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Negotiation and Conflict ResolutionThere are times when the usual decision making and problem
solving are not enough. The circumstances call for a third party negotiator to
assist or accelerate the process. Executive Consultation LLC. offers this
pragmatic, time efficient service. It is used by clients in a wide variety of
situations, all of which require strong negotiating skills, ability to clarify
purpose, and the skill to manage powerful executives. Often this is done under
severe time pressure and must lead to a sustainable solution for business
results. The requirement for sustainability means that the way in which each
negotiation is carried out must reach a viable solution, while still showing
profound respect for the individuals and their strongly held differences of
opinion. Examples
from Client Organizations
Merger/Acquisition Merger
and huge contract at risk—Two companies, approaching the date for signing
their merger agreement found themselves with significant issues they were unable
to resolve. A contract equal to 60% of the annual revenues depended upon
resolution of these issues. The problem was exacerbated by the intense emotions
of the founder/owners of each company around some issues of
"principle." A meeting was convened; significant prework was done
one on one with the founder/owners. The carefully designed meeting had ground
rules dramatically different from business as usual. There were breaks to
accommodate individual or small group work, as it
was needed. Issues were resolved in time for signing. Two
CEOs; potential acquisition—Two CEOs wanted to explore acquisition of one
company by the other. There were complexities regarding whether to buy all or
part of the company, ownership of intellectual property and copyrights, the
future role working relationship of the two CEOs. Working with Executive
Consultation LLC allowed the two CEOs to
focus on content, with the assurance that unspoken assumptions, or overlooked
areas would be identified by the third party. The exploration was judged to be
thorough and effective. The decision was made not to proceed with the
acquisition. Conflict Resolution Within Organization Customer
service problems caused by two warring departments—Two parts of a sales
and service company were so angry with each other that it was costing in many
ways. Work needed to be re-done: customers were upset; sales were lost. There were
perceived inequities and personal animosities. Emotions ran high. The senior
executive convened a conflict resolution meeting with the relevant senior
managers. Executive Consultation LLC elicited illustrative complaints, taught the
group how to give and receive negative feedback, and helped the group set some
ground rules about what was "fair game." The most pervasive issues
were negotiated within the large group. The group set targets for sales, cost
and customer satisfaction goals by year‑end. With those agreements in
place, feedback and negotiation sessions were facilitated one‑on‑one
between antagonists and a partner from Executive Consultation LLC. The customer
service, sales and cost impact was highly favorable. |
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