Thoughts and Insights by Michael Gregory

Trust

Two referees and three coaches body language interaction at a football game
September 16th, 2019

Understand how body language impacts a negotiation

The key elements of words, tone and body language (including facial expressions) have been commented in previous blogs on communication. Keep in mind no one is perfect on interpreting facial or body language, but there are steps you can take to address your own. There are also steps you can take to improve your interpretation and understanding of others. In the commentary that follows insights on body language and facial expressions in negotiations are explored. These can be critical in a negotiation.

August 26th, 2019

What does trust have to do with The Collaboration Effect ®?

There is a lot written about

golf clubs set up at the practice range
August 19th, 2019

What questions should you ask when preparing for a valuation discussion with the IRS?

This article addresses how to prepare and what questions to ask when involved in a facilitation, negotiation or mediation with another party. The focus here is on a business valuation issue with the IRS.  Preparation is key. Conducting a mock interaction ahead of time can be extremely valuable. 

A wooden door with a sign on it that states "OPEN - Time for Change"
August 13th, 2019

Here are practical ideas on leading your team through change

Here are some best practices that I wanted to share with you. These are provided so that you can use them to help manage change where you work. This is an overview. You have to realize that you have to address emotions. That is yours and your team’s.

7 avatars of employees with diverse backgrounds
August 5th, 2019

Tailor made negotiations with employees

Every workplace has its own culture. Some involve greater or lessor degrees of negotiation between employer and employees. Employees tend to want to negotiate personal solutions. Examples are adjustments to schedule, travel, training, developmental assignments, and other similar areas.  These are individually or group based. In all instances these are issues important from the employee’s perspective.   How should these be handled?

A handshake with a hand coming out of a computer screen and shaking the hand of someone at their work desk.
July 26th, 2019

This is how to develop trust in a negotiation

How much should you trust the other party in a negotiation. If you trust to much chances are you may be burned. If you don’t trust enough chances are you may lose out on a great opportunity. The old adage trust, but verify makes sense. It is necessary to verify how much trust may be appropriate.

colorful with black background that has Ethics in green in the center
July 22nd, 2019

This is how to apply ethics in negotiations

Two sources with five and seven ethical principles for negotiations in business were explored to give you three simple ethics principles for negotiations. This article introduces information on each of the articles and provides you with a link to each for further analysis for the interested reader. Taking a lesson from neuroscience that we tend to remember up to three things well these principles are shortened to three for business ethics in negotiations. 

Older couple smiling with each other sitting on a bench
July 1st, 2019

How to Avoid Conflict in Family Business Succession Planning

According to the Harvard Law Program on Negotiation there are three kinds of conflict in business and how to avoid them.  These are: Intercultural Conflict: Be Careful Not to Stereotype Conflict with Friends and Family: Discuss Difficult Issues Up Front Workplace Conflict: Test Your Assumptions and Choose a Role This article will focus on exiting family businesses addressing both the family and the workplace conflict issues. Keep in mind the exit planning may involve selling to the next generation, to another buyer, going public, an Employees Stock Option Plan, or something else. To keep it simple the scenario that follows assumes a transition to a next generation family member.  Keep in mind there are a host of other issues too. For example, are the existing owners going to remain working, be advisors, be on a real board of directors, be on an advisory board, have employment contracts, covenants not to compete and a host of other issues. These issues go beyond the scope of this commentary.

Two hands with two puzzle pieces pushing them together
June 24th, 2019

The importance of building a connection in a negotiation

After defining the problem correctly, the next most important aspect in a negotiation to ensure t

Two men and two women happy with a handshake symbolizing success
June 18th, 2019

Here are six tips to make you an extremely successful negotiator

Here are six tips to make you an extremely successful negotiator. Essentially you need to manage your own emotions, develop trust, focus on interests, apply appreciation, make your message positive, and work towards positive closure. This article focuses on how to carry out each of these elements to make you an extremely successful negotiator. If you take these to heart and not only read the material by make a point to carry out these steps in a negotiation, you well be more successful.

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