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Published: Jul 22 , 2016
Author: Ben Byth

Given that we are all aware of the strong links between employee engagement and productivity, it should be no surprise that, at this time of year, we are often asked, “How do I achieve better outcomes from employee salary reviews and EBA negotiations for my organisation?”.

Published: Jul 22 , 2016
Author: Ben Byth

Around this time of year, one of the most common question I get asked as a negotiation specialist is ‘how do I negotiate my next performance and salary review?’

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To Persuade or Negotiate? That is the Question!

So often we are asked – what is the difference between persuasion and negotiation? We observe negotiations, discussions, and arguments with two types of dialogue - persuasive dialogue and negotiating dialogue. Persuasive dialogue is telling, selling, influencing and arguing to win. Negotiating dialogue is trying to discover the positions, constraints and priorities of the other party and also disclosing your own. We are trying to gain understanding in order to then trade on issues. So should I persuade or negotiate?...

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