A large portion of our adult lives are spent at work. We’re often interacting with others. In many cases without realising we’re negotiating. We may be discussing salary increases with our manager, trying to reach agreement on project timelines with colleagues and/or negotiating contract terms with clients. These are all workplace negotiation examples. Want to […]
There’s no doubt about it, times are changing. With increasing market volatility, uncertain political environments and the impact of climate change the world around us is changing at a rapid pace. This is no different in the business world. Organisations are constantly adapting, re-calibrating, planning and reacting to forces seemingly out of their control. These […]
What is negotiation? The term “negotiation” covers a huge range of activities. An obvious example is two lawyers talking (or writing) to each other on behalf of their clients to try to resolve a legal dispute – or to strike a deal for the acquisition of one company by another. A personal example is buying […]
Client relationships can at times be the most challenging relationships to navigate. They rely upon constant communication, can change quickly and are embedded with high levels of expectation. Despite our best efforts, they don’t always go to plan. And without continual transparency can result in conflict. Conflict, in the course of a client relationship can […]
Some people seem to be born with it. An innate ability to persuade others with fervour and ease. Whereas others struggle to gain buy-in for their ideas or proposals. What the difference between these two types of people? Why is it that one person can influence effectively, and another cannot? Is one’s ability to influence […]
You know the feeling. It’s a combination of disappointment, frustration, and nerves. Your palms might feel sweaty, perhaps you can’t quite find the words to respond. Your counterpart, with whom you were casually negotiating mere minutes ago, has dropped a bomb. You’ve just been threatened in your negotiation. Cue the adrenaline. Your fight or flight […]
You might be an ethical, well-intended negotiator who’s always aiming for win-win outcomes. But let’s not be naïve: not every person you encounter will have the same mindset. Sometimes, perhaps more often than you’d like, you’ll come up against underhanded negotiation tactics designed to knock you off balance and pressure you to accept less-than-perfect deals. […]
When you think about factors that could impact your next payrise, your performance, presentation and punctuality might come to mind. They’re important elements of many jobs, but there’s a lot more to a successful salary negotiation. In our last blog we explored how the power to persuade can improve your negotiation outcomes. Now let’s look […]
Negotiations aren’t just about offers and counter-offers. The state of your connection with your counterpart can make all the difference to how things turn out. That’s why rapport building is critical. It helps to create a collaborative dynamic that’s more conducive to achieving high value outcomes. But how do you build rapport effectively? Here are […]
At CMA, we spend a lot of time with people assisting them to prepare for their negotiations. A frequent refrain is, “But I never have enough time to prepare.” This may be true, and there are certainly going to be times when you don’t have as much time as you would like to prepare for […]