Background

It is self-evident that 'negotiation' is an integral part of effective account management, and most people are familiar with some of the very basic tenets of negotiation - indeed 'win-win' has become so familiar a phrase as to be a cliché. Despite this superficial familiarity there are a number basic skills that can be learned quite quickly to transform the effectiveness of all who negotiate.

We believe the key task is to ensure delegates are better equipped to 'get the right results' whilst also maintaining good working relationships based on trust and respect.

Whilst many negotiating courses exist they are generally approached from the perspective of 'selling' rather than enhancing the kinds of relationship management involved in marketing services agencies.

Purpose and Aims

The main purpose is to teach delegates the core skills of negotiation - and ensure they know how to apply them effectively in their dealings with clients, suppliers and colleagues within the agency. Moreover, there is a specific aim of ensuring this is done in ways that are culturally appropriate for marketing services agencies.

For

Any who have responsibility for managing relationships with clients, suppliers etc.

Format

A two-day workshop with some informal teaching, but focusing on role-play and role reversal to ensure delegates develop personal styles and strategies for key 'real agency life' negotiating circumstances, and also learn to 'see it from the other side'.

Benefits

From this workshop delegates will:

• Gain an understanding of the nature of negotiation and the ground rules for effective negotiation.
• Raise their conscious awareness and understanding of things they normally do unconsciously.
• Learn the techniques (and gain insights into the advantages) of active listening and open questioning.
• Explore the importance of language in negotiation.
• Learn to balance persuasion and assertiveness with ethics and empathy.
• Be given guidance on controlling and dealing with conflict and aggression.
• Get to grips with 'co-opetition' (the paradox of both competing and co-operating simultaneously).
• Develop personal applications of these lessons to relationships within the agency as well as external relationships with clients and suppliers.

Note: This programme is not designed for the kinds of 'price negotiation' that dominates media space buying.

Contact Mike Imms - email us or telephone 01243 814777.