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.
In part 2 of this report Ian Newall examines a group of behaviours that we at Huthwaite have termed ‘Low Reacting’. Our research has demonstrated that sellers are usually rattled when facing a Low Reactor.
Why transports businesses may struggle with effective negotiation and why they need to address it.
It’s an age-old challenge; how do you get somebody or something to do something that you want them to do? David Freedman explores models of motivation and why helping corporate buyers will boost your deal-making success.
Ali Morris speaks to GHP about the way the industry sells and negotiates, and the key skills everybody needs.
There’s plenty to go wrong in even the most trivial negotiation. And in the big, important ones, mistakes can be costly and very difficult to unravel. Huthwaite's Head of Sales, David Freedman discusses why skill and knowledge are a better insurance policy than trusting to luck and native cunning.
Negotiation is something that never seems to be out of the news, or out of our lives. What are the secrets of doing it well?
Huthwaite research suggests that most people, in most places, get the skill of negotiation wrong, most of the time. This is both costly and avoidable.
How INVISTA took a flexible approach to improve their negotiation skills and value-sell LYCRA® fibre
How global polymer and fibre specialist INVISTA took a flexible approach to improving negotiation skills and value-selling LYCRA® fibre and other speciality apparel lines.
Successful negotiation, whether for a massive sale, settlement of an industrial dispute, or agreement of commonplace but important workplace issues, is a careful mix of deliberate process and skillful verbal behaviour. Both are rooted in best practice, and both can be learned.