Accordence E-News: Fall 2008
Publishing Company Seeks to Recoup Money and Value Left on the Table
Business Issue
In early 2007, one of the largest US magazine publishing companies faced eroding profits in a shrinking market. Competitors were able to target more customer demographics due to quicker transitions to internet marketing & sales approaches, and more specific niche titles. The publishing company was playing catch up in creating web portals for its titles to increase web advertising and generating more sophisticated subscriber data to allow for more targeted marketing of customers. Furthermore, senior executives at the publishing company learned they were perceived as soft negotiators by advertisers and ad agencies because the publishing company often ended up coming into the negotiations at the last minute and making concessions nobody else would make. Advertisers received front-end incentives that did not translate to back-end profits for the publishing company. Infighting among this publishing company's different magazine titles also exacerbated the issue and allowed advertisers to use this to their advantage. The publishing company needed to align internal parties in order to conduct more integrated negotiations, reduce concessions and expand the value of the negotiated agreements. The goal: be treated less like a commodity and more like a valued partner.
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The Presidency and Conflict Resolution: Critical Skills for Leaders
By Grande Lum
Within three weeks, our country will decide the next President of the United States. Having trained and consulted in the world of mediation and negotiation for many years, I am keenly sensitive to how the President can either resolve international and domestic conflicts or worsen them. Indeed, the President's strength and skillfulness in conflict resolution at home and abroad is among the most important factors contributing to successful leadership in our nation's highest office. Thus, we must not underestimate the critical importance of a candidate's conflict resolution expertise and abilities. In this sense, any leader can learn from past presidents on how to resolve conflict.
NEWS:
Accordence founder Grande Lum was recently named professor and director of the Center for Negotiation and Dispute Resolution (CNDR) at UC Hastings Law School in San Francisco, California. CNDR mounts innovative conferences, conducts research and serves students through an extensive curriculum, clinics and competitions. CNDR was the recipient of the 2007 Ninth Circuit Court of Appeals Award for Excellence in Alternative Dispute Resolution education. Hastings student teams have won numerous competitions including The Negotiation Challenge in Leipzig, Germany in 2008. Grande will be teaching, researching and leading the Center through its next phase of development as one of the top dispute resolution centers in the country. Accordence will continue to utilize Grande's time to create cutting edge training and consulting as well as to provide the best possible client service.
If you haven't had the pleasure of interacting with two other team members of Accordence yet, we hope you have the opportunity soon. Traci Cole is our Administrative Assistant whose focus is on client management and supporting our programs. You can contact her at traci@accordence.com. Rachel DiGiammarino has joined us as our Director of Marketing and Communication to coordinate our outreach efforts with partners, clients, and prospects and find new ways to share our solutions. Rachel can be reached at rachel@accordence.com.
Negotiation Mastery: Achieving Outstanding Results and Relationships
Where: Stanford University Continuing Studies
When: Saturday - February 7, 2009, 10am to 4pm
An open session conducted by Grande Lum
Registration details coming soon at