Archive : Thoughts and Insights by Michael Gregory


April 10th, 2017

Fairness in Negotiations with the IRS

When working with the IRS recall that one of your rights in the IRS Taxpayer Bill of Rights  (#10) is for the system to be just and fair. This article discusses this issue related to a recent business valuation case to resolve an issue.  Stay positive, remain professional, focus on the facts related to the issue, listen to understand the IRS representative's perspective and work to resolve the issue. 

Negotiations taking place in a boardroom.
April 3rd, 2017

The Importance of Relationships in Negotiation

Before beginning or even entertaining a negotiation, thought should be given to understanding the other party, a social media search, building a relationship, listening to the other party and educating the other party.  These are all elements that are needed before beginning the actual process of negotiating to enhance the chances of success.

March 6th, 2017

Understanding and Using Different Negotiation Styles

Reading “Understanding Different Negotiating Styles” by Katie Shonk from the Harvard Law School Program on Negotiation blog, it struck me that I wanted to share with you another way to look at negotiating styles other than the way these were explained.   She categorizes negotiating styles as individualistic, cooperators, competitives, and altruists and she offers some interesting statistics.  She has some very good insights and I recommend her article, however, I want to present some information for you from a different perspective.

A difficult child.
February 13th, 2017

Dealing with Difficult People

A common concern identified by participants from the 18 evaluations I received indicated a need to address “Working with Difficult People.”

Someone exhibiting the stress of stonewalling
January 16th, 2017

How to Overcome Stonewalling in a Negotiation?

Yvette Erasmus, PsyD LD asks a question about stonewalling and then provides some very good ideas from neuroscience. Stonewalling is “when the listener withdraws from the interaction, shutting down and closing themselves off from the speaker because they are feeling overwhelmed or physiologically flooded.” So what does Dr. Erasmus suggest to bring the conversation back on course?