Thoughts and Insights by Michael Gregory

Negotiations

Three figures arguing with various colorful on each image
May 15th, 2022

What does it mean to disagree well?

To encourage collaboration, healthy competition, and overcome conflicts and disputes one technique you can apply is to disagree well. You like many in our society today appreciate monologues that are provided to you by those with whom you agree to reaffirm positions, how smart you are, and how angry you should be with those that do not share that same perspective. The classic example in our society today has to do with reds and blues in our current political environment. Braver Angels offers an opportunity to overcome these differences with dialogue. This is one example of how to disagree well. The commentary that follows addresses the issue of what does it mean to disagree well.

Hand holding a deck of cards
May 8th, 2022

The games people play in negotiations and mediations and how to address them

To avoid conflicts and to help resolve disputes in a negotiation or a mediation it is important to know your Best Alternative to a Negotiated Agreement (BATNA) and to consider the other party’s BATNA in order to work to resolve the situation. Before entering into the situation knowing that if your BATNA is not met you will simply walk away gives you room to exercise your own power. Knowing that you have tried your best to work with the other side, but what has been offered will not be acceptable so you need to move on This article explores how knowing your BATNA and what to consider can help you in a negotiation. It is important to understand why negotiations fail.

Young lady in front of laptop biting her pencil
February 7th, 2022

Stress, health, aging, and conflict what do they have to do with each other and business valuation?

In many professions tight deadlines, being an expert witness, litigation, and other stressors impact your every day. The questions are what does this do to with your health? How does this impact your aging? What about conflicts at work? After some research in these areas here are some great ideas to help you with these issues and a personal insight related to business valuers.

Four yellow smiley face hanging balls about to be hit by a red angry face hanging ball
December 12th, 2021

This is how to manage emotions during a negotiation

We are very emotional beings. When you are in a negotiation those emotions can work for you or against you. If you are compassionate remaining calm, competent, and confident they work for us. If you become defensive, blame others or yourself, or even worse become angry, your negative emotions can take over. When that happens, you will not be thinking clearly. This can undermine your best of intentions. So, how can you make your emotions work for you in a negotiation? In short, prepare by being mindful before the negotiation. When possible, identify your emotional triggers, reinterpret the trigger, alter the emotion, and take appropriate actions. Now let us look each of these areas to make your emotions work for you in a negotiation.

A handshake with a host of small characters above the hands standing on top of the handshake
November 22nd, 2021

How to avoid conflict in negotiations

Understanding the roles and relationships in negotiations is critical for complex negotiations to avoid conflict. By taking the time to prepare each member of the negotiation to understand and fulfill their respective responsibilities is critical. As the negotiation unfolds members can adjust and modify their role as required in a negotiation based on their research and how the negotiation unfolds. There are steps you can take to avoid certain types of conflict in a negotiation. These are explored in this commentary.

October 22nd, 2021

How do you make uncomfortable situations comfortable?

We all must deal with people and stressful situations at work, home, and life.

Key elements associated with a negotiation
October 10th, 2021

To avoid conflict in negotiations here are four ways to offer concessions

In a negotiation it is important to know your own position, your interests, and what you may be w

Two silhouettes of faces looking at each other with various words describing each
September 27th, 2021

Be authentic to connect better with others

Being authentic means being true to oneself.

Man holding up a blank card
September 13th, 2021

How should you counteroffer in a negotiation?

Do you want to be more successful in your next negotiation?  Do you want to know some strategies on how to offer a counteroffer in a negotiation? Some approaches are better than others depending on the situation. This article explores some options for your consideration.

Ethics in the center of a group of other related terms
August 27th, 2021

Ethics and Negotiations - Eight principles to be a better bargainer

Having blogged previously on how to apply ethics in negotiations that commentary will not be repeated here. Rather, having presented Ethical Leadership – Principles and Practices to the Illinois CPAs this past week, upon reflection I wanted to share with you eight principles of negotiation to boost you bargaining skills in various business situations. These eight principles are not in a priority. They are character, reciprocity, publicity, trusted friend, people, advising others, legacy, and planet and greater good. Each of these is elaborated on below.

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