Negotiation webinar series: Enhancing your effectiveness in business negotiations
Webinar 4. Compromising and making agreements
In the final negotiation stage, all previous work comes together in the careful dance of exchanging offers, making concessions, and reaching sustainable agreements. Negotiators need to balance value creation and capture, making strategic concessions that move the negotiation forward while protecting their interests. This phase requires recognizing when and how to close deals, including techniques for overcoming last-minute obstacles and ensuring both parties remain satisfied with the outcome.
The topics of the webinar will help you, amongst others:
- Navigate the complex dynamics of offer exchanges.
- Learn how to make and receive concessions strategically.
- Master techniques for overcoming deadlocks and closing deals.
- Understand how to craft sustainable agreements that satisfy all parties.
Please note that the Zoom link for the webinar will be sent out one day prior to the event date.
If you are unable to attend this event but would like to receive the recording once this is available please book here.
If you are having any issues accessing your alumni account or booking onto the event please email alumni@cranfield.ac.uk and we will be happy to help.
For more details on the full sessions in this webinar series please click here.
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.
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.
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.