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"Mediation - Die Kunst, Konflikte zu lösen

Verhandlung in der Sackgasse?

Krise mit dem Geschäftspartner?

Mediation kann die Lösung herbeiführen.


Die Wiener Wirtschaftsmediatorin

Mag. Miryan Weichselbaum-Gharibo, LL.M.,

ist Expertin für komplexe und internationale Streitfälle. 


Streitfälle kosten Zeit und Geld.

Wenn Konflikte tief sitzen, kann "Let's agree" - eine anerkannte Clearingstelle für

internationale Unternehmen und Organisationen – helfen, eine Lösung zu finden.
Miryan Weichselbaum-Gharibo ist eine der führenden internationalen

Wirtschaftsmediatorinnen in Wien.

Sie hat Jus undWirtschaft studiert,

10 Jahre in Unternehmen gearbeitet und eine psychologisch basierte Ausbildung gemacht,

um Wirtschaftsmediatorin zu werden.


Welche Themen werden besonders oft besprochen? 

Häufige Konfliktherde sind gegenseitige Schuldzuweisungen – wer hat etwas falsch gemacht.

Sitzt die Vorstandsebene eines Unternehmens bei mir am Tisch, hat sich der Streit meist schon über Monate oder Jahre der Frustration tief verfestigt.


Was war Ihr bislang schwierigster Fall?

Ein schwieriger Fall war zwischen einem osteuropäischen Oligarchen und einer mitteleuropäischen Versicherung.

Zwei Machthäuser, die ungern nachgeben und gut und gerne taktieren.

Unvermutet hat dann der Repräsentant des Oligarchen die Verhandlung verlassen. Die Versicherungsleute waren entrüstet.

Ich musste immer wieder anrufen und Einzelgespräche führen.

Letztendlich haben wir dann doch eine Lösung gefunden.

Man weiß eigentlich nie, was einem am Tag einer Wirtschaftsmediation erwartet.

Bei grenzüberschreitenden Konflikten haben zudem auch die unterschiedlichen Kulturen Auswirkungen auf das individuelle Konfliktverhalten.

Durch meinen Hintergrund als Kind dritter Kultur –

meine Eltern sind eine christliche Minderheit aus dem Orient und ich bin in Wien geboren –

kann ich mich relativ schnell auf neue Situationen und Kulturen einstellen.

Ich sehe kein „richtig“ und „falsch“, sondern versuche meine Klienten im jeweiligen kulturellen Umfeld und geprägt von ihren landestypischen Geschäftsbräuchen zu sehen.


Wie hoch ist Ihre durchschnittliche Erfolgsquote?

Die Erfolgsquote liegt bei 80 Prozent."


Erschienen am 23.03.2019 in der Krone

Wirtschaft Standort Wien S. 25.  

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Fully BOOKED!

Our live event on the 20th of March 2019

with in-house counsel for in-house counsel was fabulous!


We were fully booked and blow away by your interest!

There are a few golden nuggets that we will reveal in our next blog entry. 

Watch this space!

Legally yours, 

the LET S AGREE team

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How to make the best out of your negotiation

It all depends on you.


We’ve all taken part in a negotiation at some time in our lives.

Whether you were introduced to the process as a child or an adult,

it’s my job to help you learn how to make the best deal you can.


Prepare for the negotiation

Sometimes a negotiation can fail before it even begins.

Every deal involves many moving parts, all coming together in a high-pressure situation.  

  • Does the person you’re negotiating with have the power to make a final decision?
  • Do they understand your process, and what you need to come to an accommodation?  
  • Do you know what they need from you?  
It’s best to have everything organized before you even sit down to the table.

People have taken time out of their busy day to get together to discuss this deal.

Seize the opportunity!  

Follow these five steps to get the best results.

1.        Get your documentation together

The first step is to sign a good NDA (non-disclosure agreement) before you exchange relevant documentation such as standard agreements, patents, trademark registrations, or information about the company structure.

Product-related information like production costs, packaging, and transportation should also be covered.  

Work with your in-house and external lawyers to be prepared. Preparation is key.

The information you need should be at the table or easy to gather during the negotiation.  


2.         Speak to your mediator (if you have one)

If you don’t have a mediator, consider hiring one. Emotions can run high during a negotiation.

A mediator is professional who can argue your side without getting caught up in their feelings.  

If you have the advantage of mandating a mediator, make sure you understand how he or she works so that you are prepared.

Schedule a preparatory conference call so that you’re on the same page before talks begin.  


3.         Know your numbers and prepare all your bidding steps

Numbers are the heart of any negotiation. You need to know your exact bidding steps – not just the first bid and bottom line.

Many companies make the mistake of not thinking this through beforehand.

Once you’re at the table you won’t have time to work on your strategy.  


4.         Get the right people to the table

The right people with the right personality will ensure the negotiation process goes as smoothly as possible.

You want to have business enablers at the table, not people who are focused on risks that will never materialize.  


5.         Have your boss or superior on speed-dial

This is an important one if you’re trying to be safe. Depending on the authority you have, you need to make sure your boss is available to back up your decisions if necessary.

You might need more flexibility than you originally thought.

Try to be open-minded, as you’ll receive fresh information during the negotiation that might require a re-think of your plans.  

Delving into the negotiation process  

I’m lucky in that I take to it like a duck to water. I love my job!

