A Huthwaite International research report

With over 1300 respondents from across the globe, findings from our biggest global survey shares insights into what negotiating behaviours and tactics people consider to be successful. Findings from the survey revealed that only 20% of respondents said they would express their feelings in a negotiation and only 21% will challenge the other side’s thinking by Testing Understanding. From decades of observational research into effective negotiation behaviours, Giving Feelings and Testing Understanding are key behaviours practiced by skilled negotiators. Further findings from the research cover power in negotiation, preparation and planning, strategies and tactics and other behavioural skills such as Persuasion and Counter Proposals.


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