Procurement articles

Skilled negotiators: It’s all about behaviour

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?

By | 2017-10-10T10:35:44+00:00 April 26th, 2016|Categories: Sales articles, Procurement articles|Tags: , |

What do you bring to the negotiating table?

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.

By | 2017-10-10T10:36:30+00:00 April 21st, 2016|Categories: Sales, Sales articles, Procurement articles, L&D articles|

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.

By | 2017-10-10T10:37:06+00:00 April 16th, 2016|Categories: Sales, Sales articles, Procurement articles|

Negotiation is a mix of deliberate process and skillful verbal behaviour

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.

By | 2017-10-10T10:40:54+00:00 March 24th, 2016|Categories: Procurement, Sales articles, Procurement articles|

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 | 2017-10-10T12:49:32+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 | 2017-10-10T13:00:27+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 | 2017-10-10T13:01:58+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 | 2017-10-10T14:45:21+00:00 April 8th, 2015|Categories: Procurement, Procurement articles|