"Turning Adversaries into Partners" is Part III of William Ury's book, Getting Past No: Negotiating in Difficult Situations (New York: Bantam, 2007), pp. 157-171. I strongly encourage you buy and seriously study Ury's book. Ury says the theme throughout your negotiation is to "...treat your opponent with respect-not as an object to be pushed, but as a person to be persuaded. Your goal is not to … [Read more...]
Welcome to the Gregory Negotiation Report
"The purpose of the Gregory Negotiation Report is to help attorneys become better attorneys and more effective negotiators."
Attorney & Mediator
We have all heard clients say, "That is not fair." The typical response when a lawyer or mediator hears "It's not fair" is to say, "Fair is what happens in Dallas in October with Big Tex and the Texas Star Ferris Wheel, you need to be concerned about what is acceptable rather than what is fair." I even wrote an article once entitled, Don't Use the "F" Word. However, the customary response is not … [Read more...]
Positions are statements about what a party wants. Interests are the underlying reasons, values, desires and goals that that give rise to a position. The basic problem in a negotiation lies not in conflicting positions, but in conflicting interests. "Interests motivate people; they are the silent movers behind the hubbub of positions. Behind opposed positions lie shared and compatible interests … [Read more...]
Two important cases involving TRS retirement benefits and a Mediated Settlement Agreement The Texas Supreme Court case of Holmes v. Kent, 221 S.W.3d 622 (Tex. 2007) (citing Tex. Gov't Code sec. 824). FACTS: Before Wife retired, she elected to take an optional annuity under TRS and named her Husband as beneficiary so that upon Wife's death, Husband would receive TRS retirement annuity payments … [Read more...]
Effective negotiation is not a shoot from the hip, fly by the seat of your pants activity. Effective negotiation requires preparation and acquired skills, but few lawyers have ever learned the techniques and strategies of effective negotiation. Many negotiations are haphazard, without adequate preparation. Preparation is the key to success of any endeavor. I call it TTTP: Timely, Thorough, … [Read more...]