Summit Speakers 2014
Negotiation tactics and behaviours
Dr. Janet Curran, Huthwaite International
Procurement, legal and public sector selling
Explore negotiation tactics and behaviours using real survey data from 900+ professionals
Knowing what to say and what tactics to use in the heat of a negotiation can often be challenging. This interactive session provides insights into the tactics and behaviours identified by Huthwaite research that separate successful negotiators from the rest. Delegates will answer sample questions from Huthwaite’s current negotiation survey and then compare their answers with results from 900+ professionals involved in negotiations.
Delegates will learn what type of negotiable issues to trade, effective concession strategies, what to say when presented with an unreasonable proposal and behaviours to use and avoid in negotiation situations.
The session will be led and facilitated by Dr Janet Curran, Huthwaite’s research specialist.