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 […]
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?
Negotiation is not just a discrete process but an intrinsic part of many aspects of practice. Realising this allows negotiation to become an assessable and transferable corporate asset.
Most of us have negotiated to buy a car at least once in our lives. It can be an exhilarating and somewhat daunting experience. Traditionally, men have been perceived (whether true or not) as having the upper hand in the car negotiation stakes. But is that true today? Let’s find out. What the research says… […]
In a previous post, we discussed why you should make the first offer in a negotiation. But what should you do if they get in first and make the initial offer? The advice here is short and simple: always counter their initial offer before striking a deal. The power of countering This might come as […]
Power in negotiation depends on perceptions. If you perceive your counterpart as powerful, they’ll often be able to exert more influence over you. But what if that ‘power’ isn’t real? What if it’s deliberately fabricated to intimidate you into conceding to their demands? The best negotiators can effectively manage these intimation tactics. But, to do […]