The lost art of deal-making

If you want a career in the City, you’ll need to be a good negotiator. It’s a skill that pops up again and again.

By | 2017-09-05T09:06:41+00:00 February 2nd, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|

Jennifer Aniston, Friends and collective bargaining

You may find the title of this article intriguing. What connection could there be between Jennifer Aniston, star of the hit television series Friends and collective bargaining?

By | 2017-09-05T09:12:17+00:00 October 1st, 2015|Categories: Sales, Procurement, Sales articles, Procurement articles|

How to optimise your organisational buying decisions

When it comes to organisational buying decisions, many people are involved – formally or informally. How do you go about managing those relationships?

By | 2017-09-05T09:14:30+00:00 September 8th, 2015|Categories: Procurement, Procurement articles|

Why confidence is key for a successful negotiation outcome

Having confidence is key for a successful negotiation outcome. Only 19% of negotiators who are unconfident are successful in achieving their targets. And those who feel neutral see an even lower rate of success, with only 16 per cent of them succeeding.

Why training that confers knowledge and theory without altering ability is pointless

Particularly in the sales business, an improvement in the observable skill with which a thing is done will have an equally observable impact on the personal and corporate outcome. Huthwaite's Director of Sales David Freedman explains.

Messages sent / messages received – the impact of understanding in negotiation

A key part of communication in negotiation is understanding the difference between messages sent, i.e. what you think you are saying to the other side, and messages received, i.e. how the other side perceives what you say.

By | 2017-09-05T09:17:34+00:00 April 8th, 2015|Categories: Procurement, Procurement articles|

Achieving negotiation success through trading

A key point about trading is that, for negotiation success, effective negotiators know at any point in a negotiation the value of what they have given away and the value of what they are getting in return.

By | 2017-09-05T09:20:20+00:00 March 25th, 2015|Categories: Procurement, Procurement articles|

SKF – achieving mutually rewarding deals by raising the perceived value of their propositions

SKF saw the opportunity to create more mutually rewarding deals through the raising of the perceived value of their propositions. Here's what they did and why they did it.

By | 2017-09-05T09:20:32+00:00 March 18th, 2015|Categories: Sales, Procurement, Sales articles, Procurement articles|

Are counter proposals a viable negotiation technique?

Dr Janet Curran discusses counter proposals and the importance of verbal behaviours in bargaining.

Being a people person – common sense or learnable skill?

What makes the simple day-to-day task of dealing with other people so full of traps and obstacles that turn a straightforward conversation into a tedious, confused or downright argumentative one?