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