Thoughts and Insights by Michael Gregory

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.

Here are the last four of seven ways to be more persuasive based on neuroscience

The first three ways to be more persuasive base on neuroscience were presented in this blog on November 19, 2018. Given the length of the blog here are the last four for closure. Enjoy! What are the influences that persuade us to change are minds?  Tali Sharot is the author of a new book entitled The Influential Mind: What the Brain Reveals About Our Power to Change Others that offers some great ideas.  She suggests seven key thoughts on this topic that I found very insightful that I thought you may find interesting too.  Here are the last four:

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. 

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.

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.

This is how to make your life amazing

From the bestselling author, Eric Barker, Barking up the Wrong Tree, I wanted to share with you his blog on This is how to make your life amazing: In short he offers these five points for your consideration: “"Career Wellbeing": Be engaged. Use your strengths. Hide from your boss. "Social Wellbeing": Spend time with the good people, not with the bad people. "Financial Wellbeing": Usually it's not about how much you have, it's about how you feel about what you have. Increasing the prior two factors prevents you from negatively comparing yourself to others. "Physical Wellbeing": Exercise, eat right and get your sleep, obviously. As we all know in our heart of hearts, feeling sexy is important. Restaurant choices can matter more than food choices. "Community Wellbeing": Helping others helps you. Therefore, helping me helps you. Why don't you call more often?

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.  

Here are three great ideas to help you in a negotiation

You have read about negotiation. You have practiced techniques. You are prepared. You have researched the other party on social media. You are ready to work on developing a great relationship. You believe you are ready to actively listen before beginning to educate the other party. You are looking for a win-win negotiation so that you can create value. Here are three other items to allow you to step up your game.

This is how to close the deal in a negotiation

In some negotiations it seems like the deal will never close. This can be a technique used by one side to wear down the participants of the other side, it could be the result of factors beyond the control of participants or something else that you may never know. This commentary addresses such a situation, when you need or want to close the deal and the other side does not. What should you do? This article addresses this question.