Why confidence is key for a successful negotiation outcome

Why confidence is key for a successful negotiation outcome

What do successful negotiators to win the best deals?

Published in Sales Initiative

Having confidence is key for a successful negotiation outcome. Only 19% of negotiators who are unconfident are successful in achieving their targets. And those who feel neutral see an even lower rate of success, with only 16 per cent of them succeeding.

What do successful negotiators do?

In an article Tony Hughes, Huthwaite International CEO, shares insights into what successful negotiators do, with a focus on having and building on confidence. Our research reveals that successful negotiators build confidence through preparation and planning, strategies and tactics, and the use of effective behavioural skills.

However, confidence is not the only key ingredient. So, what do successful negotiators do? In this article Tony goes on to share some further key factors that influence a successful negotiation outcome, such as:

• Asking questions
• Testing Understanding
• The use of Counterproposals
• Avoiding the use of Irritators


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.

Download Report

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By | 2017-10-10T13:04:15+00:00 July 30th, 2015|Categories: Sales, Procurement, Sales articles, Procurement articles|
Tony Hughes, CEO, Huthwaite Group of Companies
Huthwaite's CEO, Tony actively promotes the cause for sales and service excellence, and is part of the judging panels for the National Sales Awards and The National Business Awards. In recognition of his outstanding contribution to Sales and Marketing, in 2010, Tony was presented with the inaugural ISMM Lifetime Achievement Award at The British Excellence in Sales and Marketing Awards.