Thoughts and Insights by Michael Gregory

What about Those That Threaten You during a Negotiation

In recent blogs I have addressed defensive rules in negotiations, and negotiating with those that don’t care.  This commentary addresses what you might want to consider with those that threaten you during a negotiation.   Threats can take many forms such as threatening to defame your reputation, going to court or walking out of the negotiation.  Regardless, when it happens your amygdala kicks in releasing chemicals and hormones that make you feel like you should fight, flight or freeze.  You only have about 6 to 10 seconds to catch yourself and not let the amygdala hijack your emotions.  This article offers ideas on what you may want to do.

Emotional Intelligence and Negotiations

There has been a lot written about emotional intelligence, how to improve it, and why having a stronger emotional intelligence may help in business. However, the implications to negotiations indicate more emotionally intelligent parties may also have greater empathy and be willing to lower their expectations at the negotiating table. So what should you do?

Do Personality and Individual Differences Matter in Negotiations?

Do you believe it is possible to improve intelligence or negotiating skills? If you do or you don’t both matter relative to your mindset. This helps to determine whether you view these items as fixed or capable of growth. This article takes a look at this question, and then explores the impact of self-interest and selfishness, as well as creativity and sensitivity in negotiations.

How to Negotiate with Negotiators That Don’t Care

Not all negotiators believe in fair play and some actually negotiate in “bad faith”. You may be left with the perspective that the other side knows what they are doing is wrong, immoral and not appropriate, but so what? They really don’t seem to care. This can be very frustrating. The question is why and is there anything you can do about it?

Defensive Rules for Negotiations

In negotiations we initially tend to focus on our position, our side, our perspective and our interests. These are in general offensive perspectives. In this article I am going to suggest considering defensive perspectives. This begins with preparation, facts versus perceptions and rephrasing or reframing the other side’s commentary.

What Should You Do to Manage Conflict in the Workplace?

The stats are out there on conflict in the workplace.   So what can you do to help de-escalate others in the workplace.  This blog post provides some insights and recommends another article from the Harvard Law School Program on Negotiation for further reading.

Business Valuation and Conflicts with the IRS

Today the focus is on the IRS, business valuation and how to overcome differences of opinions with the IRS.  Although our society reinforces confrontation, winning and overpowering the other side, I am offering a way to reduce stress, save time, save money and work to resolve issues with the IRS.  This method does not always work, but in my experience it works nearly all the time.  As such consider the approach offered as a way to resolve your business valuation issue with the IRS.  I also ways to proceed should the recommended approach not work. 

Fairness in Negotiations with the IRS

When working with the IRS recall that one of your rights in the IRS Taxpayer Bill of Rights  (#10) is for the system to be just and fair. This article discusses this issue related to a recent business valuation case to resolve an issue.  Stay positive, remain professional, focus on the facts related to the issue, listen to understand the IRS representative's perspective and work to resolve the issue. 

The Importance of Relationships in Negotiation

Before beginning or even entertaining a negotiation, thought should be given to understanding the other party, a social media search, building a relationship, listening to the other party and educating the other party.  These are all elements that are needed before beginning the actual process of negotiating to enhance the chances of success.

How to Keep Your Team Focused During Uncertain Times

In this article I offer a practical example of how to keep the team focused during difficult times and share with you an article from the Harvard Business Review Amy Gallo. Her aticle offers some good insights on “How to Keep Your Team Focused and Productive During Uncertain Times”.  .