Thoughts and Insights by Michael Gregory

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.

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.

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.

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.

This is how to actively listen in a negotiation

The Collaboration Effect enhances relationshiips, resources and revenues.

When Core Values Are Involved – Negotiations May Be More Difficult

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

Take Advantage of The Collaboration Effect – with Relationships

The Collaboration Effect TM has four elements. These four elements are to build connecting relationships, actively listen, judiciously educate and negotiating closure. These four elements may be intertwined. The key is to address all four areas in roughly the order presented, but making sure to address all four elements for a more successful negotiation. The focus of this commentary is on relationships.

How Can You Foster Inclusion at Work?

In today’s rapidly changing fast paced world what does inclusion mean?  Whether this be ethnic, racial, cultural, class, religious, disability, sexual orientation, gender or generational there is a clear focus on diversity in the workplace, but diversity by itself does not mean inclusion.  This article looks at how to go from simply hiring for diversity to inclusion where everyone feels valued.  

What should you look for in a negotiation coach?

All too often we try to do things by ourselves. The old axiom on the American way is that “we should pull ourselves up by our own bootstraps”. Well that may work well with boots, but it takes a village to enhance skills. This is especially true when it comes to soft skills, or what I refer to as the critical skills.

Defining the Competition is Important for Collaboration

Having read this