Javier Marcos: Why Use Belbin Team Roles to help negotiation teams
"We have used Belbin Team Roles to help negotiation teams come together more effectively and to display the right behaviors at the right point in the negotiation process.
First negotiation typically takes two forms, highly distributive or highly interpretive. The way you design the people and the teams that work in one versus the other is very different and therefore needs to be distincy.
Second, you typically go through a four-stage process when you negotiate. First planning and preparation; second, opening offers followed by bargaining and eventually coming to agreements. Throughout these four phase processes different Team Roles will have a completely different effect.
And finally what we have seen is that, the more complex the negotiation is, the more variety of standpoints and viewpoints you need, and Belbin Team Roles will allow you to integrate those different views in a more holistic fashion.
So if you are facing difficult and complex negotiation processes, consider use involving Belbin Team Roles to enhance the effectiveness of your negotiation teams"
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From Javier Marcos:
Hello, I am an inspiring educator with 25 years of experience working in academia, consulting and multinational corporations. I am a Professor of Strategic Sales Management and Negotiation at Cranfield School of Management. I lead Learning for Performance, a boutique training and consulting practice for sales and negotiation effectiveness. I also hold positions as visiting faculty at other European and US institutions.
My areas of teaching, research and consultancy are Professional Selling, Sales Leadership, Key Account Management and Negotiation. I am also passionate and have expertise in designing and delivering impactful Executive Education & Management Development programmes. I am an accredited Belbin Team Roles facilitator and have developed original Sales Teams effectiveness tools.
Working with organisations in close partnership, I use individually tailored approaches that facilitate clients' full engagement in the process of design, delivery and evaluation of training and consultancy interventions. Combining insights from marketing, leadership and organisational development, I endeavour to help managers identify and realise meaningful business opportunities. I provide insightful advice to help executives understand and overcome the barriers that often constrain individuals' development and business growth.
I have been privileged to work for multinational corporations and smaller businesses globally and have co-authored three books, Implementing Key Account Management (Kogan Page, 2018), Sales Management (Palgrave, 2016) and From Selling to Co-creating (BIS Publishers, 2014). My research has been published in Industrial Marketing Management, Management Learning, Journal of Marketing Education and other journals.
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To find out more visit: www.belbin.com
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