Huthwaite’s picks

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...

Dr Janet Curran introduces us to one of the most interesting behaviours that was identified during the original observational research. In Huthwaite we call...

For some, empathy in business is vital, others less so. We consider different types of empathy and learn from expert Daniel Goleman.

Meetings – by which we mean interactions of just about any kind, and of any length or degree of informality – can fail for a number of reasons.

Persuasion is a skill negotiators deploy when they can't agree. Negotiation and persuasion are both crucial to a successful negotiation outcome.

The advent and growth of new technologies and business processes create challenges that sales organisations have to address, which inevitably means the role of...

In 2014 we wanted to find out whether people would easily recognise what effective negotiation tactics and behaviours looked like.