The Advanced Negotiation Skills workshop is designed to provide participants with the behaviours, strategies, processes and tools of skilled negotiators to produce positive, intentional business outcomes.

Huthwaite CEO James Fennessy said the workshop, targeted towards business professionals involved in negotiations, procurement specialists, sales professionals and managers, responded to Huthwaite’s own research which identified the need for companies to re-think their approach to negotiations.

A recent survey of over 440 sales directors, marketing executives, managers and general managers by Huthwaite Asia Pacific, revealed 36.3% percent of organisations prepare inadequately or not at all for specific negotiations.

The survey, which polled senior staff from such diverse industries as advertising and media, banking and finance, information technology, manufacturing, medical and pharmaceutical, professional services and retail, also found that more than 48% followed no standard negotiation process.

“Persuading people to do what you want them to do, resolving day-to-day conflicts, negotiating agreements and influencing senior management colleagues, are all activities which require considerable skill if they are to be successfully accomplished,” said Mr Fennessy.

“Huthwaite is one of a relatively small number of organisations that have carried out detailed research studies to investigate the skills used by people who are particularly effective in contract negotiations and the Advanced Negotiation Skills workshop draws on the findings of this research.”

Designed for small groups of no more than 16 people, the three-day workshop will also expand upon the concepts outlined in Huthwaite’s new white paper, Developing Effective Sales Negotiation Skills.

Mr Fennessy said a core part of the workshop was behaviour analysis, or, observing what negotiators do every step of the way. “Participants can chart the progress of their behavioural profile against the profile of highly skilled negotiators and behaviour analysts will provide clear and accurate feedback to allow participants to reflect on their own skills during planning and negotiation sessions, and make necessary changes,” he said.

Huthwaite will hold a breakfast event for all people interested in finding out more about the Advanced Negotiation Skills workshop in Singapore on March 22, 2011.

Visit www.huthwaite.com.sg for more information and to register for this event.

Media are invited to attend this event.

Download the full results of the Huthwaite Negotiations Survey 2010: http://blog.huthwaite.com.au/negotiation-survey-results/

Download the white paper, Developing Effective Sales Negotiation Skills, here: http://blog.huthwaite.com.au/developing-effective-negotiation-skills?utm_campaign=LeadNurturing_Joomla+Registration_Email5

About Huthwaite
Huthwaite is the world’s leading sales performance improvement organization. Founded on scientifically validated behavioral research, our methodologies which include the internationally renowned SPIN® Selling, guarantee sales success. Huthwaite assesses your organization’s needs and develops customized sales performance improvement and coaching programs that drive real business results. For additional information on Huthwaite, please visit www.huthwaite.com.

Press Contacts:
Donna Garcia/Daniel Lim
Rice Communications for Huthwaite
Tel.: +65 6221 8729
Email: donna.garcia@ricecomms.com
Email: daniel.lim@ricecomms.com

Rosana Doble
Huthwaite Asia Pacific
Tel: +65 6733 5620
Email: rdoble@huthwaite.com.sg

In a survey conducted by leading sales performance organisation Huthwaite from October to November 2010, over 65 percent of the respondents said they were positive that sales will improve this quarter, with 75 percent of the overall respondents projecting that they will hit or exceed targets.

The survey was conducted with 116 respondents comprising of sales managers, executives and directors, most of whom have over ten years of experience in sales in various industries across business-to-business and consumer-based clientele.

Identifying lack of competent selling skills as the greatest shortfall to achieving previous sales objectives, managers expressed enthusiasm to improve the expertise of their team in conducting sales and reaching targets going forward.

“While most of the respondents recognise that aptitude of their team members to conduct sales is imperative to their success, they also note that the primary factor for their performance in the previous quarter is the lack of mentoring and coaching of such skills to their sales team,” said James Fennessy, Chief Executive Officer of Huthwaite.

The optimism for sales in the current quarter is attributed to the projection that more efforts will be pumped into improving the skills of their sales personnel through training programmes.

Besides sharpening sales expertise, sales managers recognised that forecasting is highly valuable in their organisations. The majority of the respondents identified that the exercise is important, and they do it to gauge the outcome of their sales performance.

“A large number of the respondents are aware of the potential of sales forecasting and how it contributes to their business. It is the trend of the market right now. Sales managers know that forecasting helps them both assess performance and set future sales strategy based on the outcome of the forecast. This is a proactive measure to boost sales and drive profits,” Fennessy added.

The survey also found that sales managers put the minimum amount of time on updating sales pipeline, presumably due to their busy schedule managing other sales activities. Most of the respondents spend between one and three hours a week, and even so would often fail to come to the numbers accurately and end up with magnified numbers.

Huthwaite regularly surveys industry sectors on sales performance in order to stay up to date with the tools and methods that result in sales excellence. This regular research ensures its industry training is refreshed and relevant to the evolving marketplace.

About Huthwaite
Huthwaite is the world’s leading sales performance improvement organization. Founded on scientifically validated behavioral research, our methodologies which include the internationally renowned SPIN® Selling, guarantee sales success. Huthwaite assesses your organization’s needs and develops customized sales performance improvement and coaching programs that drive real business results. For additional information on Huthwaite, please visit www.huthwaite.com.

Press Contacts:
Donna Garcia/Daniel Lim
Rice Communications for Huthwaite
Tel.: +65 6221 8729
Email: donna.garcia@ricecomms.com
Email: daniel.lim@ricecomms.com

Rosana Doble
Huthwaite Asia Pacific
Tel: +65 6733 5620
Email: rdoble@huthwaite.com.sg

According to Huthwaite, sales managers are optimistic about their sales performance for the final quarter of 2010. While sales targets were met in the previous quarter, sales managers also prompted that performance could get better if more focus were given to boost the sales skills of team members and forecasting activities.

In a survey conducted by leading sales performance organisation Huthwaite from October to November 2010, over 65 percent of the respondents said they were positive that sales will improve this quarter, with 75 percent of the overall respondents projecting that they will hit or exceed targets.

The survey was conducted with 116 respondents comprising of sales managers, executives and directors, most of whom have over ten years of experience in sales in various industries across business-to-business and consumer-based clientele.

Read the rest of the article at Singapore Business Review.

20 November 2010 – WHAT is the number one killer in the world? The answer: Heart Disease. Heart disease
is the leading cause of death worldwide, largely because most people don’t realise they are at risk until there
is significant damage. And because this damage is slow and incremental, the ailment goes unnoticed. Like heart
disease, commonly held myths about sales performance and measurement are eating away at companies’
profitability without management noticing. Through misconception and misdirection, these silent killers’ effect
is often only visible when it’s far too late.

Read the rest of the article at http://www.businesstimes.com.sg/sub/views/story/0,4574,414147,00.html?

In September 2009, Professor of Professional Selling and Creator of world-renowned SPIN® Selling methodology for sales effectiveness, Neil Rackham, was in Singapore for his workshop event, Neil Rackham … Live in Singapore.

The founder of Huthwaite, a sales effectiveness consulting company,  appeared on Bloomberg’s Asia Confidential with Bernie Lo, in an interview that discussed the art and science of selling in a recession, old but gold strategies that defy the test of time, and how the “cheaper than others” strategy isn’t the only strategy to do business.

In a ‘Live’ Q&A session with a fund manager from Tokyo, Neil Rackham also dishes out tips and advice on how to attract more customers and achieve better sales performance.

For more information, read the other articles about Neil Rackham and Huthwaite here.