Negotiation webinar series: Enhancing your effectiveness in business negotiations
Overview of series
In today's business contexts, negotiating effectively is a crucial skill. Whether you are trying to agree on the commercial terms of a contract with a customer, a budget allocation with your general manager, or the priorities of a project with your team, organizational life is filled with negotiation episodes.
This webinar series addresses the behaviours and tactics to negotiate a range of agreements more effectively in business. It adopts an end-to-end perspective, focusing on four key negotiation processes: Planning and preparation, connecting and exploring, making proposals, and exchanging concessions & making agreements.
Each webinar will break down the intricate elements of a core negotiation phase, helping you develop the skills to lead negotiations with confidence. The webinars are logically connected, though you can attend each separately. The webinar series will conclude with a session with a panel of negotiation experts, during which you can inquire about your specific interests.
Series sessions
Register now to secure your spot in this transformative learning experience.
Webinar 1. Planning and preparation: Setting yourself for success
Webinar 2. Connecting and exploring: Building trust and managing emotions
Webinar 3. Making proposals: Addressing the anchoring effect and other cognitive biases
Webinar 4. Compromising and making agreements
Webinar 5. Negotiation expert panel
When reading these lines, you may be thinking, can I commit to attending a webinar per month? What makes this series unique and justifies my involvement? First, you will learn insights based on cutting-edge research and real-world experience. Each webinar will provide practical tools and frameworks you can implement immediately. The webinars will be highly interactive, and you will be invited to engage in exercises and activities to bring to life the concepts presented. This will provide opportunities to further engage with fellow Cranfield alumni.
Join us to transform your negotiation capabilities and learn to choreograph deals that create lasting value.
Programme & speakers
Professor Javier Marcos, Strategic Sales Management and Negotiation Professor and Director of the Cranfield Strategic Negotiation Programme.
Javier is recognised for his innovative, stimulating, and proactive teaching approach. Working with organisations in close partnership, he uses individually tailored approaches that facilitate clients' full engagement in the process of design, delivery and evaluation of training programmes and consultancy interventions. Combining insights from marketing, leadership and organisational development, Javier is able to help managers identify and realise meaningful business opportunities. He provides insightful advice to help executives understand and overcome the barriers that often constrain individuals' development and business growth.
He has worked for small and medium sized businesses as well as for large corporations globally such as Barclays, Cap Gemini, Merck, Pfizer, Rolls-Royce, SAP and Unilever.
Javier has recently co-authored four books, The High Performing Key Account Manager (Kogan Page), Implementing Key Account Management (Kogan Page,), Sales Management - Strategy, Processes and Practice (Palgrave,) and From Selling to Co-Creating (BIS Publishers). His research has been published in academic journals like Journal of Business Research, Industrial Marketing Management, Management Learning, Journal of Marketing Education, etc. He has written numerous professional reports and articles in the professional media and is a regular speaker at conferences and industry events.
He was previously the Director of Custom Programmes, Executive Education, and Senior Faculty at the University of Cambridge, Judge Business School. Before his career in academia, he worked for Unilever in management positions in Spain and the UK. He is an accredited Belbin instructor.
Location & travel details
Online via Zoom.
Who should attend
All alumni welcome.
Cost & concessions
This webinar series is free to attend.