Thoughts and Insights by Michael Gregory

Negotiations

A hand holding up three fingers
January 20th, 2020

The Power of Three Related to Negotiations, Leadership and Motivation

We have been taught from an early age to think in threes. ABC, 123, three little pigs, three blind mice, three musketeers, gold-silver-bronze etc.  When we go to the store if we have only have three items to pick up, we likely don’t need to write them down or bring a list, but with four or more we probably should. Regarding the rule of three this article wants to present three applications of the rule of three associated with negotiations, leadership and motivation.

Tax type papers, coffee cup and calculator on a destk
January 6th, 2020

Token Concessions and Counteroffers in Negotiations with the IRS on Business Valuations

When you think of negotiations, do you think about the IRS? With all of the negatives on TV about the big bad IRS it is important to realize they are people with a job to do, and they are indeed people. As with any organization there can be zealots that are over the top. Depending on your experiences you may have met one, and that person may have set your bias on the IRS. However, the vast majority of IRS examiners are reasonable people. if you are open to resolving issues with the IRS, here are two key elements to consider. Before proceeding, reflect and remember your ethical principles and values to be true to yourself. If what you want to do is do the right thing, do what it takes and have closure these ideas can help you with the IRS. Let’s look at token concessions first.

Darth Vader with a lightsaber ready to strike
December 30th, 2019

Addressing revenge in negotiations

Most people understand each other’s positions and often the interests of each other. The hang up can instead relate to other issues such as personalities, values, history and other elements not directly related to the conflict. In these types of conflicts, the desire for revenge, getting even and even hurting the other person can be stronger than the desire to resolve the issue. There are three things to consider in these types of negotiations. These are considering interests and values separately, engaging with each other to build a positive relationship and working to reconcile differences.

Four hands fist pumping success
December 23rd, 2019

This is how to apply collaborative leadership to negotiations

Collaborative leadership is all about giving employees a voice, a chance and autonomy in decision making.  But how does this work in negotiations? Employees want clear expectations and they want to know what is expected of them. This takes explicit delegation.  This article looks at explicit delegation related to negotiations and presents three elements that could derail the process.  Taking these into account can make a real positive difference in a negotiation.  If you have employees working for you and they have to negotiate with others, this is directly on point. If you have to negotiate on behalf of your employer with others this is directly on point for you too.

An entry to a circular maze
December 2nd, 2019

This is how to avoid conflicts in a family business around succession planning

It can seem like a maze when addressing conflicts in a family business. Running a business is hard and complex. Running a family business increases the potential for conflicts even more. Finally, when considering the next step around succession planning the stress level can really go up. That’s why many avoid the situation. With so many businesses in this situation this article focuses on common issues to consider when transferring a business to children. 

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.

Storm clouds gathering
September 9th, 2019

This is how to deal with difficult people and negotiations at work

There are times at work when you have to deal with difficult people and negotiations at the same time. Sometimes you have to deal with difficult situations and negotiations at the same time too. This commentary explores sources to provide you with tools you can use to prepare for and address these types of conflicts.

Man in suit sitting at desk looking at phone and texting
September 4th, 2019

What about texts in negotiations? What do you think?

You may think texts are for the young and new entries into the work force. You may think texts don’t belong in a work environment. On the other hand, you may think texting is perfectly normal. It is a way of life. It is a way to get to the point with another person quickly.

golf clubs set up at the practice range
August 19th, 2019

What questions should you ask when preparing for a valuation discussion with the IRS?

This article addresses how to prepare and what questions to ask when involved in a facilitation, negotiation or mediation with another party. The focus here is on a business valuation issue with the IRS.  Preparation is key. Conducting a mock interaction ahead of time can be extremely valuable. 

7 avatars of employees with diverse backgrounds
August 5th, 2019

Tailor made negotiations with employees

Every workplace has its own culture. Some involve greater or lessor degrees of negotiation between employer and employees. Employees tend to want to negotiate personal solutions. Examples are adjustments to schedule, travel, training, developmental assignments, and other similar areas.  These are individually or group based. In all instances these are issues important from the employee’s perspective.   How should these be handled?

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