I can’t wait to sit down to a big bundle of documentation and untangle all the ins and outs of this specific deal.

A tough day of negotiation, combing through and thoroughly understanding all the highly complex aspects of the case, testing my listening skills with unfamiliar Austrian and Swiss German dialects, leaves me exhausted but smiling from ear to ear.

The signature on the contract is like a cherry on top of a delicious sundae.  

Mediators have first-hand industry knowledge and understand how different players work together.

I’ve learned from the best professionals in the field and consider it a challenge and a blessing.  


The personal touch

It was clear to me, talking to the innovator in this particular negotiation, how passionate he was about his business.

When he talked about his product his eyes simply glowed with enthusiasm.  

Some of you who have worked with me know that I have an affinity for informal single sessions.

I like to speak with people when they sip their tea outside the conference room.

Sharing food and drink together can help develop a fellow-feeling between the parties in a negotiation.

We celebrated the successful conclusion of this meeting with an incredible Swiss fondue dinner.  

What do you do to commemorate the occasion when you close a deal?

I’d love to hear your thoughts on the negotiation process!


Follow me   ->here<-   and subscribe  ->here <- for the latest insights

on how you can keep winning! 


Legally yours, 

Miryan Weichselbaum-Gharibo

Managing Partner, Let's Agree

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⚡⚡3 things we learned from Microsoft CEO

Satya Nadella at the Word Economic Forum⚡⚡  

Schwab describes data as the new „oxygen for new products and services.

Nadella kicks off his speech by dropping wisdom.  

1. ⚡„The core principle of data as a human right and privacy as a human right.“

2. ⚡„One thing we do not want to do is fragment the world and increase transaction costs because ultimately it is going to be born in our economic figures so I hope that we are really going to come together.“

3. ⚡„Any walk of our lives is going to be driven by data.

I think - just like electricity was democratised and fuelled economic growth during the industrial revolution, the same thing needs to happen with data.“  


Do you agree with Nadella?

#dataprotection #ai #law #letsagree  

Check out this link if you want to view the whole conversation

https://webcasts.weforum.org/widget/1/davos2019?p=1&hl=english&id=

legally yours


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Is it too late to say happy new year?

We hope not as we are happy to be in snowless Vienna

when parts of Austria are covered in snow!


We got your back!


Even during the holidays.

Don't worry. You will receive your fair share!

Happy holidays from our families to yours



We got a facelift..now live with our new page!

Check it out our new feature of insights | news! 

You are able to join our community by signing up and staying in touch.

Let us know what you think about our new design! Join our community on Linkedin as well Linkedin

All the best,

the LET'S AGREE team



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Why getting a NO initially may get you the best deal.  

The other day I got a NO from a top-notch client, which was followed by a yes because:

I presented our offer in a way that made our counterpart comfortable to reject it.  

Generally speaking, if your clients feel forced to accept your offer and are embarrassed to say no, you will most likely not get the deal.

Giving them room to say no will put them at ease. This might sound contradictory but people are more willing to work with you if they feel free to say no and are not pressured.

No means self-preservation and yes means commitment. Clearly, we are all scared of commitment.  

If you are still pleasant to talk to, even after receiving a no, your counterparties’ mind will switch into a positive, creative mode and they will WANT to find a way to work with you.  

Let it go and it will come back to you.  

When was the last time you pitched, were rejected and then got the deal?

#howtogetadeal #letsagree #dealmaking


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Are you mandating arbitrators who look walk and talk like you?

WRONG!  

Would you like to start winning?  

Then hire someone with a different background, experience and ethnicity.  

As shown in multiple studies, diversity leads to innovation and market growth.

Companies supporting inclusion and diversity have better results than their counterparts, especially when working in international environment.  

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Slow dancing out of an argument?

Inspiring to read how Sara Blakely deals with conflict.  

Disputes are not only part our jobs but also of our everyday life.  

One of our heros knows how to handle conflict! Sara Blakely, Spanx founder shows us how it's done.      

'When we’re fighting or mad at each other, we stop and slow dance for 30 seconds to a minute. One of us will reach out for the other, there’s no music. It takes us out of the moment and lets us be kinder.'  

Slowdancing their way out of arguments!  

How do you handle conflict?  

Fight, flight or dance?

Who inspires you?  


Check out the NY times article below:  

https://www.nytimes.com/2018/06/05/fashion/weddings/spanx.html

Sara Blakely and  Jesse Iztler in the backyard of their Atlanta home
Picture by Johnathon Kelso for The New York Times
  #girlbosshashtag#inspiration


How to WIN OVER your counterpart in a negotiation!

The other day I was sitting in a negotiation...

I could see one of the parties’ growing frustration as they were not able to convince the other party on a pretty valid point. Let me tell you what they did wrong.  

When preparing for a negotiation everybody spends a large amount of time rehearsing their storyline.

So what exactly were they doing while the other party was speaking?

They were rehearsing their arguments in their heads and NOT listening. I could see the main principle drawing the Eiffel tower when the other party was talking.  

How can you win them over?  

Let them tell their story when THEY want to and listen to them. Refrain from speaking out first - even if you are a claimant in a dispute. If you do not give them the floor and listen to them they will not have the ability to listen to you properly and understand your argument. 

Your counterpart is sitting on valuable information that you need and that’s why you are speaking to them in the first place.  

Let them spill the beans first and they will open up their minds.  

Agree?