Global Capability Survey

Unique insight into how
the world negotiates


Negotiation happens every day. It transcends most parts of business and has a material impact on an organisation’s top and bottom lines. But really how good are people at negotiating? We have surveyed over 5,000 executives, from 51 sector industries in 31 countries to find out.

This report provides the world’s most comprehensive insight into the skills developed and tactics employed in business communities around the world to trade and bargain for benefit. Respondents vary from the C-Suite to sales directors, heads of procurement and category buyers. Insights include the fact that:

  • negotiators are selfish;
  • negotiators confuse persuasion and negotiation;
  • negotiators don't trade when they should.

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