Thoughts and Insights by Michael Gregory

Disputes

A one way sign in black and white pointing right and a one way sign in color pointing left
January 28th, 2019

How Can You Use BATNA: Even with the IRS?

BATNA is the Best Alternative To a Negotiated Agreement. So, what is that?

Thank you on a steel garage door security panel in a partially opened state with lamps hanging from the ceiling
January 21st, 2019

The Power of Thank You in a Negotiation

Being polite and paying attention to social norms is always important, but especially in a negoti

Puzzle pieces coming together with puzzle piece names of goal, vision, strategy, planning and process
January 7th, 2019

What is the best process when it comes to a negotiation?

Process matters.  Are you a “win all” type negotiator implying win everything at all costs?  That is, you win and they lose.  By contrast, are you a win-win negotiator oriented towards expanding the pie negotiator so that both you and the other party can both do better?  That is focusing on mutual gains.

A clock with a background scene of dried up brown leaves on brick pavement
December 24th, 2018

Profitability and Timing – This is why they matter

I recently finished the book, When, The Scientific Secrets of Perfect Timing, by Daniel H. Pink and then I conducted some additional research on this topic. The commentary that follows is put together in an effort to help you think about timing and how this can impact your and others’ stress and productivity. It also has a direct impact on the bottom line. This also ties into my primary focus on overcoming conflict with collaboration.

Red hand with the capital letters NO exclamation point in white - implying talk to the hand - No way
December 3rd, 2018

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.

The shape of a brain with words describing feelings written within the shape
November 19th, 2018

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. 

Two individuals shaking hands across a table after a negotiation
October 1st, 2018

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.

Person with paint roller painting over the word "Problem" and standing in front of the words "No Problem"
September 10th, 2018

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.

Baby sleeping soundly in a car seat
June 18th, 2018

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.

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