Client Service Negotiation Skills

Hard and soft skills to achieve winning outcomes and long-lasting and profitable relationships.

Hard and soft skills to achieve winning outcomes and long-lasting and profitable relationships. For Account Directors, Project Managers and Producers who conduct negotiations with clients and external suppliers.

Who is this course for?

Account Directors, Project Managers and Producers who conduct negotiations with Clients and external suppliers.

Content

Becoming a great negotiator requires a unique combination of skills; the ‘hard’ commercial ones that can be learned and practiced (what is said and how to say it). And the soft skills, the paralinguistic and non-verbal techniques, the subtle nuances that can help you read the person across the table and gain a real edge.

This one-day workshop teaches both sets of skills, and how to blend them, to create winning negotiations and to build long-lasting and profitable relationships. It combines theory with practice and role-plays, so that you can practice what you’re learning in real time with individual coaching to help improve performance. 

You’ll learn:

  • The importance of preparation
  • Setting goals and objectives
  • Preparing yourself
  • The value of the relationship
  • Defining the bargaining arena
  • Understanding their needs
  • Knowing when to walk away
  • Casting and roles for the team
  • Asking the right questions
  • Signalling and proposing
  • Re-framing, bargaining and closing

Course Tutor

Graham Singleton from Make Yourself


For more information please email eve.kelly@ipa.co.uk

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Last updated 02 June 2020