Thoughts and Insights by Michael Gregory

Man standing on a pedestal of ignorance with plugs in his ears, arms crossed and not listening
May 6th, 2019

This is how your bias impacts negotiations and conflict resolution

Cognitive bias is defined as “a systemic error in thinking that impacts one’s choices and judgments”. We are all shaped by our experiences good and bad. We learn from these experiences. However, we can also reinforce, learn from others, and teach ourselves things that are not true. When that happens, our thinking is impaired. This article focuses on how cognitive bias negatively impacts serious negotiations and conflict resolution. The article also offers what we can do about it.

April 29th, 2019

Overcome potential conflicts before the next economic downturn by building collaborative relationships now

The Harvard Business Review (HBR) is suggesting now is the time to plan for the next economic downturn. Leading economic indicators are pointing downward. When an economic downturn takes place and you are in the thick of it, you will need to focus on tactics and day to day operations.  Now is the time to plan, be proactive and collaborate with key stakeholders.

central character surrounded by words of service, quality, efficiency, reliability and customer
April 22nd, 2019

This is how to build trust in a negotiation

Trust is a two-way street. Trust can be built and trust can be earned. This article focuses on how you can both build trust and earn trust in a negotiation.

A business person holding a card that states "terms and conditions"
April 15th, 2019

Negotiating a Covenant Not to Compete as an Employee

A tough negotiation between an employee and his or her employee can seem like a one-way negotiation when the employer says sign this.  After all the employer may approach the employee with a covenant not to compete as a take it or leave it situation. In this scenario the employee may feel that he or she has little choice.  The reality is that may be true on the one hand. On the other hand, there are a host of things to consider and ways to provide constructive feedback.  Some key negotiating topics for consideration are presented here for consideration.  This can be made into a win-win scenario when needs are addressed and each party listens to the concerns of the other.

Four quadrants with business elements such as people together and a chart showing growth
April 8th, 2019

When is the right time not to negotiate?

There are times when it is appropriate to negotiate and times when it is not appropriate to negotiate with another party. This article explores this issue and provides you with some questions to think about before entering into a negotiation.

A hot tub
April 1st, 2019

Hot Tubing with the IRS in U.S. Tax Court on Valuation Cases

Over the last few years the U.S. Tax Court has been experimenting with “hot tubbing” experts [concurrent witness testimony] on cases so that the U.S. Tax Court Judge can informally sit with the experts and ask questions. The commentary that follows considers an application of The Collaboration Effect TM to this situation.

A diverse group of business people standing as a young white male reaches across the table and shakes hands with a young African American female.
March 25th, 2019

This is how to close a deal in a negotiation

The Collaboration Effect TM enhances relationships, resources and revenues. It incorporates connecting relationships, actively listening, judiciously educating and negotiating closure. This article focuses on negotiating closure.

A judge in a robe with the balance of justice scales in the background
March 17th, 2019

Educate judiciously to take advantage of The Collaboration Effect

The Collaboration Effect TM enhances relationships, resources and revenues. It incorporates connecting relationships, actively listening, judiciously educating and negotiating closure.This article focuses on judiciously educating.

A wild deer head and neck visible in the photo with ears up attentively listening
March 11th, 2019

This is how to actively listen in a negotiation

The Collaboration Effect enhances relationshiips, resources and revenues.

A scale weighing people versus money
March 4th, 2019

When Core Values Are Involved – Negotiations May Be More Difficult

When we are in conflict with others we should not focus on beliefs.

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