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GREGORY NEGOTIATION REPORT
September 2011
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Gregory Family Law, PC ~ Client Centered Dispute Resolution, Mediation, Arbitration & Negotiation
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Welcome to the first Gregory Negotiation Report ~
 The purpose of the Gregory Negotiation Report is to help lawyers become better negotiators. Lawyers are negotiators. Lawyers negotiate all the time, with clients, opposing counsel, judges, arbitrators, mediators, court staff, office staff and family members. To be a better negotiator is to be a better and more successful lawyer. Sincerely,
Mike Gregory
Gregory Family Law |
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Effective Negotiation
 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, Thoughtful Preparation. Negotiation experts all focus on the importance of preparation. Martin Latz says the following: "What is the most universally ignored but most effective negotiation tool? Preparation. Most people fail to sufficiently prepare. Renowned UCLA basketball coach John Wooden said: 'Failing to prepare is preparing to fail.' He's right." Gain the Edge! Negotiation to Get What You Want, p. 5 (New York, St. Martin Press, 2004). Abraham Lincoln said, "If I had eight hours to chop down a tree, I'd spend six sharpening my axe."
William Ury joins Martin Latz and says, "The secret of effective negotiation is that simple: prepare, prepare, prepare. Most negotiations are won or lost even before the talking begins, depending on the quality of preparation. People who think they can 'wing it' without preparing often find themselves sadly mistaken. Even if they reach agreement, they may miss opportunities for joint gain they might well have come across in preparing." William Ury, Getting Past No, p. 16, (New York, Bantam, 1991).
David A. Lax and James K. Sebenius remind us that all negotiating parties and lawyers care deeply about the outcome of the negotiation and then state, "Unfortunately, when it comes to negotiating success, caring deeply doesn't make the difference. Only effective preparation and focused action make a difference." 3-D Negotiation, p.18, (Boston, Harvard Business School Press, 2006). According to Lax and Sebenius, "The very first part of preparation is understanding what you're really up against." You must know where you want to go, your interests and your counterpart's interests and the barriers that stand between you and the deal you want. You must determine your destination and map backward on how to get there. 3-D Negotiation, pp. 18, 19. William Ury also states, "Unless you know where you want to go, you're unlikely to get there." Getting Past No, p. 17. John F. Kennedy said "Efforts and courage are not enough without purpose and direction."
Negotiation Tip: The first pancake is never the best. A "perfect" pancake takes preparation and practice and more preparation and practice.
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Click Here to Request an Appointment or View Mike Gregory's Mediation Schedule?
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Mike Gregory has fully dedicated himself to the full time practice of family law mediation and arbitration. Lawyers have said that Mike does a masterful job as a mediator. With over 40 years of experience, Mike has the skills necessary to mediate and negotiate all of your family law needs from sensitive children's issues of custody, support and parenting time to complex property issues. Mike will remain neutral and work hard to settle your case. He provides family law consultation and negotiation consultation. He has individual qualifications as a trained mediator, arbitrator, and collaborative lawyer.
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Have Mediation Will Travel
Mike Gregory is an effective mediator and negotiator, who connects well with lawyers and their clients by listening, understanding and building trust. He offers mediation, negotiation consultation services and collaborative law.
Gregory Family Law, PC
4524 Coyote Point, Denton, TX 76208-3237
Phone: 940-387-1600 ~ Fax: 940-387-2173
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