Dive into our blog archives, authored by our in house experts! Scroll below to read their work and deepen your understanding of negotiation, influence, dispute resolution, relationship management, and beyond.
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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. […]
A few months ago I wrote a post about how we are hardwired to be right. In a negotiation, this can lead us to become positional and prevent us from seeing value creating options which would alleviate our problems. It turns out that there’s another problem with needing to be right – it reduces our […]
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 […]
If you’ve ever come across someone who cannot seem to give up on an argument without being ‘right’, there’s a reason for that. And, in fact, the chances are that you may have done this yourself, even if it wasn’t intentional. Being right may be great, but if we are too focussed on being right, […]
How do you know whether you’ve won a negotiation? When we ask our clients what a successful negotiation looks like, they frequently refer to the goal of achieving a ‘win-win’ outcome. But, in reality, we still see a significant number of people approaching negotiation with a ‘win-lose’ mentality. Where does this pressure to win come from? […]
I recently attended a professional development session on workplace conflict. One of the presenters – let’s call him Mark – delivered a 15-minute presentation about his experiences as a junior union representative of a major union. During this presentation, Mark referred on several occasions to the concept of “win-win” negotiations. And when he did so, […]
The theme of this year’s International Women’s Day (8 March 2016) is “Pledge for Parity”. Gender parity is a hot topic in organisations across the world. It is no longer simply a matter of ‘equality of the sexes’. It is increasingly evident that the participation of women in the workforce is an economic issue, with a recent McKinsey report suggesting that […]
Now, I’m a bit of a chocolate lover, so when I saw an article in the Financial Review recently with the words Tim Tam in the headline, I knew I had to read it. It turns out that this article lead me down a very interesting line of investigation into the use of power in […]
It’s official: the “Century of Ideas” has begun. The Turnbull government has come out swinging with its first major policy document: an Innovation Statement. After decades of lamenting the “brain drain”, Australians can now look forward to an era of greater investment and lower risk for researchers and entrepreneurs who invest in the commercialisation of new ideas. The […]
“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 […]