Huthwaite International’s latest research has identified five golden rules of effective coaching. Head of Thought Leadership, Dr Janet Curran, shares the key findings.
Everyone recognises how vital the negotiation process is as part of Brexit and establishing a stable government from a hung Parliament. But how many people have yet to realise the implications for their own businesses?
Ensure a successful negotiation outcome with these 10 key behaviours and strategies.
Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.
There are two basic ways to challenge – you either push your alternative ideas at another person, or you ask them questions to challenge their thinking.
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.
How can salespeople work better with procurement departments to improve both their own sales success and procurement’s standing and leverage in the business?
Many professionals are fearful or uncomfortable with challenging their business. But it can be a highly effective strategy. Here's why.
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.