Procurement articles

How to challenge effectively – part 3

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.

How to challenge and retain a creative and productive conversation – part 2

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.

By | 2017-10-31T11:02:55+00:00 November 20th, 2016|Categories: Sales, Procurement articles, L&D articles, Marketing articles|Tags: , |

How salespeople can work better with procurement and achieve success for both

How can salespeople work better with procurement departments to improve both their own sales success and procurement’s standing and leverage in the business?

By | 2017-10-10T10:21:25+00:00 November 17th, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , , |

How to challenge your business – effectively. Part 1

Many professionals are fearful or uncomfortable with challenging their business. But it can be a highly effective strategy. Here's why.

By | 2017-10-31T11:01:30+00:00 November 3rd, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , |

What are the appropriate behaviours for contemporary negotiations?

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.

By | 2017-10-10T10:23:43+00:00 September 29th, 2016|Categories: Procurement, Procurement articles, L&D articles|Tags: , |

Appropriate behaviours for temporary negotiations – part 2

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 negotiation skills are crucial in the transport industry

Why transports businesses may struggle with effective negotiation and why they need to address it.

Why helping corporate buyers will boost your deal-making success

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.

By | 2017-10-10T10:28:10+00:00 July 24th, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , |

Selling and negotiating in the Healthcare industry and the skills everyone needs

Ali Morris speaks to GHP about the way the industry sells and negotiates, and the key skills everybody needs.

By | 2017-10-10T10:31:08+00:00 June 30th, 2016|Categories: Sales, Sales articles, Procurement articles, Learning & Development, L&D articles|Tags: , |

When it comes to negotiation why knowledge is a better insurance policy than cunning

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.

By | 2017-10-10T10:31:49+00:00 June 29th, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , |