Marketing Negotiations, The Good, The Bad and The Ugly

This week, host Mike Lander talks to Jonathan McCallum (SVP Managing Director UK & Norway, George P. Johnson) about the pandemic's impact on experiential marketing and how agencies adapted: building long-term client relationships, involving procurement, and effective negotiation strategies like understanding BATNA.

 This week, host Mike Lander talks to Ian Sohn (CEO North America, Iris) about the importance of collaboration; self-awareness, adaptability and strategic thinking in negotiations; and aiming for win-win outcomes and long-term partnerships.

This week, host Mike Lander talks to Stephany Sperberg (managing director, Hook) about flexibility, transparency, and openness in negotiations; understanding motivations and alignment; and adapting to changing circumstances and economic realities.

This week, host Mike Lander talks to author, motivational speaker, coach and successful sales executive, Jeb Blount (founder and CEO, SalesGravy.com). Here they discuss the importance of effective selling and negotiation in the sales process, balancing relationships and content in negotiations, and techniques and strategies for successful negotiations.

This week, host Mike Lander talks to Anthony Groves (Chief Commercial Officer, Dentsu International) about negotiation strategies and expertise, collaboration and the rapid changes and emerging trends in marketing communications.

This week, host Mike Lander talks to Katie Evans (CMO, Burger King UK) about the importance of communication and relationship building, aligned objectives and mutual benefit, and learning from past experiences and preparation.

In this episode, host Mike Lander speaks to Group M’s Simon Thomas about cultural considerations in negotiations and marketing, the evolving landscape and challenges in media procurement, and challenges and opportunities in the advertising industry.

This week, host Mike Lander sits down with researcher, presenter, thinker and author of ‘The Challenger Sale’, Brent Adamson (global head of research, advisory, and communities at Ecosystems). Here they discuss understanding value management in negotiations, achieving alignment among diverse stakeholders, and complexity in business.