tips

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

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

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

driving

Driving lesson: mastering the learning journey

16th July 2015

When was the last time you drove on the wrong side of the road? Not literally, of course. I’m talking about turning off ‘autopilot’ and venturing into unfamiliar territory – in the pursuit of growth and learning. Stanford University psychologist Carol Dweck refers to this as having a ‘growth mindset’, which has been shown to improve motivation and productivity in [...] 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

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

evaluation

If it’s broken, fix it – don’t throw performance reviews away

13th August 2015

It seems that performance review bashing has become the newest sport in human resources. Recent weeks have seen several major Australian corporates announce that they are scrapping annual performance reviews. These announcements are sending some practitioners jumping for joy – after all, plenty of research shows us that no-one like performance reviews. Before we get [...] 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

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