Negotiations

December 3rd, 2018
Red hand with the capital letters NO exclamation point in white - implying talk to the hand - No way

When we are angry, we flood our body with various chemicals and hormones. That can be very negative in a business setting. This article addresses how to address anger or sadness in a negotiation.

November 19th, 2018
The shape of a brain with words describing feelings written within the shape

What are the influences that persuade us to change our minds? Tali Sharot is the author of a new book entitled The Influential Mind: What the Brain Reveals About Our Power to Change Others . She offers some great ideas. She suggests seven key thoughts on this topic that I found very insightful. I thought you may find these interesting too. 

November 12th, 2018
One black hand and one white 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.

November 5th, 2018
Clear pool of water with fish swimming near the surface

Trust is critical in a negotiation, mediation or collaboration. Trust can be defined as being straightforward, open, accepting and responsible, but when are times when you should not be open? That is the focus of this commentary.

October 22nd, 2018
A cup of coffee with a notepad and pencil

I happened upon an article about coffee that is available at the end of this blog.  That got me to thinking, does caffeine make us smarter?  That depends on a number of things including how we define smarter and some analysis of what caffeine does to our brains.  Having researched this a little further I wanted to share this with you.

 

October 7th, 2018
Two people shaking hands with about 20 small people 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?

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