Strategic Negotiation Programme brochure

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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www.cranfield.ac.uk/som/snp +44(0)1234 754500 execdev@cranfield.ac.uk