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.
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.
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.