Ian is a negotiation, arbitration and mediation specialist with experience spanning over 30 years. He has taught negotiation at Rotterdam School of Management, the Graduate School of Business in Cape Town and the Sheffield Business School. As a learning and development professional, Ian teaches corporate negotiation to many buyer and seller side negotiators in global blue chip organisations. He has worked alongside clients on real deals in both private and public sector. Ian is a published author and blogger on all things relating to negotiation. His first book, The Demand for a Living Wage, a primer for South African managers, was first published in 1988.
Ian Newall 5 min read
How can procurement adopt behaviours more appropriate for the needs of contemporary negotiation?
Ian Newall 4 min read
In this article Ian Newall examines a group of behaviours that we at Huthwaite have termed ‘Low Reacting’.
Ian Newall 3 min read
You may find the title of this article intriguing. What connection could there be between Jennifer Aniston, star of the hit television series Friends and c…
Ian Newall 6 min read
Negotiation is a topic that is guaranteed to raise emotions. What is the best way to deal with emotions in negotiations?
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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