Upgrading negotiation skills and communication patterns within the family firm and between firm members and external players. The services include counselling, conducting training sessions and workshops, and assisting in real-time negotiations: inside the firm and with outside players.
Too often, family firms try to maintain harmony and unity within the firm at the cost of blocking changes necessary to ensure the firm’s continuity and growth. In fact, “negotiation” is an unfamiliar term to many family firms, since in such firms, members tend to avoid discussing key matters for fear of conflicts.
Avoiding negotiation within the firm is likely to affect its relations with the outside world. When firm members are not accustomed to conduct negotiations inside the organization, they will probably fail to do so in a satisfying manner facing external players.
As an expert on negotiation and interpersonal communication in organizations – both academically and in practice – I encourage family firms to adopt an advanced negotiation approach, which strives for reciprocity and aims to create significant profits for all parties involved.
At the same time, I assist members in the firm to improve their communication skills, so as to create continuous and effective dialogue within the organization, as well as between the firm and external players.
As a trained mediator, specializing in conflict-management within organizations, I stress to my clients the strong connection which exists between the ability to maintain fertile interpersonal communication within the organization, and the ability to conduct successful negotiations in general. Moreover, I emphasis the ways in which conflicts can be utilized to create positive change and growth.
I give lectures and workshops in firms on interpersonal communication and successful negotiation and provide personal consultation on these matters to firms’ members. If required, I accompany my clients in real-time negotiations: either within the organization, for example: negotiations concerning intergenerational transmission, or vis-à-vis external players, for example: negotiations concerning mergers and acquisitions.
