An image of the author: Dr Janet Curran

About Dr Janet Curran

Dr Janet Curran is a research specialist, verbal behaviour expert and coach. Working with companies around the world she helps them to optimise their performance in key business interactions. Recent projects include evaluating the relationship between sales and marketing, identifying the challenges faced by procurement professionals in building internal relationships, and the critical role of coaching in behaviour change. She is a speaker and a key contributor to the Management Consultancy Association’s Consultancy Buyers Forum.

Is a counter proposal a viable negotiation technique?

Dr Janet Curran

Is a counter proposal a viable negotiation technique?

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

Why sharing your feelings is key to a successful negotiation

Dr Janet Curran 3 min read

Why sharing your feelings is key to a successful negotiation

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

Negotiate effectively using the art of Testing Understanding

Dr Janet Curran 3 min read

Negotiate effectively using the art of Testing Understanding

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 …

Irritating behaviours avoided by the skilled negotiator

Dr Janet Curran 3 min read

Irritating behaviours avoided by the skilled negotiator

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

Empathy in business: Important things to consider for your company

Dr Janet Curran

Empathy in business: Important things to consider for your company

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

How to run an effective meeting using verbal behaviours

Dr Janet Curran 3 min read

How to run an effective meeting using verbal behaviours

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.

Negotiation skills and persuasion skills: Key differences and expert tips

Dr Janet Curran

Negotiation skills and persuasion skills: Key differences and expert tips

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

Do you recognise how well you are negotiating?

Dr Janet Curran 3 min read

Do you recognise how well you are negotiating?

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

How to create and capture value - global research report

Dr Janet Curran 1 min read

How to create and capture value - global research report

To stay profitable, successful companies today have to be in the business of creating value and capturing value for their customers.

Are your sales targets contributing to lost business?

Download our whitepaper to learn why hard closing customers can lose business and how to create a strategy for handling customer concerns.

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