Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.
In a video testimonial Atkins Global share their story of achieving sales excellence from a SPIN® implementation to 400 people.
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.
Making long distance business relationships work can be extremely challenging but technology has allowed us to overcome these challenges, or has it? We may think that technology can fix everything but as many organisations have learnt, the move towards virtual can equally add complications if not managed effectively.
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.
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!