Archive : Thoughts and Insights by Michael Gregory


July 17th, 2017

An Update on Emotional Intelligence and Negotiations

On May 22, 2017 I provided a blog on Emotional Intelligence and Negotiations.  I have since received feedback and additional information that you may find useful. I wanted to share this with you for you and for you to help your clients, friends and family.

June 19th, 2017

Are you a person that likes or avoids conflict at work?

Conflict at work is a given. Some people enjoy a good debate and discussion with colleagues while others would prefer not to have or be involved with this type of interaction and to avoid disagreements. No matter what these happen at work. So what should you do?

June 12th, 2017

Multiparty Negotiations or Mediations: A look at coalitions, alliances and groups

Negotiations between two parties offer real challenges. When negotiating with multiple parties the complexities increase exponentially. Fault lines can also develop based on gender, race, age, religion, national origin, family status, educational level or other areas. How can these be addressed in a negotiation or mediation?

June 5th, 2017

Negotiating Employee Satisfaction

When negotiating with employees it is important to understand the employee’s interest and concerns. All to often managers assume they know the employee’s needs and wants. The only way to find out is to promote dialogue to discover their interests to ensure you are addressing employee satisfaction appropriately in a negotiation.

May 30th, 2017

What about Those That Threaten You during a Negotiation

In recent blogs I have addressed defensive rules in negotiations, and negotiating with those that don’t care.  This commentary addresses what you might want to consider with those that threaten you during a negotiation.   Threats can take many forms such as threatening to defame your reputation, going to court or walking out of the negotiation.  Regardless, when it happens your amygdala kicks in releasing chemicals and hormones that make you feel like you should fight, flight or freeze.  You only have about 6 to 10 seconds to catch yourself and not let the amygdala hijack your emotions.  This article offers ideas on what you may want to do.

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?

May 15th, 2017

Do Personality and Individual Differences Matter in Negotiations?

Do you believe it is possible to improve intelligence or negotiating skills? If you do or you don’t both matter relative to your mindset. This helps to determine whether you view these items as fixed or capable of growth. This article takes a look at this question, and then explores the impact of self-interest and selfishness, as well as creativity and sensitivity in negotiations.

May 8th, 2017

How to Negotiate with Negotiators That Don’t Care

Not all negotiators believe in fair play and some actually negotiate in “bad faith”. You may be left with the perspective that the other side knows what they are doing is wrong, immoral and not appropriate, but so what? They really don’t seem to care. This can be very frustrating. The question is why and is there anything you can do about it?

May 1st, 2017

Defensive Rules for Negotiations

In negotiations we initially tend to focus on our position, our side, our perspective and our interests. These are in general offensive perspectives. In this article I am going to suggest considering defensive perspectives. This begins with preparation, facts versus perceptions and rephrasing or reframing the other side’s commentary.

April 24th, 2017

What Should You Do to Manage Conflict in the Workplace?

The stats are out there on conflict in the workplace.   So what can you do to help de-escalate others in the workplace.  This blog post provides some insights and recommends another article from the Harvard Law School Program on Negotiation for further reading.