valued differences directly” according to the consensus building institute. The link offers several good examples. I would like to explore these four steps with you regarding a personal situation of mine recently. Keep in mind not all situations have a happy ending.