The document proposes an implementation strategy for Santander bank to improve how it integrates acquisitions and sees deals through to completion. The strategy involves appointing leaders and teams for implementation, educating departments on negotiation and implementation, establishing communication, and monitoring progress with feedback meetings to refine the strategy if needed. Justification is provided that involving all stakeholders in planning and definition will increase commitment to results through a negotiated, integrative process aimed at a "win-win" outcome.

1. Carlos Farías
Negotiation Strategies and Styles
Individual practice with peer evaluation
Title: There’s life after the deal
Objective: To emphasize the importance of the implementation phase of an agreement so that the negotiation is effective, that
is efficient and efficacious.
You’re the talent and culture director at your organization. In a meeting with the board of directors, they expressed concern that
agreements frequently were forgotten and never implemented. They asked you to develop an implementation strategy using a
process to change the mentality from one oriented to achieving agreements to one that would seek to implement those agreements and
evaluate their effectiveness.
Of course you will meet significant resistance from the fusion and acquisition department, who are used to jumping from deal to deal,
without looking at the consequences of their decisions. Because of that, it’s important to help them develop implementation skills in their
future negotiations.
The managers don’t have a culture of evaluating results, nor are they accustomed to including other parties in the different stages of the
negotiation process. Most of them have been in the company more than 15 years, enjoying admittedly excellent achievements related to
sustainable development, but having no worries about competencies that didn’t even exist in the past. Now things have changed
significantly and a radical cultural transformation is needed.
Identification data of the company
Name of company: Santander
Number of employees: +4,500
Years of operation: 89 years
Business activity: Banking
Country: Mexico
Detailed description of the implementation strategy
Santander is the creation of multiple mergers over more than a century, having its most distant origins in the creation of the Bank of
London, Mexico and South America in 1864, being the first bank in Mexico. It is a well-established Mexican bank that continuously
provides trustworthy services to a multitude of clients, including other corporations and individuals looking to improve and strengthen
their financial health. Although the company has taken part in many mergers, there is a lack of formal procedure to see the
arrangements through and ignoring the consequences of the decisions made. Due to this, I propose an implementation strategy to be
carried out in the following stages:
● Appointing the leaders and creating teams that will be involved in the strategy as well as the current activities they will be
participating in.
● Have a meeting with upper management with the purpose to introduce the intentions of the projects and the benefits in the
outcome.
● Gather the leaders from each department to coordinate the activities.
● Establish communication channels between all departments.
● Give the departments a workshop on negotiation and the complete steps to follow to close deals that add value to the
company.
● Develop a protocol during the implementation stage to reach each responsible for each step in the negotiation..
● Monitor the deployment of the plan in the short-term to see how well it is being implemented.
● Feedback meeting to reshape the strategy of the negotiation if results weren’t achieved.
Justification of the elements
It is important that all of the people that were involved in the execution process of the implementation stage are also part of the definition
process. Including all stakeholders and having their participation will make it easier for them to recognize the importance of the project,
as well as for them being committed with the results. The process of defining the steps to take is a negotiation, so there must be
preparation and an open mind environment to work in an integrative manner. All of this with the finality to have a “win-win” outcome. If
all parties are involved and committed with the implementation stage, putting all of their efforts, there will be a successful deployment
having positive results. At the end of the day, it is everyone’s interests for the project to be completed.