“In the knowledge-creating company, inventing new knowledge is not a specialized activity—the province of the R&D department or marketing or strategic planning. It is a way of behaving, indeed a way of being, in which everyone is a knowledge worker—that is to say, an entrepreneur.”[1] Personally, the most capable organizations I have been a part […]
Using the Negotiating Matrix as a Tool in Working with Distributors
A tool such as the Negotiating Matrix is useful for any type of negotiation that involves compromise on the part of the negotiating parties to realize a desired outcome. An example of an application outside of M&A negotiations would be working with a distributor. These negotiations often are approached from a perspective of distrust of […]
Practical Uses for the Negotiating Matrix: Valuation
When navigating negotiations related to acquisitions, it is important to work toward a solution that is amenable to all parties. However, companies often find themselves “stuck” on certain factors such as valuation. The Negotiating Matrix offers a systematic approach that can help ensure your achievement of the best outcome without losing sight of your primary […]
Practical Uses for the Negotiating Matrix: Strategic Alliances
When engaging in business negotiations, the Negotiating Matrix offers a systematic approach that can ensure your achievement of the best outcome and will help keep you focused on your primary goals. Not only does this matrix address what is most important to you and what the other party is after, but also what you can […]
Navigating Common Mistakes in a Negotiation
In the complex and dynamic world of mergers and acquisitions, strategic alliances and deal making, too often the parties in a negotiation waste time pursuing concessions the other party can’t give or chasing after deal points of limited value just because the other party is offering them. While there are many mistakes that can be […]