Strategic Negotiation Programme brochure

Strategic Negotiation Programme Developing capabilities for enhanced negotiation outcomes

A programme for leaders in business and organisations that is:

Integrated Combining methods and approaches to develop both your negotiation skills and your team and organisational capabilities to enable the design and execution of effective negotiation processes.

Holistic Addressing the cognitive, behavioural, and emotional aspects of negotiation.

Grounded Focusing on your circumstances, and emphasising the negotiation outcomes that matter most to you, for example achieving profitability in commercial negotiations, favourable terms in business acquisitions, fairness in employee relations, or long-term sustainability of partnership agreements.

High impact Helping you practice how to capture value in distributive negotiations and create value for all parties in integrative negotiations with professional negotiation behaviour specialists.

Key contributors

Negotiation is crucial in leadership and management positions in private, not for-profit and government organisations. You negotiate across organisational boundaries internally, seeking agreements for budgets, priorities and investments. Externally, making deals with customers and suppliers that ensure you create and capture value. Effective negotiations positively impact your organisation, your team, and yourself when you develop the ability to establish partnerships and creatively resolve conflicts. The Strategic Negotiation Programme will help you unlock your potential as a negotiator by developing new strategies and capabilities for understanding, influencing, and persuading. By addressing these dimensions in an integrated way, you’ll enhance your personal negotiation effectiveness, and you will be able to realise enhanced negotiation outcomes. Strategic Negotiation Programme Developing capabilities for enhanced negotiation outcomes. Who should attend? • Professionals in commercial leadership roles: key account managers, commercial directors, and sales professionals who negotiate commercial terms and conditions with customers. • Business owners, who negotiate in a range of contexts supporting their company’s growth. • Procurement and purchasing experts who negotiate with suppliers. • Functional managers in HR, operations and IT who are involved in internal negotiations within their organisations. • Programme and project managers who need to make agreements on scope, budget, risk and project delivery.

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Programme impact

Strengthen your personal skills to improve negotiation effectiveness. You’ll gain the knowledge and must-have skills through intensive practice to become an effective negotiator. You will bring back into your organisation strategic capabilities to realise commercial gains, develop relationships, and, ultimately, strengthen your competitive advantage.

For you: • Enhanced analytical skills to plan,

For your organisation: • The know-how to formulate and

prepare and engage in bargaining and concessions exchanges. • The ability to identify enablers and barriers to reaching mutually satisfactory deals. • Demonstrated flexibility and requisite variety in negotiation. • Becoming a more confident and effective negotiator. • Developing analytical, behavioural and emotional regulation skills when negotiating individually and in teams. • Advanced skills to critically evaluate negotiation results in business deals. • Conduct challenging negotiations with clarity and focus.

effectively execute complex negotiation strategies. • Increased organisational capability to create sustainable negotiation outcomes. • Higher profitability as a result of developing the ability to claim value for your business in commercial negotiations. • Reduced unproductive conflict in the organisation.

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“I found the balance between theory and practice excellent. The theory teaching was done with relaxed authority, pace and humour. I felt the facilitators were seriously engaged in our learning; their simulation was brilliant, and they provided thoughtful, tactful and unmistakably clear feedback to help us improve our game.”

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Contextualise your strategic negotiations For organisations with more than 10 delegates. This programme can be customised to meet your organisational development needs and address any issues and challenges your teams face. By considering a customised version, we can run this programme in-company at a time that suits you and tailor the delivery language to your organisation and sector. For more information, please contact us at: execdev@cranfield.ac.uk or +44(0)1234 754500

“The chance to get on the spot feedback was excellent. Really made me think about my approach and highlighted some key areas I can work on.”

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Programme details

Enhance your negotiation techniques to maximise value. This highly practical, three-day residential programme takes place at Cranfield Management Development Centre, addressing both distributive negotiation (often known as ‘hard bargaining’) and integrative negotiation approaches.

Distributive negotiation A form of negotiation in which the involved parties give each other offers and counter offers in sharing a given fixed resource. The individuals involved in the negotiations want the best offer that favours them.

Integrative negotiation Emphasises building good relationships to increase the chances of everyone getting what they want. Creating value in contexts characterised by partnership and long-term collaboration.

