Thoughts and Insights by Michael Gregory

Negotiations

key words associated with coach, advising, motivation, teaching etc.
February 11th, 2019

What should you look for in a negotiation coach?

All too often we try to do things by ourselves. The old axiom on the American way is that “we should pull ourselves up by our own bootstraps”. Well that may work well with boots, but it takes a village to enhance skills. This is especially true when it comes to soft skills, or what I refer to as the critical skills.

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?

Puzzle pieces coming together with puzzle piece names of goal, vision, strategy, planning and process
January 7th, 2019

What is the best process when it comes to a negotiation?

Process matters.  Are you a “win all” type negotiator implying win everything at all costs?  That is, you win and they lose.  By contrast, are you a win-win negotiator oriented towards expanding the pie negotiator so that both you and the other party can both do better?  That is focusing on mutual gains.

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.

A ring of 11 different colored human replicas in a circle with all of their feet pointing to the center hub
December 17th, 2018

Collaboration is key to a great agreement

This is common sense, but not everyone has the same amount of common sense.  At the end of this article the Program on Negotiation at the Harvard Law School provides additional commentary on this topic.  What is a great agreement?  Is that one when you win as much as you can?  It can be argued that instead, a great agreement is when both parties mutually create a much better agreement than either would have crafted by themselves.  Think about having a larger pie may be the better outcome for you and the other party than simply having a larger piece or even the entire smaller pie. This concept has been proven time and time again to be the best approach to a truly great agreement.

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.

The shape of a brain with words describing feelings written within the shape
November 19th, 2018

Here are the first three of seven ways to be more persuasive based on neuroscience

What are the influences that persuade us to change our minds? Tali Sharot is the author of a new book entitled The Influential Mind: What the Brain Reveals About Our Power to Change Others . She offers some great ideas. She suggests seven key thoughts on this topic that I found very insightful. I thought you may find these interesting too. 

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.

Clear pool of water with fish swimming near the surface
November 5th, 2018

When should you not be transparent when developing trust?

Trust is critical in a negotiation, mediation or collaboration. Trust can be defined as being straightforward, open, accepting and responsible, but when are times when you should not be open? That is the focus of this commentary.

A cup of coffee with a notepad and pencil
October 22nd, 2018

Does Caffeine Make Us Smarter?

I happened upon an article about coffee that is available at the end of this blog.  That got me to thinking, does caffeine make us smarter?  That depends on a number of things including how we define smarter and some analysis of what caffeine does to our brains.  Having researched this a little further I wanted to share this with you.  

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