CMA says...
Getting to Yes
Friday, 23 April 2010 00:00
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.”
Stakeholder management
Tuesday, 23 February 2010 00:00
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."
Reflections on a recent negotiation
Tuesday, 19 January 2010 00:00
I am in the process of organising my wedding , and recently had an interesting negotiation over the final contract with our preferred photographer.
CMA launches an exciting new look
Monday, 07 December 2009 00:00
Today, CMA is excited to launch a brand new look! We developed a new brandmark and visual identity to reflect our personality, and a new tag line – “Negotiate. Influence. Achieve.” – to capture our continuing specialisation in negotiation and influential communication, and to highlight our focus on achieving results.
GTY Melbourne – last for the year!
Monday, 30 November 2009 00:00
Our next Getting to Yes negotiation skills course in Melbourne is in December – register today!
+613 9614 0333 