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 […]
CMA Associate Rebecca Stowe offers her advice in response to a recent query on a property purchase: Q. I’m trying to purchase a house, which has been advertised as “private sale” by a real estate agent. The price the vendor has specified seems ambitious, and as a purchaser, I’m keen to pay as low a price […]
How much time does your organization squander? My colleagues and I gathered data about time use at one large company and found that people there spent 300,000 hours a year just supporting the weekly executive committee meeting.
What impact are negotiations having on your business? What kinds of negotiations are most important to Australian businesses and government agencies? What kinds of negotiation-damaging risks are they aware of, and what are they doing to manage those risks? What can they do to become more effective in their negotiations? And what is at stake?
While we have already suggested that feedback is a vital tool in professional development, it is worth identifying some of the specific reasons why feedback is important. The purpose of this paper, then, is to offer a practical and soundly based framework for giving effective feedback.
As mediation continues to gain community acceptance as a legitimate and frequently preferred dispute resolution process, practitioners are investigating some of the subtle influences that contribute to a successful mediation conference.
This article looks at the role of role plays in teaching essential communication skills. Are they a ‘necessary evil’ or a waste of participants’ time? And, if they are necessary, would participants get more value from using scenarios that are factually similar or factually different to their real world context and challenges?