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 | 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...
by Clare Terblanche | Jul 28, 2026 | Huthwaite
Your sales team just finished an intensive training programme. They’re energised, armed with new techniques, and ready to close more deals. Yet three months later, most have quietly reverted to their old habits. Huthwaite International helps sales leaders...
by Clare Terblanche | Jul 28, 2026 | Huthwaite
In industries like healthcare, manufacturing, and high-tech, the best salespeople often aren’t career salespeople at all. They’re clinicians, engineers, and subject matter experts who’ve crossed over – bringing deep domain knowledge but sometimes...
