Process matters. Are you a “win all” type negotiator implying win everything at all costs? That is, you win and they lose. By contrast, are you a win-win negotiator oriented towards expanding the pie negotiator so that both you and the other party can both do better? That is focusing on mutual gains.
I recently finished the book, When, The Scientific Secrets of Perfect Timing, by Daniel H. Pink and then I conducted some additional research on this topic. The commentary that follows is put together in an effort to help you think about timing and how this can impact your and others’ stress and productivity. It also has a direct impact on the bottom line. This also ties into my primary focus on overcoming conflict with collaboration.
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.
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.
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.
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?
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.
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.
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.
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.
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.
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.