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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?<\/p>\n
EBA Management Development Centre team, together with CSV Group<\/b>, invite you to take part in the Online-lecture: <\/b>How B2B Decisions Are Made in Europe: Negotiations, Partnerships, and Communication Adaptation.<\/b> <\/p>\n
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\u2014not just formal agreements.<\/p>\n
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.<\/p>\n
Target audience:<\/b> managers, team leads, and professionals who work with European clients or are responsible for international market development.<\/p>\n
Questions for discussion:<\/b> <\/p>\n