Thoughts and Insights by Michael Gregory

Will You Make the Right Decision When Deciding on a Contractor?

The point at which the buyer’s lowest price and the seller’s highest point are the same is called the reservation point.  Is that the only thing that matters in a negotiation?  I offer an example from a recent experience with a roofing contractor that I think we can all learn from.

This is Why Emotions Matter in Negotiations

Our brains are 98% and 2% rationale and yet we approach negotiations as if they are to be rationally resolved. This article focuses on your emotions and their emotions and how to address diffusing your and their emotions to focus on facts, issues, feelings and interests to work towards a resolution around particular issues.

This is Why You Need to Negotiate Your Business Career

You are responsible for your own career. Do you think about negotiating in terms of your long term career?  This commentary offers several ideas to consider as you think about what you are doing, what you want to do and how to negotiate not just for today, but for the long term with your career.

This is Why Values Matter in Negotiations

In negotiations the parties have positions and negotiators ask questions to determine interests, but what happens when the real underlying issues resolve around values? As a set of general rules it is a good idea to “consider interests and values separately, engage in relationship building dialogue, appeal to overreaching values, and confront valued differences directly” according to the consensus building institute. The link offers several good examples. I would like to explore these four steps with you regarding a personal situation of mine recently. Keep in mind not all situations have a happy ending.

Negotiations, the Brain and Stress Part II

This is the second blog with Part I having been issued October 23, 2017 at mikegreg.com/blog. Just the thought of negotiations can cause stress. More recent articles from neuroscientists provide some insights on what we can do to address stress proactively before, during and after a negotiation to minimize threats. Last week this blog focused on attitude, preparation and trying to be friendly. This week the focus is on clearing the mind of worry, balance and emotional charged negotiations.

Negotiations, the Brain and Stress Part I

This is a part I blog being offered October 23, 2017  with part II being issued October 30, 2017. Just the thought of negotiations can cause stress.  More recent articles from neuroscientists provide some insights on what we can do to address stress proactively before, during and after a negotiation to minimize threats.  This week this blog focuses on attitude, preparation and trying to be friendly.  Next week the focus is on clearing the mind of worry, balance and emotional charged negotiations. 

What Do You Do When Family Business Negotiations Go Bad?

Working as a mediator and negotiator I specialize in resolving conflicts with the IRS, business to business and within businesses. This article focuses on preventing conflicts within businesses and what to do when negotiations go bad with family members.

Do Personalities Matter in Negotiations?

Personalities do matter in negotiations.  In this blog I look at work completed by Myers and Briggs to help you and to help you with others, and then I offer you three ideas to improve your negotiation skills.  Not everyone can be a great negotiator, but everyone has the potential to improve their negotiation skills

The Power of Thank You in a Negotiation with the IRS

I want to tell you a story about the power of “Thank you” from a recent negotiation I was involved with the IRS and offer this to you relative to your negotiations with the IRS or others. This also ties into what I have learned from neuroscientist about how our brains work and that we are more receptive to other’s ideas when approached positively, warmly and openly.

You Can Effectively Use Framing in a Negotiation

Often in negotiations I find a party (either on my side or the other side) may presents information that is longer in duration, and possibly reflects negatively on an element in the negotiation. Depending on the situation, sometimes I see part of my role to summarize what I have heard and present the commentary in a more succinct and neutral or if possible a positive light. By having alternatives and framing alternatives properly, a negotiation is more likely to come to a more positive negotiation conclusion. It is important to offer manageable offers and to take into account contrasting offers when multiple issues are involved.