The Yin and Yang of  Negotiation

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.

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

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Part 1 –  2 hours

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

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Part 2 – 2 hours

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• 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

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Part 3 – 2 hours

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• Putting it all into practice

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Max 8 people – 6 hours over 3 consecutive days

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