Advanced Business Negotiations

This course is contextualised in business negotiation and is designed drawing on the experience of dozens of negotiation processes and from developing more than 4,000 executives. The course  blends powerful conceptual frameworks with experiential methods to bring about insights that are immediately applicable and transformational. 

In the course, we will address different types of negotiation in various settings. However, the emphasis will be on integrative approaches to negotiation, where parties aim to reach mutually satisfactory agreements and create mutual value in business contexts.

The course is:

Integrated - it combines methods and approaches to develop both individuals’ negotiation skills as well as team and organisational capabilities to enable the design and execution of effective negotiation agreements.

Holistic - addressing the cognitive, behavioural and emotional aspects of negotiation

Grounded - emphasising the negotiation outcomes that matter most to you: whether profitability in commercial negotiations, fairness in employee relations or long-term sustainability of political and diplomatic agreements.

High impact - this course will help you maximize value for you if you are engaged in distributive negotiations and for all parties if your context is one where integrative approaches will result in better overall outcomes. 

Javier Marcos Cuevas is visiting faculty at SSE Riga and a Professor of Strategic Sales Management and Negotiation at Cranfield School of Management (UK). He is the Director of Learning for Performance Ltd., a boutique sales and negotiation training practice. He is regarded as an inspiring management educator, researcher and consultant and has 25 years of experience working in academia, consultancy and in multinational corporations. He has delivered negotiation programmes for small and medium-sized businesses as well as for large corporations globally such as Bosch-Siemens, Khuene and Nagel, Unilever.

Marcos also has expertise in negotiation programmes for public entities such as the Department of International Trade, the Cabinet Office, and the Treasury in the UK and for business schools in Europe and the US. He was 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 and Novartis.  

This course is designed for executives and business leaders working in a number of roles including but not restricted to:

•    Sales and business development
•    Operations management
•    Finance and commercial
•    Human resources and talent development

The course addresses three fundamental dimensions of business:

1. Negotiation Processes

• Structuring an end-to-end negotiation process from planning & preparation, exploration, statement of proposals, through to exchanging concessions and reaching agreements.
• Defining the approach to identify genuine latent and explicit interests.
• Consider the appropriateness of distributive, competitive bargaining and the distinct benefits of value-enhancing and relationship-building of integrative negotiation.
• Employ the core determinants that underpin principled, value-maximizing negotiation.

2. Negotiation Results

• Critically evaluating the expected negotiation results in business deals.
• Calculating the importance and cost of concessions offered to the other party.
• Identifying enablers and barriers to mutually satisfactory deals.

3. Professional Negotiation Competence

•  Identifying effective negotiation behaviours and the emotional and cognitive underpinnings of these behaviours.
• The selection and adoption of tactics for influencing others.
• Developing the ability to self-control under pressure, keeping focus and motivation in the expected results of the negotiation.
• Raising the awareness of the importance of verbal and non-verbal communication for establishing a certain negotiation climate.

• Gain an in-depth understanding of the psychological factors that shape negotiation styles, empowering you to adapt and control your approach to fit different negotiation contexts.
• Build enhanced self-confidence and improve performance when dealing with challenging individuals, as well as refining your own messaging and attitudes.
• Develop confidence through deliberate practice in carefully designed negotiation scenarios, ensuring you’re prepared for real-world challenges.

Upon completion, participants will receive a digital certificate, recognizing their achievement in mastering advanced negotiation techniques.

• The ability to formulate and to effectively execute negotiation strategies.
• Increased organisational capability to create sustainable negotiation outcomes. 
• Higher profitability as a result of developing ability to claim value for your business in commercial negotiation.
• Higher level of effectiveness in price increases.

EUR 1090 + VAT