What are the appropriate behaviours for contemporary negotiations?

Ian NewallIan Newall 5 min read

What are the appropriate behaviours for contemporary negotiations?

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

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Appropriate behaviours for temporary negotiations - part 2

Ian NewallIan Newall 4 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’.

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Jennifer Aniston, Friends and collective bargaining

Ian NewallIan Newall 3 min read

Jennifer Aniston, Friends and collective bargaining

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…

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How should we deal with emotions in negotiation?

Ian NewallIan Newall 6 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?

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concerns-the-end-of-cycle-sales-killer

Are your sales targets contributing to lost business?

Download our whitepaper to learn why hard closing customers can lose business and how to create a strategy for handling customer concerns.

Download the whitepaper