Huthwaite’s picks

Discover the correlation between changing behaviour and a change in results.

Demonstrating proof of consistent, sustained & contemporary return on investment, we share one of hundreds of client success stories of how SPIN® has made a...

Scientists, engineers, medics, lawyers, doctors, accountants and their professional brethren have spent many years training to become experts in their field.

A key part of communication in negotiation is understanding the difference between what you think you are saying and what the other side understands.

A key point about trading is that, for negotiation success, effective negotiators know at any point in a negotiation the value of what they have given away and...

Discover why salespeople often fall back on talking about product features. Learn how your team can start to uncover, develop and align customer needs.

A counter-proposal is often used in negotiation. Learn what it is, when to use this approach, and how to make conditional proposals.

One of the more surprising findings from Huthwaite’s original observational research was the fact that skilled negotiators expressed their feelings more than...

The acid test of an effective negotiation is the durability of the deal. In large, complex negotiations deals that can stand the test of time are going to be...