Negotiating and Understanding Financial Change

Day three of the Cass MBA London Symposium 2017 took place at the National Gallery

During the third day of the Cass MBA London Symposium delegates assembled at the National Gallery to hear from eminent professionals about how to lead through financial change.

Brexit and Beyond

Against the backdrop of Brexit, Natalie Reynolds, Founder and CEO of advantageSPRING, gave an insightful talk on how to be successful in negotiations.  She advised the audience to “redefine your relationship with ‘No’ - it's an invitation to ask questions, explore and look for other solutions”.

During her talk, she outlined the ‘DEALS’ approach (Discover, Establish, Ask, Lead, Seal) which is designed to highlight the key steps to take in every negotiation:

  1. Discover - Before heading to the negotiation table discover as much as you can about the issue. Do your research, know the facts and understand the market.
  2. Establish – Know what your boundaries and key priorities are, as well as what theirs might be.
  3. Ask - When you launch a proposal, always make sure that you open ambitiously but credibly. Ask for slightly more than you need, to give yourself wriggle room.
  4. Lead - This refers to taking the lead in the negotiation. Take a deep breath and speak calmly and professionally. Don’t allow your emotions to control you.
  5. Seal - Last but not least is to seal the deal in the right way. Get it in writing as soon as you can. Be gracious if you get a great outcome. Agreements are stronger if each side feels like they are winning.

Using Technology

Also on the bill on day three were Dr. Ella Rabener UK Co-Founder & Global CMO of Scalable Capital who gave a talk called Using Technology to Revolutionise Wealth Management and Adizah Tejani, Director of Marketing EMEA at Token, who looked at FinTech, Innovation and the London ecosystem

The closing address of the morning was given by Vernon Hill, Honorary Visiting Professor of Retail Banking and Founder of Metrobank, who explained how to create fans not customers.

Future of Work

The day was rounded off with a Masterclass by Cass Business School Professor Peter Fleming who looked at the role artificial intelligence is likely to play in the Future of Work – he considered whether it would be utopia or dystopia.


The Symposium is an elective element of the MBA course, and brings together more than 150 students from all Cass MBA cohorts, as well as MBA teams from partner schools in Europe and South Africa.

Plenary lectures continue this week at two of the capital’s iconic cultural institutions: the National Gallery and the Royal Institution.

You can Tweet from or about the event using the hash tag #CassLS2017.

The inaugural Symposium was first held in 2014 to celebrate Cass’s unique network inside the heart of the global city. It mixes thought leadership in plenary sessions with a ‘backstage pass’ to some of London’s most iconic locations, brands and organisations which drive the city’s prosperity.

The Symposium is now the flagship MBA elective, providing students with excellent networking opportunities and access to some of London’s most prominent and respected business figures.

Read about the other days at the Symposium here:

Day One.

Day Two.

Day Four.