Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.
To create a feeling of collaboration you need to show Support for the other person. This means finding the areas of common ground on which you can both agree. Sometimes, when we hear a proposal or an opinion put forward with which we don’t agree, or we think we have a ‘better’ idea or opinion it is human nature to jump in with giving our own idea or opinion straightaway.
Making long distance business relationships work can be extremely challenging but technology has allowed us to overcome these challenges, or has it? We may think that technology can fix everything but as many organisations have learnt, the move towards virtual can equally add complications if not managed effectively.
Today procurement departments are dealing with all manner of tangible and intangible products. How can they adopt behaviours more appropriate for the needs of contemporary negotiation? We find out.
For anyone involved in learning programmes, how to assess Return on Investment (ROI) is a constant question. If we can’t prove that what we are doing is having a quantifiable benefit then perhaps we shouldn’t be doing it!
Why transports businesses may struggle with effective negotiation and why they need to address it.
One of the key challenges faced by Learning and Development is the change in learning options. However do these changes in the L&D world have an effect on the importance of traditional classroom training? In this article Robin explores some great ways of maximising on the opportunities presented by classroom training.
Learning and development practitioners have long traded on their expertise. But what if that expertise is no longer required or – even if more vital than ever – no longer valued?
Can a sales manager coach? Many would argue not. Conversely can a coach sell? Many do not relish the idea of selling their services. In fact, as Huthwaite's Dr Janet Curran argues, both can benefit from the skills of the other, which are not as far removed as you might think.
Ali Morris speaks to GHP about the way the industry sells and negotiates, and the key skills everybody needs.