Resources

For Sale

Agents aren’t necessarily adversaries

8th March 2014

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 [...] READ MORE

Web Design

The colourful truth about working collaboratively

21st October 2014

Birds do it. Bees do it. Even Justin Bieber and Karl Lagerfeld are doing it. Everyone’s talking about collaboration at the moment. Deloitte Access Economics estimates that the ‘collaborative economy’ (the value of greater workplace collaboration) is worth a staggering $46 billion in Australia alone. So much of this talk is focused on using the [...] READ MORE

Feedback

Mind your language: how to give effective performance feedback

25th November 2014

Performance feedback – it’s a phrase almost guaranteed to fill managers and employees alike with a sense of dread. That’s disturbing, but hardly surprising when you consider the negative way in which most feedback in the workplace is delivered. As a learning and development professional who passionately believes in quality performance conversations, I can’t emphasise enough [...] READ MORE

Oil & Water

Emotions and Negotiation – Like Oil and Water?

8th July 2014

Is there a place for emotions in negotiation? People often say, “I’m a professional, feelings don’t matter.” “Good decision-making is objective. Emotions just get in the way.” Or my favorite, as tribute to the Godfather, “It’s not personal. It’s business.” But bets are that you’ve sat in a meeting, fuming on the inside not sure what [...] READ MORE

Builder handshake

Fixed positions, shaky ground

8th December 2013

Negotiation skills training needn’t stop in the workplace. Tyla Locke offers some advice on how to manage conflict at home – read on! Q. I’ve been having trouble resolving an issue with the builder who built my house. The house has structural issues which have resulted in a leaking roof and damage to the walls [...] READ MORE

getting to yes book

Getting to Yes

2nd August 2014

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 [...] READ MORE

No

Moving on from a “No”

11th March 2013

CMA Associate Rebecca Stowe offers this advice on how to manage the dreaded “no” within a negotiation. Read what she has to say here… Q. Sometimes, despite my best efforts to understand a customer’s needs and to come up with creative options, my counterpart rejects even my best offer and decides to go with our biggest [...] READ MORE

Personality

Personality: does it hold the key to influencing?

18th February 2015

‘Personality is everything in art and poetry.’ So said Johann Wolfgang von Goethe, and we know intuitively that this is true. But what about influencing? What is the role of personality in the art and poetry of an influencing conversation? As a facilitator of CMA’s Influence in the Workplace workshop, I often hear this question. [...] READ MORE