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reframe negotiation requests

How to magically frame your requests to get what you want

4th April 2017

It may seem hard to believe, but the way you phrase your requests can be a game-changer in negotiation. And there’s a huge amount of research to back this up: people, it seems, respond differently to messages simply based on how they’re framed (Tversky & Kahneman, 1981). For example, a 2011 study by Grant and [...] READ MORE

Woman Making First Offer in Negotiation

Should you make the first offer in a negotiation?

23rd March 2017

In our last post, we explored how to make negotiation offers that result in higher value outcomes. But we didn’t discuss the vexed, long-debated question of who should make the first offer in a negotiation. Let’s explore it. Drop anchor Question: Did Gandhi die before or after 140 years old? If you said ‘before’, you’re [...] READ MORE

Building Rapport at a Salary Negotiation

4 (almost devious) rapport-building secrets to transform your negotiations

21st February 2017

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 [...] READ MORE

Building Rapport at a Salary Negotiation

The communication tactics you won’t believe will improve your next salary negotiation

2nd February 2017

While some people think of negotiation as an aggressive, fight-to-the-death battle from which only one winner can emerge, there’s an ever-growing body of research showing that collaboration – not competition – leads to better, win-win outcomes for everyone. But how do you get your counterpart to collaborate with you? Let’s say you’re negotiating your next [...] READ MORE

Women in Salary Negotiation

Two surefire ways to boost your persuasive power in your next salary negotiation

20th December 2016

The power to persuade is useful in plenty of situations. Sales presentations, supplier transactions, team meetings… just to name a few. And there’s one context in which your persuasive power can have an especially large impact for you personally: your next salary negotiation. The good news is that the ability to influence others isn’t inborn. [...] READ MORE

things you already know

5 things you already know about your next negotiation

27th June 2016

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 [...] READ MORE

conversation with a hot drink

How a cup of tea can improve your negotiations

26th May 2016

Wouldn’t it be great if we could improve the way someone is feeling toward us before a negotiation, without them even knowing that we’re doing anything? It turns out that there is something we can do, and it could be as simple as offering a cup of tea. It may sound like an old fashioned way of solving [...] READ MORE