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.

COVID-19 Free Learning Scheme

The IPA has decided to temporarily suspend fees for its entire suite of courses, qualifications and exams for IPA member agencies, their employees and IPA personal members until 2 October 2020. Please ensure you familiarise yourself with our COVID-19 Free Learning Scheme Terms and Conditions before making your booking.

This course will run virtually via two, 2.5hr zoom sessions on:

  • Thursday 3 September 10am-12:30pm
  • Thursday 10 September 10am-12:30pm

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 done). 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.

The sessions are very interactive and tailored to the needs of the individuals attending. It combines theory with short role-plays in VC breakout rooms, so that you can practice what you’re learning in real time with individual coaching to help improve your performance. Film clips and quick exercises will be used to illustrate key points.

This course will be conducted through two, 2.5 hour sessions one week apart.

Prep work will be required before each session.

The course covers:

  • The importance of preparation
  • Setting goals and objectives
  • Defining the bargaining arena
  • Preparing yourself and managing conflict
  • Balancing the value of the relationship against other factors
  • 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

Please note: if you are taking one of our courses or qualifications through your employer or educational establishment, we may need to share your information - including your course or qualification results - with them. For further details about how we treat your personal data, please see our privacy policy.

Last updated 30 June 2020