Skilled negotiators: It’s all about behaviour

The secrets of a skilled negotiator

Published in Fresh Business Thinking

Negotiation is something that never seems to be out of the news, or out of our lives. Whether it’s the terms of EU membership, the future of UK steel, the forthcoming US electoral conventions or the latest deal we’re trying to conclude with a customer or supplier, the word is on everyone’s lips these days. What are the secrets of doing it well?

In this article we step inside the meeting room and see how being a skilled negotiator works in practice. Find out how:

  • to demonstrate to the other party that we are really listening
  • to easily uncover strategic objectives
  • to avoid causing irritation to the other side
  • expressing feelings can be used to your advantage

These are all things we need to emulate before we can call ourselves a nation of skilled negotiators. Clearly, as so often in life, there’s ground to cover between knowing what works, and making it work in practice.

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