Negotiation & Influence:
Skills that make the difference
CMA delivers premium training in negotiation skills and all aspects of influential communication. Drawing on over 30 years of powerful research at Harvard University, we develop skills and systems that make a real difference - including negotiation, influence, conflict resolution, business writing, feedback and coaching skills.
And what sets us apart? In a nutshell, our ability to achieve results for our clients – something we’re very passionate about.
Welcome to CMA.
+613 9614 0333 "I have no doubt that the Hallam Bypass Project was delivered 17 months early and significantly under budget largely due to the enhanced relationships and development of the team with the assistance of CMA…I can’t imagine leading and developing my team and managers without involving CMA."
Trevor Boyd
Project Director, VicRoads
Featured Workshops
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Getting To Yes
Negotiating agreements, resolving disputes
Goes beyond “win-win” by combining ethical and interests-based problem solving with strategies to achieve great outcomes and (where appropriate) build ongoing collaborative relationships
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Difficult Conversations
Discussing sensitive issues and managing conflict
Introduces a powerful framework for approaching difficult conversations and conflicts with more confidence, and in ways that achieve meaningful results.
more info -
Influence in the Workplace
Persuading decision-makers, employees and colleagues
Equips you with the skills to influence and shape outcomes, whether or not from a position of authority. A fundamental leadership skill.
more info
Latest News / Blog
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22nd April 2010
Getting to Yes
When the authors of the classic negotiation text Getting to Yes* penned the advice ‘focus on interests, not positions’, they couldn’t have chosen a simpler way to describe what in practice can often prove challenging.
The guideline ‘focus on interests, not positions’ serves as a powerful remedy to the tendency for negotiators to focus on justifying the adequacy of their offers or demands.
Take for example a demand by a customer for a discount: “We’re looking for a much better deal. When we look at your competitors, it seems to us that your pricing is excessive.” Or a demand by a colleague for more resources: “We’re going to need more time – you’ve been lucky that we’ve got this far at all based on what we’ve got to work with.”
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22nd February 2010
Stakeholder management
The latest edition of The Project Manager includes an article on stakeholder managment, with some insights from key industry figures, including our own Joel Gerschman, senior consultant at CMA. What did Joel have to say?
"The most effective project managers act deliberately and with confidence. To do this, it helps to have a systematic framework for working through the issues."
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18th January 2010
Reflections on a recent negotiation
I am in the process of organising my wedding , and recently had an interesting negotiation over the final contract with our preferred photographer.
Part of the package that they put forward included 100 thank-you cards. We had already organised to get our thank-you cards printed with our invitations, so had no need for this.
Case Studies
Shell Company of Australia
When Shell Australia identified a need to improve their employees’ ability to effectively discuss difficult issues with each other and external stakeholders, they turned to CMA. Working closely with the program sponsors to understand Shell’s culture, operating environment and strategic objectives, we developed a customised workshop and on-the-job tools to maximise learning and application of new skills. The workshop has been delivered dozens of times with great success:
“CMA’s facilitators are engaging and client centric in their approach, and have effectively responded to our organisation’s evolving needs. Shell staff now confidently apply the beneficial skills gained from CMA’s courses, with a tangible and positive difference in the way staff engage with colleagues and clients in ‘difficult conversations’.”
Robert Hart, Manager Shell Learning
Shell Company of Australia