Thoughts and Insights by Michael Gregory

The Business World

Two referees and three coaches body language interaction at a football game
September 16th, 2019

Understand how body language impacts a negotiation

The key elements of words, tone and body language (including facial expressions) have been commented in previous blogs on communication. Keep in mind no one is perfect on interpreting facial or body language, but there are steps you can take to address your own. There are also steps you can take to improve your interpretation and understanding of others. In the commentary that follows insights on body language and facial expressions in negotiations are explored. These can be critical in a negotiation.

A street sign at the intersection of Impossible and Possible with a background blue sky with some white clouds
July 15th, 2019

Does Conflict Resolution Really Work at Work?

Whenever two people are involved with anything, it is only natural to expect that at some point there may be different perspectives that could lead to conflict. This is only natural. We often think if I could make all of the decisions, the world would be a better place. Then we reflect and realize I don’t have all the answers. We need others and we need their ideas. This article focuses on different types of conflict resolution at work.

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?

Two people shaking hands with about 20 small people standing on their arms.
October 7th, 2018

Here are three great ideas to help you in a negotiation

You have read about negotiation. You have practiced techniques. You are prepared. You have researched the other party on social media. You are ready to work on developing a great relationship. You believe you are ready to actively listen before beginning to educate the other party. You are looking for a win-win negotiation so that you can create value. Here are three other items to allow you to step up your game.

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.

Man in a suit pointing to a contract on a white board apparently explaining the commentary and fine print
August 20th, 2018

This is how business advisors help business owners

I met with a business valuer that provides business owners with valuations.  We discussed the ways that business advisors help business owners.  Based on this discussion and follow up from that discussion I wanted to share some ideas with you.

Two women with big smiles with one shaking hands with a man
August 13th, 2018

This is how to enhance collaboration with your team and in a negotiation

Whether in business or in a negotiation, how can you improve collaboration? This can be difficult in business and especially in a negotiation with a difficult party. You have to work to keep your team focused and to help your team to stay focused and keep their eye on the ball. It is important not to be distracted by personalities, negative commentary and other distractions. So what should you do?

Human hand pointing to digital side of face and robot hand pointing to other half of human face
July 2nd, 2018

This is What You Need to Know About Artificial Intelligence in Our Future

It was my pleasure to attend the CTI NACVA conference at Caesars Palace in Las Vegas and hear a wonderful key note by Tim Urban on AI and the future. I wanted to share some of what I took away from his comments that I thought you too would find of interest.

January 15th, 2018

Ten Steps for an Interest-Based Resolution

From the book Peaceful Resolutions a summary of one of the steps to resolving conflict is a free six sided pocket guide (that fits in your pocket).  One of the six sides of the tri-fold pocket guide offers Ten Steps for an Interest-Based Resolution.  This 10 step summary process is elaborated on in this text. 

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