What is negotiation? What is negotiation

Listen to the research: negotiation doesn’t just mean haggling

At Huthwaite International we have spent many years researching the art of negotiation and what it takes to become a skilled negotiator. There is more to a negotiation than many people may think – it requires a set of effective behavioural skills – which can be, and should be, learnt, practiced and reinforced. So, what is negotiation?

What is negotiation? A definition:

‘A negotiation is an open exchange of ideas, informed with as much information as possible about the strategic objectives of each party and the best ways to achieve those to everybody’s optimum satisfaction. It is not a boxing match with each party slugging it out, trading alternate proposal and counterproposal, without pausing to take the other party’s needs and motivations into account.’

The heart of a good negotiation

In a recent article, published in HR Zone, David Freedman, Associate Director of Huthwaite International takes a deeper look into what lies at the heart of a good negotiation. Here he highlights some of the key data and the outcomes of using effective verses ineffective verbal behaviour.      

Defining a skilled negotiator

Huthwaite’s definition of effective negotiation has been proven by our research which clearly identifies the many different behaviours which are used at the negotiating table. These include:

  • Seeking information
  • Counterproposals
  • Asking questions
  • Avoiding concessions
  • Persuasion

Find out which behaviours Huthwaite has discovered to be the best combination to achieve win/win negotiations for the long-term benefit of all parties.