Thoughts and Insights by Michael Gregory

Business Valuation

September 11th, 2017

Have a Conflict? Here Are Three Negotiation Strategies for Business Valuers and the IRS

When things go wrong in a negotiation often there is a quick escalation, conflict increases and the two stinky twins of BO (blaming others) and BS (blaming self) become pronounced. What is the result? Escalation, litigation and entrenchment. I want to suggest three ideas for a better way.

August 6th, 2017

Relationship, Trust, IRS and Negotiations

I know as a negotiator one of the most important elements towards reaching an agreement in a negotiation is to build and have trust.  In order to have trust it is important to build a relationship with the other party. This is true in any negotiation, but especially with the IRS.

May 22nd, 2017

Emotional Intelligence and Negotiations

There has been a lot written about emotional intelligence, how to improve it, and why having a stronger emotional intelligence may help in business. However, the implications to negotiations indicate more emotionally intelligent parties may also have greater empathy and be willing to lower their expectations at the negotiating table. So what should you do?

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