Research by Huthwaite spanning four decades reveals that most people, in most places, negotiate badly, most of the time.

Ensuring that virtual negotiations are effective can be extremely challenging but technology has allowed us to overcome these challenges, or has it?

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.