Thought Leadership: Negotiating in an age of Coronavirus: the practicalities
2nd April 2020 Virtual Event Research & Thought-Leadership Webinars
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Please note that we will also be running a Middle East and Asia Pacific time-friendly version of this webinar. Please see the events calendar for further details.

As we move to a world of virtual negotiation, a world where negotiations are frequently urgent, a world where there is little certainty - how do we generate good outcomes? 

Virtual negotiation has become the new normal. In the second webinar of our ‘Negotiating in an age of coronavirus’ discover the practical steps and insights needed to make those negotiations a success.

The coronavirus pandemic is massively disruptive to us all. Among the many impacts, we are being forced to work virtually and, for many of us, from home.

Yet the need for business negotiations has not gone away. In fact, in most industries, it has increased. Few of us have been taught how to negotiate virtually. This webinar provides tips, techniques and insights related to better planning; the use of different media; how to read and interpret the signals from your counter-party; and how to build the empathy necessary for a positive outcome.

This webinar gives insight and advice on some of the critical practicalities.

  • What to watch out for when using different media
  • How to control the ‘virtual’ atmosphere
  • Establishing common ground
  • Deploying negotiation tactics in a virtual environment

Join us as we speak with Susie Maloney, professional negotiator, strategist and trainer.

  • 8:00 am Seattle
  • 11:00 am New York / Caracas / Santo Domingo
  • 4:00 pm London / Lagos / Lisbon
  • 5:00 pm Paris / Cape Town 
  • 6:00 pm Helsinki / Amman / Moscow / Doha 
  • 7:00 pm Dubai
  • 8:30 pm Mumbai
  • 11:00 pm Perth / Singapore / Beijing

This is part two in our two-part series. Part one may be viewed in the Resource Library.

Our Experts:

Tim Cummins - Executive Team, IACCMTim Cummins, President, IACCM. Professor Tim Cummins is founder and President of the International Association for Contract & Commercial Management (IACCM). He was inspired to start the Association by his work at the IBM Corporation, where he led global re-engineering of the contracting process and commercial organization. Through worldwide benchmarks, he recognized the importance of developing contract and commercial management as a distinct business discipline and competency. His research and influence have been recognized through appointment as a Professor of International Commercial & Contract Management in the school of law at the University of Leeds, and in 2019 as the winner of the Financial Times ‘Market Shaper’ Award.

Prior to founding IACCM, Tim had a successful career in Corporate Finance and Commercial Management, working and leading high-value negotiations in the banking, automotive, aerospace, technology and services sectors. He was also a co-founder in two successful start-up businesses in the travel and technology industry. Tim is an active participant on a number of boards and commissions, with particular focus on matters such as public policy, social value and innovation. He is a regular keynote speaker at business and academic conferences.


Susie Maloney, President of BluBonsai Negotiations and a member of the Das SWAT team for commercial transactions, Susie is highly trained in the areas of Negotiation and Influencing strategy and process. Through using Tactical Empathy, she focuses on reaching the Preferred Outcome by craftily persuading the Other Party to willingly choose our Preferred Outcome as their own.

Often described by clients as their best-kept secret, Susie works both the front lines and behind the scenes, around the world with governments, the largest of multi-nationals and conglomerates on high stakes interactions often resolving difficult, multilateral issues involving diverse stakeholders with disparate needs.

The tools and techniques, models and frameworks are grounded in research and theory, born from behavioural science and psychology then honed and refined through a highly practical experience-based approach. Susie doesn’t teach nice theories – she discovers fundamental concepts through practical application and the analysis of what works.

Known for keen inter-personal skills and emotional awareness she is highly sought after by clients from around the world. She is a frequent lecturer and Adjunct Professor at the Business School level and sits on the Judge’s Panel at the Halloum Negotiation Competition i UC Berkeley, California. Susie lives with her husband and two children in San Francisco, California English and French Canadian Olympic Equestrian Reserve Team 1992. 

*Thought Leadership calls are always free to our members. There is a nominal $15 fee for guests and trial members to cover expenses.

** All IACCM Calls are recorded and placed in the library for later viewing