Global negotiation research Negotiation research

How well are you negotiating? - Huthwaite’s latest global negotiation research 

For decades Huthwaite International have researched the strategies and behaviours that distinguish a skilled negotiator from an average negotiator. In 2014 we launched our biggest global survey in a bid to find out what negotiating tactics people consider to be successful.

DOWNLOAD our infographic for key findings from the report or download the full report below.


Based on Huthwaite’s original negotiation research into what behaviours lead to negotiation success, using Huthwaite’s unique Verbal Behaviour Analysis, the research involved direct observation of what happened in negotiations - the behaviours that were used, and the outcomes. In our latest negotiation research survey we wanted to find out whether people were able to easily recognise what effective negotiation tactics and behaviours looked like. 

With over 1300 respondents across the globe, we have put together a report which shares the key survey findings. The areas covered are:

  • Power in negotiation.
  • Preparation and Planning.
  • Strategies and tactics such as Trading in negotiation.
  • Behavioural skills such as Persuasion, Irritators, Testing Understanding, Giving Feelings, and making Proposals.