Cranfield Executive Development Blog | strategic negotiations

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

The Behavioural Compass: Choosing the right negotiation approach

By Professor Javier Marcos and Alistair White On March 12, 2025

The Behavioural Compass: Choosing the right negotiation approach

Why there is no one best way to negotiate.

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Tags: strategic negotiations, article, SNP

10 Perspectives for Enhancing Your Business Negotiating Strategies in 2025

By Professor Javier Marcos and Alistair White On January 21, 2025

10 Perspectives for Enhancing Your Business Negotiating Strategies in 2025

Explore how you and your business can negotiate more effectively.

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Tags: strategic negotiations, article, SNP

Key Account Management - Negotiating with Key Customers

By Dr. Sue Holt On October 6, 2019

Key Account Management - Negotiating with Key Customers

Strategic negotiation is a fundamental competence for key account managers. Many key account managers still struggle to move away...

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

The Performance Project: Performance at the Edge

By Pippa Bourne On September 2, 2019

The Performance Project: Performance at the Edge

When you think about F1 motor racing, what comes to mind? Perhaps you think about the noise of the cars, that powerful deep roar...

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Tags: leadership, featured leadership, featured sidebar all,

Recession? Is it time to prepare for hard times to come?

By professor mike bourne On July 9, 2019

Recession? Is it time to prepare for hard times to come?

The fall in the retail sales figures in May could be a one off blip (or common cause variation) but given the slower growth in...

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Tags: leadership, featured leadership, featured sidebar all,

Elephants & Performance Measurement and Management

By Pippa Bourne On June 10, 2019

Elephants & Performance Measurement and Management

“Performance measurement is really all about finance. Right?” Someone said this to me recently at a meeting I attended and it...

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Tags: leadership, featured leadership, featured sidebar all,

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