The Yin and Yang of  Negotiation

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Account handlers, planners, project managers are caught between creative people and the Client.  The objective of this course is to teach people to get what they want through a ‘win win’ situation, through effective and creative negotiation.  They are taken through a 7 stage structure, and role-play up to 4 case histories relevant to our industry.

Suitable for Account Manager/SAM level and equivalent roles, project managers/TV producers etc.

Part 1 –  2 hours

  • Preparation – which includes, knowing your BATNA (best alternative to a negotiated agreement), understanding the information you need in advance of a negotiation.

Part 2 – 2 hours

  • Probing for information

  • Signaling including the principles of active listening

  • Proposing the deal

  • Packaging the deal to best appeal to the other side

  • Bargaining

  • Closing and reaching an agreement

Part 3 – 2 hours

  • Putting it all into practice

Max 8 people – 6 hours over 3 consecutive days