Developing capabilities for enhanced negotiation outcomes.

Negotiation is a crucial capability for those in leadership and management positions across private, not-for-profit and government organisations. Skilful negotiation allows individuals to influence both internal stakeholders when reaching agreement on budgets and priorities, and external parties when achieving deals that create 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 unlock your potential as a negotiator by developing new capabilities in understanding, influencing, and persuading. By addressing these dimensions in an integrated way, you will enhance your personal negotiation effectiveness and create enhanced negotiation outcomes.

You will experience a programme that is:

Integrated

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

Holistic

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

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.

Grounded

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

Programme information

  • Dates
    • 05 - 07 Mar 2025
  • Duration3 days, residential + 2 virtual sessions
  • LocationCranfield campus and virtual learning
  • Cost£4,750 + VAT | Limited time offer: £4,250 + VAT, including accommodation Concessions available

Who should attend?

This programme is designed for a wide range of business professionals, including, but not limited to:

  • 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.

Programme impact

Strengthen your negotiation skills to improve negotiation effectiveness.

Gain knowledge and essential skills through intensive practice to become an effective negotiator. Return to your organisation with new strategic capabilities to realise commercial gains, develop relationships, and, ultimately, strengthen competitive advantage.

For you:

  • Enhance analytical skills to plan, prepare and engage in bargaining and concessions exchanges.
  • Identify enablers and barriers to reaching mutually satisfactory deals.
  • Demonstrate flexibility and requisite variety in negotiation.
  • Become a more confident and effective negotiator.
  • Develop analytical, behavioural and emotional regulation skills when negotiating individually and in teams.
  • Learn advance skills to critically evaluate negotiation results in business deals.
  • Conduct challenging negotiations with clarity and focus.

For your organisation:

  • Develop the know-how to formulate and effectively execute complex negotiation strategies.
  • Increase organisational capability to create sustainable negotiation outcomes.
  • Achieve increased profitability as a result of developing the ability to claim value for your business in commercial negotiations.
  • Reduce unproductive conflict in the organisation.

Testimonials



What you'll learn

Enhancing your negotiation techniques to maximise value.

Cranfield School of Management in collaboration with The Gap Partnership (the leading negotiation training firm) and behavioural experts from Practive (a specialist experiential learning consultant) have designed this high-impact programme to help you achieve meaningful outcomes in strategic negotiation.

Focal content Practical outcomes
Negotiation strategy articulation and implementation
 The ability to formulate and effectively
execute your negotiation strategies,
both as an individual and within a team
Negotiation styles and preferences
 An in-depth understanding of the
psychological factors underpinning your
styles further enabling you to control those
preferences to suit better the context in
which you negotiate
Influencing and persuasion in challenging situations Nuanced techniques and tactics for dealing
with difficult people. Enhanced self-confidence
and robust approaches to communicating and
arguing
Engaged negotiation practices Confidence that results from engaging in
deliberate practice in carefully designed
negotiation scenarios



Strategic Negotiation structure

Pre-programme – virtual session

Start the programme with a virtual session to meet the programme director and fellow participants. An outline of the programme content is provided, including how the negotiation practices will unfold and details of the programme preparation.

Core programme – face-to-face module

Delivered in highly practical sessions over three consecutive days at our purpose-built facilities in the Cranfield Management Development Centre.

You will engage in lectures, high-impact negotiation practices, structured discussions and insightful feedback sessions.

You will also address the negotiation challenge you have defined.

Post-programme impact reviews – virtual sessions

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

Unique features of the programme

  • An 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.
  • Insights derived from validated behavioural psychometric instruments.
  • Highly relevant and structured feedback of your negotiating approach and performance.
  • Hands-on negotiation experiences developed through one-to-one and team-based negotiation simulations.
  • A collaborative network built with a diverse group of executives from multiple industries.

Programme Director

Professor Javier Marcos, Professor of Strategic Sales Management and Negotiation

Key contributors

Alistair White, Partner at The Gap Partnership, the leading Negotiation Consultancy and Training firm.

Behavioural experts from Practive, with a track record of helping individuals transform their negotiation and leadership skills.

Concessions

20% discount (tuition fee only) for Cranfield School of Management Alumni who have attended one of our eligible leadership programmes.

Accommodation and Location



How to apply

Next steps

Our team of executive development experts will be happy to talk to you about your development needs, please email us or call +44 (0)1234 754500.

Register now Book a consultation Register interest

This course is provided by Cranfield Management Development Ltd a wholly owned subsidiary of Cranfield University