Negotiation

Workplace Negotiations & How to Successfully Navigate Them


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. Negotiations in […]

How to negotiate with suppliers


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 […]

Importance of negotiation skills for manager


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 […]

How to resolve conflict with clients


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 […]

How to develop influencing skills


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 […]

How to Respond to Threats in a Negotiation


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 […]

3 common negotiation tricks – and how to manage them


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. […]

4 (almost devious) rapport-building secrets to transform your negotiations


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 […]

5 things you already know about your next negotiation


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 […]