With commissioning comes the need for practice managers to ask for what they want - not to mention hold down good contract prices. Alison Morris explains how you can up your negotiation game.

Download / View (347KB)

In today's sevice-driven environment, good negotiation skills between suppliers and consumers of IT services are absolutely essential. Nigel Owen explains how to make sure that everyone comes away from the table with a positive result.

Download / View (6571KB)

One of the fastest-growing hotel companies in the world, the Rezidor Hotel Group is a major success story in today's leisure industry. They have worked closely with Huthwaite International to develop its highly successful sales academy, which combines a common sales approach based on identifying and satisfying customer needs with the flexibility to meet the individual objectives of each brand within the regions that they operate.

Download / View (444KB)

This study illustrates how the world's largest organisations are trying to improve their corporate negotiation performance. It shares unique benchmarking data and real world examples of best and worst practice. It gives an insight into ten critical performance areas and suggests ways to transform negotiation from an individual competency into an organisational capability.

Download / View (3079KB) Registration Required

Download / View (3079KB) Registration Required

Many companies have a surprisingly relaxed approach to the business of negotiation, regarding it as one of those things you are either good at or not. This is an area where the amateur spirit could prove costly.

Download / View (246KB)

This white paper will explore some of the common traps negotiators fall into and the skills and strategies that can be employed to avoid these traps.

Download / View (165KB) Registration Required

At Huthwaite we begin our approach to managing power in negotiation with the statement 'power is in the head' simply because we’ve proved it – hundreds of times.

Download / View (330KB) Registration Required

What is your image of a skilled negotiator? Someone with ice in her veins? The poker player, playing his cards close to his chest and never revealing to the other side what he is feeling or thinking? Inscrutable, stony-faced? If that's your image of a skilled negotiator you may be surprised to hear that Huthwaite research into what skilled negotiators actually do in face-to-face negotiations shows the opposite!

Download / View (251KB)