Negotiation

Non-negotiable! Why businesses must negotiate more effectively

Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.

By | 2017-06-02T10:40:06+00:00 December 5th, 2016|Categories: Sales articles, Procurement articles, L&D articles|Tags: , |

Negotiation in the virtual world

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.

What are the appropriate behaviours for contemporary negotiations?

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.

By | 2017-06-02T11:05:43+00:00 September 29th, 2016|Categories: Procurement, Procurement articles, L&D articles|Tags: , |

Appropriate behaviours for temporary negotiations – part 2

In part 2 of this report Ian Newall examines a group of behaviours that we at Huthwaite have termed ‘Low Reacting’. Our research has demonstrated that sellers are usually rattled when facing a Low Reactor.

When it comes to negotiation why knowledge is a better insurance policy than cunning

There’s plenty to go wrong in even the most trivial negotiation. And in the big, important ones, mistakes can be costly and very difficult to unravel. Huthwaite's Head of Sales, David Freedman discusses why skill and knowledge are a better insurance policy than trusting to luck and native cunning.

By | 2017-06-02T11:18:40+00:00 June 29th, 2016|Categories: Sales, Procurement, Sales articles, Procurement articles|Tags: , |

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 | 2017-06-02T11:23:54+00:00 April 26th, 2016|Categories: Sales articles, Procurement articles|Tags: , |