Huthwaite conducts negotiation skills programmes for a wide range of multinational organisations. And time and again they tell us that the change in outcome of their negotiations after our intervention is significant.
Our programmes consistently produce measurable improvements in performance by using thoroughly researched case studies to make positive changes to the behaviour of our clients’ negotiators. But what exactly is it that makes a successful negotiator? What’s the difference between a highly skilled negotiator and a merely average negotiator?
Tracking down the most respected operators in the business was the first step in our research. We needed the best - negotiators rated highly by those on both sides of the table, with an impeccable track record for the successful implementation of their agreements after the final handshakes.
Once we’d found them, we watched exactly what they did and didn’t do during their meetings. Comparing their behaviour to our observations of ‘average’ negotiators, we were able to isolate the key behaviours that made the highly skilled group so successful.
The skilled negotiator, for example, seeks significantly more information during negotiation than does the average negotiator. They frequently test their opposite number’s understanding of the discussions and verbally summarise progress throughout the meeting. Average negotiators, on the other hand, often deliberately avoid clarifying ambiguous points for fear of disagreement from the other party.
And that’s just the tip of the iceberg. The Huthwaite behaviour model gives many more valuable insights into successful negotiating. It’s a comprehensive framework through which people can practise their skills, compare their results, and walk into meeting rooms with renewed confidence in their powers of persuasion.
To find out how negotiation skills can impact positively upon your sales professionals, please contact us.
