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 […]
We Aren’t Moving Forward: Where Is Sun Tzu When We Need Him?
The strategic imperative has been communicated and a team is formed but progress is slow to non-existent. What’s the matter? Everyone inside and outside the team agrees something must be done, so why is it starting to feel like the problem is too big for us? It seems like personal agendas are getting in the way. It’s not clear […]
Commitment Starts with Understanding What You Are Signing up For
In talking about the last “C” of Clarity, Confidence and Commitment, I want to focus on the importance of trust and the power of knowledge over ignorance. As was pointed out in Scott Atkin’s last blog post, when attempting to encourage necessary innovation within an organization, it is not sufficient to simply say “Act entrepreneurially, let’s […]
Where Does Confidence Come from When It’s Not Business as Usual?
The mantra of “Clarity, Confidence, Commitment” is commonly invoked in organizational management best practices to stress the importance of Leadership inspiring confidence, and ultimately commitment, through clear communication of strategic objectives in the context of clearly defined organizational structure and processes. This clear communication and established structure will enable individuals to understand their role and objectives […]