Thoughts and Insights by Michael Gregory

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.

When Core Values Are Involved – Negotiations May Be More Difficult

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

Defining the Competition is Important for Collaboration

Having read this

The Power of Thank You in a Negotiation

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

This is how to collaborate with difficult people

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

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.

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.

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.

This is how to listen better with difficult people

You know how it is. You have been to training and you know that you are supposed to do. You are supposed to listen. You are supposed to be empathetic and develop a relationship. That is great in theory, but what about with a difficult person. 

This is How to Work with a Difficult Hard Bargainer

What is a difficult hard bargainer and how can you possibly work with such a person? We all run into folks like this at times. This can cause frustration and consternation. Do we take the time to explore what is behind this negative approach? Should we? How would we do that if we did? How can we work with them?