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.

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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.

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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.

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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.

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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!

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Urban legend one: 'Decide the sequence in which issues should be discussed and stick to your plan'

Urban legend two: 'Never make the first move'

Urban legend three: 'Memos of agreement – plus...'

Urban legend four: 'Create a good climate by agreeing the minor issues first'

Dirty trick one: 'Rolling concessions'

Dirty trick two: 'Details I can’t divulge'

Dirty trick three: 'Support your position with plenty of reasons and arguments'

Dirty trick four: 'Hot and cold'

Measuring the skills and shortcomings of salespeople is a tricky business and can be crucial to a company's balance sheet. One area where most sales teams could improve is negotiation.

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When it comes to negotiation, David Freedman, sales director, Huthwaite International says it's time for a more organised approach.

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