Cranfield Executive Development Blog | Professor Javier Marcos-Cuevas

Negotiation Strategy Series: 4 Exchanging concessions and making agreements

By Professor Javier Marcos-Cuevas On July 9, 2025

Negotiation Strategy Series: 4 Exchanging concessions and making agreements

10 strategies for successfully closing negotiations.

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Tags: strategic negotiations, article, SNP

Negotiation Strategy Series: 3 Navigating the ‘mind-field’

By Professor Javier Marcos-Cuevas On July 9, 2025

Negotiation Strategy Series: 3 Navigating the ‘mind-field’

10 cognitive biases that impact negotiation effectiveness.

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Tags: strategic negotiations, article, SNP

Negotiation Strategy Series: 2 Building trust and managing emotions

By Professor Javier Marcos-Cuevas On July 9, 2025

Negotiation Strategy Series: 2 Building trust and managing emotions

10 essential engagement strategies.

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Tags: strategic negotiations, article, SNP

Negotiation Strategy Series: 1 Planning and preparation

By Professor Javier Marcos-Cuevas On July 9, 2025

Negotiation Strategy Series: 1 Planning and preparation

10 steps to set yourself up for successful negotiations.

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Tags: strategic negotiations, article, SNP

Strategies to Achieve Your Goals

By Professor Javier Marcos-Cuevas On October 11, 2022

Strategies to Achieve Your Goals

The business world is too complex for one person, or even a few people, to deliver all aspects of the organisation’s goals and...

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Tags: leadership, article

Leadership Insights for Management Success

By Professor Javier Marcos-Cuevas On October 4, 2022

Leadership Insights for Management Success

Meetings at the top of the corporate ladder are often characterised by conflicting agendas, diverse opinions and strong...

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Tags: general management, article

Navigating Politics at Work

By Professor Javier Marcos-Cuevas On September 22, 2022

Navigating Politics at Work

A candid look at management practice reveals the political dimension of today's businesses and organisations. On a daily...

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Tags: general management, article

Top 5 Leadership Tips for Young Managers

By Professor Javier Marcos-Cuevas On September 6, 2022

Top 5 Leadership Tips for Young Managers

Effective leadership is difficult to develop, especially for young professionals new to a managerial career. Here are five...

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Tags: talent development, general management, article

Addressing the Challenges of Sales Strategy Implementation

By Professor Javier Marcos-Cuevas On July 4, 2019

Addressing the Challenges of Sales Strategy Implementation

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Tags: Cranfield School of Management, featured learning, featured leadership,

Crafting a Value-Creating Sales Strategy

By Professor Javier Marcos-Cuevas On May 20, 2019

Crafting a Value-Creating Sales Strategy

Creating customer value is the core mission of marketing and sales organisations. To ensure your sales strategy creates...

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Tags: Cranfield School of Management, featured learning, featured leadership,

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