Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.
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.
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?
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.
When it comes to organisational buying decisions, many people are involved – formally or informally. How do you go about managing those relationships?
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.