Publications and Whitepapers

Smart Negotiating for Women: how to outperform men at the negotiation table

The media are full of stories about the challenges women face in business negotiations. Surveys show again and again that professional women achieve substantially lower starting salaries than their male counterparts.  Current research suggests that there is probably a surprisingly simple fix...  Read on...

Why "Getting to Yes " won't get you there

“Getting to Yes” is one of the most influential books on negotiating ever written, but unfortunately it's seductive message is deeply flawed: it doesn't work reliably in practice.  Find out what you can do to shake the seductive 'win-win mindset' that's stopping you from being more successful...  Read on...

 

Have we got a deal ?

Most senior executives overestimate their ability to negotiate effectively.  In today's highly competitive commercial environment, good intentions are not enough. In the March 2014 edition of The Leader, Dr Matt Lohmeyer discusses the science and the art of negotiation and how to cut deals based on more than just price...  

Learn more... or read the complete edition on the Australian Graduate School of Management (AGSM) website.

Secrets of Negotiation

Ask anyone if they are an above average driver and 83% will say yes. You get the same result when asking about negotiating skill.  Clearly, that just doesn't add up.  Matt Lohmeyer explains the difference between persuasion, haggling and negotiating and examines some of the common mistakes made by negotiators...

Learn more... or read the December 2011 issue of MPA magazine (pp.44-46).