by Clare Terblanche | Oct 21, 2026 | Huthwaite
The double negotiation is Emma Pacey’s term for the two negotiations senior commercial leaders manage at the same time: the external negotiation with suppliers, and the internal negotiation across marketing, finance, supply, operations and retail needed...
by Clare Terblanche | Sep 14, 2026 | UPC
The deal that goes quiet is rarely lost to a competitor. It is lost to indecision, and that is a problem you can coach your way out of. Key Insights Most complex B2B deals now involve a group, not a person. According to Gartner, a typical business-to-business (B2B,...
by Clare Terblanche | Aug 11, 2026 | Huthwaite
AI is changing how negotiators prepare. It can help gather information, analyse market data, compare alternatives, identify patterns and generate ideas faster than ever before. But while AI is changing preparation, it doesn’t change the fundamental reality:...
by Clare Terblanche | Aug 11, 2026 | Huthwaite
In commercial relationships, it is easy to assume that listening is already happening. Sales teams hold regular check-ins. Account managers ask how things are going. Customer success teams track satisfaction, adoption, usage, renewals, and risk. But in this episode...
by Clare Terblanche | Aug 11, 2026 | Huthwaite
Your people are fine. It’s the system that’s broken. That’s a pretty bold claim, but the evidence keeps pointing the same way. Every year organisations invest heavily in training, leadership curricula, change frameworks and compliance systems. Every...
