Ian Newall

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.

Posts by Ian Newall

What are the appropriate behaviours for contemporary negotiations?

Ian Newall 29 Sep 2016 • 4 min read

Articles

4 min read

What are the appropriate behaviours for contemporary negotiations?

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

Appropriate behaviours for temporary negotiations - part 2

Ian Newall 23 Sep 2016 • 3 min read

Articles

3 min read

Appropriate behaviours for temporary negotiations - part 2

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

Jennifer Aniston, Friends and collective bargaining

Ian Newall 01 Oct 2015 • 3 min read

Articles

3 min read

Jennifer Aniston, Friends and collective bargaining

Learn how Jennifer Aniston and the Friends cast used collective bargaining to boost their negotiating power and achieve equal pay.

How should we deal with emotions in negotiation?

Ian Newall 28 Aug 2013 • 4 min read

Articles

4 min read

How should we deal with emotions in negotiation?

Negotiation is a topic that is guaranteed to raise emotions. What is the best way to deal with emotions in negotiations?