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Online-Lecture: How B2B Decisions Are Made in Europe: Negotiations, Partnerships, and Communication Adaptation

  • Date: 28/07/2026 (TUE)
  • Language: Ukrainian
  • Time: 11:00 - 12:30
  • Fee:free of charge for EBA members
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  Online-Lecture: How B2B Decisions Are Made in Europe: Negotiations, Partnerships, and Communication Adaptation. Date: 28 July2026. Time: 11:00 12:30. Language: Ukrainian. Fee: free of charge for EBA members. Place: Will be online. If you are working with European clients or planning to enter EU markets, you have likely faced situations where negotiations drag on, decisions are postponed, and partnerships fail to deliver the expected outcomes. Even when contracts are in place, companies often struggle to transition to a systematic market presence and achieve scalable growth. The key question is: how can negotiations and partnerships be transformed into real sales and sustainable market growth?  EBA Management Development Centre team, together with CSV Group, invite you to take part in the Online-lecture: How B2B Decisions Are Made in Europe: Negotiations, Partnerships, and Communication Adaptation.  During this session, we will explore how decision-making processes function within European companies, what factors influence supplier selection, and why standard negotiation approaches often fall short. You will gain a practical framework for structuring negotiations and partnerships, so they lead to measurable business results—not just formal agreements.  We will also examine how negotiation styles and decision-making approaches differ across Europe, particularly in Western Europe, Central Europe, and the Nordic countries, and what this means in practice. Through real market examples, we will demonstrate how to adapt communication, negotiation styles, and value propositions to different business contexts, as well as explain why these differences exist and how they impact decision-making.  Target audience: managers, team leads, and professionals who work with European clients or are responsible for international market development.  Questions for discussion:    How B2B decisions are made in Europe and who influences them? Why negotiations get delayed and how to manage this effectively? How to adapt communication to different countries and business cultures? What “value” means to European clients and how to communicate it clearly? Which partnership models are effective and how to avoid “formal” partnerships without real outcomes? How to move from one-off deals to systematic market development? Registration is obligatory. To become a participant, please, click the “Register” button. Only the users of the EBA site can register at the event. Should you have any questions, please, write at [email protected] or call (044) 496-06-01.Speakers. Yuliia Solovyeva. Founder of CSV Group (Ireland), international business-strategist specializing in market expansion. She has over 20 years of experience working with companies in IT, FMCG, energy, construction, capital markets, financial services, and legal sectors. Her expertise includes Go-To-Market strategies, international partnership development, EU public procurement, and building business ecosystems.. You can send a question to:. Contact person:. Olena Musiienko. E-mail [email protected]. Contact Phone. 0 (67) 218 67 63.

If you are working with European clients or planning to enter EU markets, you have likely faced situations where negotiations drag on, decisions are postponed, and partnerships fail to deliver the expected outcomes. Even when contracts are in place, companies often struggle to transition to a systematic market presence and achieve scalable growth. The key question is: how can negotiations and partnerships be transformed into real sales and sustainable market growth?

EBA Management Development Centre team, together with CSV Group, invite you to take part in the Online-lecture: How B2B Decisions Are Made in Europe: Negotiations, Partnerships, and Communication Adaptation.

During this session, we will explore how decision-making processes function within European companies, what factors influence supplier selection, and why standard negotiation approaches often fall short. You will gain a practical framework for structuring negotiations and partnerships, so they lead to measurable business results—not just formal agreements.

We will also examine how negotiation styles and decision-making approaches differ across Europe, particularly in Western Europe, Central Europe, and the Nordic countries, and what this means in practice. Through real market examples, we will demonstrate how to adapt communication, negotiation styles, and value propositions to different business contexts, as well as explain why these differences exist and how they impact decision-making.

Target audience: managers, team leads, and professionals who work with European clients or are responsible for international market development.

Questions for discussion:

  • How B2B decisions are made in Europe and who influences them?
  • Why negotiations get delayed and how to manage this effectively?
  • How to adapt communication to different countries and business cultures?
  • What “value” means to European clients and how to communicate it clearly?
  • Which partnership models are effective and how to avoid “formal” partnerships without real outcomes?
  • How to move from one-off deals to systematic market development?

Registration is obligatory. To become a participant, please, click the “Register” button. Only the users of the EBA site can register at the event. Should you have any questions, please, write at [email protected] or call (044) 496-06-01.

Speakers

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Yuliia Solovyeva
Founder of CSV Group (Ireland), international business-strategist specializing in market expansion. She has over 20 years of experience working with companies in IT, FMCG, energy, construction, capital markets, financial services, and legal sectors. Her expertise includes Go-To-Market strategies, international partnership development, EU public procurement, and building business ecosystems.
Yuliia Solovyeva

You can send a question to:

Contact person:

Olena Musiienko

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