Thoughts and Insights by Michael Gregory

Working with Difficult People

Woman with finger to mouth signalling quiet
June 4th, 2019

Want to be an outstanding communicator? Close your mouth.

It sounds to easy, but really the best communicators know when to keep their mouths shut and really listen. Rather than trying to promote themselves, an idea or a position, they focus on truly trying to understand. Sometimes we simply need to be heard. Often times that is the best solution to simply listen to the other party and help them to sort out their solution.

Two silhouettes in front of a legal balance having a discussion
May 21st, 2019

The who, what, when, where, why and how of negotiations

Have you ever thought about the tactics from beginning to end that are involved with a negotiation? This article starts with the very beginning in mind to set you up for success and then explores value added techniques, how to influence the outcome and how to protect yourself during a negotiation.

Two characters angrily staring at each other as if they are about to fight
May 13th, 2019

This is how to overcome rivalry, competition, and tribalism in negotiations

In today’s world with deep seated divisions in Washington we don’t have to look far to see nightly news with antagonistic implications as examples of unhealthy competition and rivalries. This situation gives rise to unethical and unhealthy behaviors. This is bad for relationships and business transactions too. So, what should we do when hard ball tactics are applied in negotiations?

A diverse group of business people standing as a young white male reaches across the table and shakes hands with a young African American female.
March 25th, 2019

This is how to close a deal in a negotiation

The Collaboration Effect TM enhances relationships, resources and revenues. It incorporates connecting relationships, actively listening, judiciously educating and negotiating closure. This article focuses on negotiating closure.

A scale weighing people versus money
March 4th, 2019

When Core Values Are Involved – Negotiations May Be More Difficult

When we are in conflict with others we should not focus on beliefs.

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

Three silhouettes in discussion with one another
December 31st, 2018

This is how to collaborate with difficult people

We all have to work with others we find difficult to work with at some point.

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.

One black hand and one white hand shaking hands.
November 12th, 2018

This is how to make a deal in business

These are the key points to making a deal in business. After reading a report on Dealmaking from the Harvard Law School Program on Negotiation and doing some additional research, I wanted to share these insights with you and at the end provide you with access to the free 28-page report.

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