What do you bring to the negotiating table?

Verbal behaviours for successful negotiation

Published in CITY A.M.

Five tips for the negotiating table

Huthwaite research suggests that most people, in most places, get the skill of negotiation wrong, most of the time. This is costly. Sales people leave potential profit on the table. Buyers don’t get the best supplier terms. Colleagues from different departments fall out over resource allocation or project priorities. It needn’t be like this. We know that there are learnable and measurable verbal behaviours that can be the difference between success and failure at the negotiating table. Our research has confirmed that people know which behaviours they should use, but still don’t use them!

In this article, David shares five tips for the negotiating table to make your encounters more effective.

  • Do your homework the right way round
  • Ask more than you tell
  • Don’t be afraid of your feelings
  • Don’t be irritating
  • Counterproposals can be counterproductive
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By | 2017-06-02T11:25:00+00:00 April 21st, 2016|Categories: Sales, Sales articles, Procurement articles, L&D articles|
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.