advice

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

garden

Negotiation: learn from the small stuff

7th September 2015

Do you find yourself regularly dealing with minor day to day frustrations?  Or perhaps you have people bringing you endless small problems to solve.  These things certainly seem to crop up a lot for me.  And although I no longer work regularly on major negotiations, I certainly still get a lot of negotiation practice. As I [...] READ MORE

Robots talking to eachother

Should the workplace be an emotion-free zone?

17th November 2015

“Leave your emotions at the door!” This has been the unspoken mantra of the corporate world for so long that it might as well be printed in the induction materials. For many years, I bought into this expectation. After spending five years training my mind in the hyper-rational disciplines of Science and Law, it made [...] READ MORE