Thoughts and Insights by Michael Gregory

Defining the Competition is Important for Collaboration

Having read this

How Can You Use BATNA: Even with the IRS?

BATNA is the Best Alternative To a Negotiated Agreement. So, what is that?

The Power of Thank You in a Negotiation

Being polite and paying attention to social norms is always important, but especially in a negoti

How can older generations partner with new entrants to the work force?

Looking at younger millennials entering the work force this is what older millennials, generations X’rs and baby boomers can do to enhance communication, understanding and effectiveness. Why?  To train and retain top quality talent and have better relationships and  negotiations.  As a person that focuses on conflict resolution and collaboration I want to share some insights with you that addresses this question.

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.

This is how to collaborate with difficult people

We all have to work with others we find difficult to work with at some point.

Profitability and Timing – This is why they matter

I recently finished the book, When, The Scientific Secrets of Perfect Timing, by Daniel H. Pink and then I conducted some additional research on this topic. The commentary that follows is put together in an effort to help you think about timing and how this can impact your and others’ stress and productivity. It also has a direct impact on the bottom line. This also ties into my primary focus on overcoming conflict with collaboration.

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.

This is how to negotiate and motivate millennials

This article focuses on some basic elements that have proven successful and are forcing businesses to change how they hire, train and retain top talent. Millennials are driven to succeed when they are treated with respect, with an employer that is focused on its workers, with management is transparent and most importantly when there is a collaborative environment. It’s not that complex, but it takes effort to make these things happen. It doesn’t just happen.

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.