relationship

orange-illustration

Relationship maintenance: The heart of supply chain management

31st March 2006

If you are a manager of supply contracts – whether from the supplier or the customer side of the fence – you might well lie awake at night trying to work out how to remove people from the picture. After all, so many contract performance issues can be traced back to “people problems” — poor communication, [...] READ MORE

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

thank you feedback

Don’t spit the dummy: how to respond to critical feedback

18th March 2015

How do you manage your reaction to something that hits you when you’re least expecting it? I was once hit in the stomach with a basketball that I didn’t see coming. It knocked the wind right out of me, and I instinctively yelled: “I’m going to tell my mother on you!” In my defence, I was eight years old and [...] READ MORE

Geelong FC

Driving change: is principled negotiation the answer?

4th November 2015

“Fair prices and minimal drama”: these were the words that caught my attention when I read The Age’s recent article on how a Harvard-based negotiation strategy helped the Geelong and Adelaide Football Clubs negotiate a complex player exchange. Senior executives from both clubs had recently completed short programs on negotiation at Harvard University and were sufficiently inspired that they put the theory into [...] 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

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

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

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

accountant

CPR: the key to soft skills (and saving boring accountants)

3rd March 2015

It was a scathing assessment. Would-be accountants might be good with numbers, but they lack the soft skills necessary to prosper in today’s business world. That was the parting shot fired by Peter Roebuck upon retiring as head of accounting at the University of NSW. According to an article in the Australian Financial Review, Roebuck said that “Poor [...] READ MORE