Negotiation is a mix of deliberate process and skillful verbal behaviour

How to negotiate effectively

Published in ILM

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.

In an article David shares a few quick insights into:

  • preparation and planning before a negotiation
  • power in a negotiation
  • having a fallback position
  • avoiding counter proposals
  • sharing your feeling with the opposite side
  • argument dilution.
View article

Download our benchmark study of some of the world’s largest organisations. Discover their top ten factors for negotiation success. This report is important reading for anyone evaluating their company’s negotiation capability and / or considering a skills improvement programme.

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By | 2017-10-10T10:40:54+00:00 March 24th, 2016|Categories: Procurement, Sales articles, Procurement articles|
David Freedman, Director of Sales
David is Huthwaite's Director of Sales. He is a Fellow of both the Institute of Sales Management and of the Association of Professional Sales, sits on the Management Consultancies’ Association Council and is former Chairman of the Chartered Institute of Public Relations MarComs group. He speaks all over the world, from conferences and exhibitions including World of Learning, SAMA, APMP and many international business organisations. He has also been on the judging panels for the National Sales Awards and the National Business Awards.