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Negotiation Insights

Your destination for negotiation videos, whitepapers, guides, resources and case studies, created from Huthwaite’s expertise and experience in negotiation behaviour change - designed to help you do better work and achieve your goals.

How Should You Open A Negotiation?

How important is the planning and preparation phase of a negotiation? Understanding how to plan and prepare can help a negotiator in the early stages. However, or research shows that the average negotiator doesn't spend enough time in this stage of the negotiation and only considers the negotiation from their perspective.

Discover The Huthwaite Negotiation Research

By observing skilled negotiators in real life negotiations. We observed and measured the different types of behaviours that both skilled and average negotiators used. These insights formed the basis of our Negotiation skills programme. Learn the key insights from our negotiation research and discover how you can adapt your verbal behaviours and preparation and planning in order to become a better negotiator.

How Can You Strengthen Your Negotiation Arguments

Does adding more reasons to your argument make it stronger? We're often taught that adding more weight to an argument makes it more persuasive. Tony Hughes explains why this approach often has the opposite effect, diluting our arguments and eroding our chances of a successful persuasion.

Learn How To Counter Hard Bargaining Tactics

How should you deal with underhand hard bargaining tactics designed to make even the most skilled negotiators concede? How do these underhand strategies effect long term business? Discover how to deal with even the most difficult negotiators by relying on your preparation and planning and using conditional proposals and clever questioning.

Should You Make The First Offer In A Negotiation?

Some negotiators often favour asking the other party to make the first offer whilst others make the first offer to help establish their position early. Discover if there is a hard and fast rule for opening a negotiation or if it requires a more open-minded approach.

Four Tips To Help Improve Your Negotiation Skills

How important is the planning and preparation phase of a negotiation? Understanding how to plan and prepare can help a negotiator in the early stages. However, or research shows that the average negotiator doesn't spend enough time in this stage of the negotiation and only considers the negotiation from their perspective.

The big mistakes that can make negotiations fail

Discover the five most common errors negotiators are making that can risk both parties walking away from the table dissatisfied, unhappy, and in some cases, without a deal at all

Dirty tricks in negotiation

It's not uncommon to encounter dirty tricks in negotiation. Even the most conservative and credible opponents can deploy a trick or two to help them win. Some tricks are more obvious or conscious than others but regardless of size or intent, an unethical manoeuvre in a negotiation is never a good thing.

The top ten myths in negotiation

Learn about the behaviours that make the biggest impact as well as those best left alone. Identify bad negotiation habits within your organisation and gain greater clarity on what to do instead and why.

Are counter proposals a viable negotiation technique?

Observational negotiation research shows that skilled negotiators avoid using counter proposals and use another behavioural technique instead.

Preparation and planning in negotiation

Learn how you can use your time more effectively when preparing and planning for a negotiation.

Effective virtual negotiation

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

How to negotiate beneficial deals

Learn the strategies that negotiators and business leaders can implement to help to future proof their businesses.

The dangers of argument dilution

Like a chain, an argument is only as strong as its weakest link. If that link is exploited, the whole chain breaks.

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?