SPEAKER PROFILE

Ian Newall

Business Manager for Open Courses, Huthwaite International

Theatre: Sales and Marketing

 

How to negotiate without giving in

 

Skilled negotiators make sure that they never negotiate over a single issue (usually price). Instead they keep several issues on the table so that they can trade one off against another. They also make sure that both sides are crystal clear about the issues they are negotiating so that neither side falls into the trap of agreeing a deal which is unsustainable. Finally, skilled negotiators make sure that they maintain a productive climate. After all, the negotiation is usually the basis for a business relationship that may go on for years. In this session Huthwaite’s Ian Newall and Guy Aston will give practical tips, based on Huthwaite’s real-world research, to help you become a more effective negotiator.

 

Why some great new products fail to fly

 

For the smaller organisation, launching new offerings can be fraught with danger. Quite often, great entrepreneurial innovation that seem destined for success simply fails to take off. What was supposed to be a 'revolutionary' new product simply never makes it. Even worse, the new offering ends up 'sold' to a corporation who go on to make millions from it. So what happened? This presentation by Huthwaite International may go some of the way to explaining this crash and burn phenomenon. And, unlike the failed innovation, it is not rocket science!

 

Ian is Manager for Huthwaite Open Courses and also ensures the quality and timely delivery of course materials to all our clients.

 

Prior to joining Huthwaite International in 1999, Ian worked as a Senior Consultant for Huthwaite Africa then moved to the UK, where he continued to develop and deliver solutions to a diverse range of local and multinational clients. He has expertise in the full range of our solutions but his specialty and passion is for negotiation skills. The perspective that he gained from mediation combined with his experience as a negotiator have meant that Ian is able to give some unique insights into the subject. He has more than two decades of experience in training people to negotiate and has also taught courses in it at Cape Town and Rotterdam business schools.

 

Coming from South Africa, a country with a number of languages and great diversity, Ian has transferred his cultural experiences into working practice and has worked with some of Huthwaite’s largest, global accounts. He was account manager for a major international IT company, working on field sales and internal sales delivered in Western Europe, APAC, India, the US and Latin America. Another of his largest clients was a major manufacturing company with solutions delivered in the US, Europe, China and Latin America, covering SPIN, Negotiation, Key Account Management, and Account Strategy. He works with all levels within an organisation from front line sales teams to managing directors.

 

Ian’s training style is participative and engaging and he enjoys helping delegates to learn and develop their skills to improve bottom line results. Ian has a vast amount of lecturing experience and is also a fellow of the Institute of Sales and Marketing Management.

 

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