How can procurement adopt behaviours more appropriate for the needs of contemporary negotiation?

In this article Ian Newall examines a group of behaviours that we at Huthwaite have termed ‘Low Reacting’.

Why transports businesses may struggle with effective negotiation and why they need to address it.

Ali Morris speaks to GHP about the way the industry sells and negotiates, and the key skills everybody needs.

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.

Retail hails sales, but procurement sees a fail.

Huthwaite International has carried out extensive research studies into what makes an effective negotiator. Find out more.

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?

Huthwaite research suggests that most people, in most places, get the skill of negotiation wrong, most of the time. This is both costly and avoidable.