Cranfield School of Management in collaboration with The Gap Partnership (a leading negotiation training firm) and behavioural experts from Practive (a specialist experiential learning consultancy) has designed this high-impact programme to help you achieve meaningful outcomes in strategic negotiation. The main focal areas of the programme include (but are not limited to):

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Unique features of the programme

• The integrated approach to developing strategic negotiation skills as a result of combining: • Strategic negotiation knowledge from Cranfield faculty and expert negotiation advisors, • World-class expertise in executive development and impactful programme design, • Professional facilitation skills from behavioural experts, • Dedicated mentoring and feedback focused on skills relevant to you. • The insights derived from validated behavioural psychometric instruments. • The value of highly relevant and structured feedback on your negotiating approach and performance. • The hands-on negotiation experiences developed through one-to-one and team-based negotiation simulations with professional negotiation behavioural experts. • The collaborative network you will build with a diverse group of executives from multiple industries. • One-to-one discussions informed by observations, feedback, reflections and implementable action plans following the programme.

Programme structure

Pre-programme

Face-to-face module

Post-programme

Programme director overview

Face-to-face learning with peers and expert faculty.

Virtual impact reviews with the programme director.

1 month before face-to-face module

Three days residential at Cranfield.

Two months after face-to-face module.

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Pre-programme Virtual session

You’ll start the programme with a virtual session where you will meet with the programme director and fellow participants. This session will provide an outline of the content of the programme, how the negotiation practices will unfold and the details of the programme preparation that includes: • A defined set of learning expectations and the drafting of a negotiation skills development plan. • The completion of a negotiation psychometric tool. • The definition of a real-life negotiation scenario you want to address and resolve.

Core programme Face-to-face module

The programme’s core is delivered in highly practical sessions over three consecutive days at our purpose-built facilities, the Cranfield Management Development Centre. During these three days, you will engage in relevant lectures, high-impact negotiation practices, structured discussions and insightful feedback sessions. The course will also help you address the negotiation challenge you have defined.

The residential programme will cover amongst others: • Planning and preparation of complex negotiations.

• Connection with the other party and exploration of underlying interests and constraints. • Defining negotiation agendas, making proposals, and sequencing negotiation variables. • Exchanging and bargaining: designing the pattern of concessions and building reciprocity. • Pursuing negotiated agreements and preparing contingency deals.

• Limiting cognitive biases in negotiation. • Enhancing effective negotiation behaviours.

Post-programme impact reviews Virtual sessions

Two months after the face-to-face module is delivered, you will be invited to join a virtual session. Its purpose is to review and facilitate the evaluation of the programme’s impact on your organisation and at a personal level.

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Programme director

Professor Javier Marcos Professor of Strategic Sales Management and Negotiation Javier is an inspiring management educator, researcher and consultant with 25 years of experience working in academia, consultancy and in multinational corporations. Javier brings a unique combination of practical and theoretical knowledge, being a practising manager, instructor and active researcher. His expertise, firmly grounded in business and informed by the latest research, focuses on negotiation skills, commercial negotiations, professional selling, sales and key account management, and executive education. Recognised for his innovative, stimulating and proactive teaching approach, Javier combines insights from sales, marketing, leadership and organisational development 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 delivered negotiation programmes for companies and organisations such as Abbott Pharma, Deloitte, Department for Business and Trade, HM Treasury, Network Rail, Rolls-Royce, UK Cabinet Office and UK Ministry of Defence.

Key contributors

Phil Lowe, Behavioural expert

Sarah Woodruff Behavioural expert

Alistair White, Partner

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“It was a fantastic course. Very relevant, very thoughtful, very well delivered by all involved. Really benefited from it.”

Fees and dates Strategic Negotiations Programme fees include tuition, course materials and accommodation. See www.cranfield.ac.uk/som/snp for the latest dates and fees.

To book contact: Cranfield Executive Development team Tel: +44 (0)1234 754500 Email: execdev@cranfield.ac.uk For more information visit: www.cranfield.ac.uk/som/snp

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Learning and courses for the decade ahead. Our business development team are waiting to talk to you. T: +44 (0)1234 754500 E: execdev@cranfield.ac.uk www.cranfield.ac.uk/som/snp

The solution described in this document is provide by Cranfield Management Development Ltd, a wholly owned subsidiary of Cranfield University. Every effort is made to ensure that the information in this leaflet is correct at the time it is printed. Please check www.cranfield.ac.uk/som/executive for the latest details.

Terms and conditions can be found at www.cranfield.ac.uk/som/executivetc

Version 1. Aug 2024.

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