Most of us are not natural-born negotiators but we can learn how to be. This course teaches the unique combination of hard and soft skills that are required to achieve winning outcomes and long-lasting and profitable relationships.
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
Anthea Willey
For more information please email eve.kelly@ipa.co.uk
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Last updated 11 March 2020