Thoughts and Insights by Michael Gregory

This is How Negative Emotions Impact Negotiations

When we are angry, we flood our body with various chemicals and hormones. That can be very negative in a business setting. This article addresses how to address anger or sadness in a negotiation.

Here are the first three of seven ways to be more persuasive based on neuroscience

What are the influences that persuade us to change our minds? Tali Sharot is the author of a new book entitled The Influential Mind: What the Brain Reveals About Our Power to Change Others . She offers some great ideas. She suggests seven key thoughts on this topic that I found very insightful. I thought you may find these interesting too. 

This is how to close the deal in a negotiation

In some negotiations it seems like the deal will never close. This can be a technique used by one side to wear down the participants of the other side, it could be the result of factors beyond the control of participants or something else that you may never know. This commentary addresses such a situation, when you need or want to close the deal and the other side does not. What should you do? This article addresses this question.

This is one way to manage conflict at work

Often when two parties are in a conflict with one another, one party feels more aggrieved than another. At other times the conflict is symmetric and both parties feel equal coming into a negotiation. This commentary addresses how to evaluate the situation when the situation is asymmetric and what can be done when one party feels very aggrieved and the other does not share in this perception.

Want to Conquer Sleep and Reduce Conflict?

Focusing on conflict resolution and collaboration I have found one of the keys for decision makers to make great decisions has to do with having enough sleep. This blog provides two very good resources for you if you are having trouble getting enough sleep. With the right amount of sleep, you will be less irritable, and you will be able to see the world in a more positive light. This can lead to less conflict and help you see more opportunities for collaboration.

What questions should you ask about dispute resolution?

Dispute resolution may begin with a negotiation, move into mediation and could eventually require arbitration or litigation. Generally, most negotiations move smoothly and do not need to escalate to the other levels. In other situations, the parties may move to one of the other levels immediately. The less expensive and the least time-consuming approach is the negotiation without having to escalate to one of the other levels.

Awesome Advice for a Wonderful Negotiation with the IRS

Working with clients with issues at the IRS there are five steps to consider along the way. These are preparation, discussion, clarifying interests, negotiation, documentation of the agreement.  These five elements are addressed in terms of an IRS negotiation.  It is not always possible to have a wonderful negotiation, but these five steps can certainly increase the probability of success.