Target Audience: 3-5 years experience OR over 12months experience members who have previously attended Introductory Negotiation Skills

Places Available: 30

Trainer: Richard Wentworth-Ping (Wentworth Training)

This workshop builds on the ideas covered in the introduction NGen negotiation skills session. The content assumes a greater level of knowledge and a familiarity with both the philosophy and thinking around good negotiations and the negotiation process (Padlock). From that foundation we look at more complex media negotiations between agency, media vendor and clients.

Getting really good at negotiations is something that constantly needs work. Many people make the mistake in thinking that negotiation is a formal event, such as a meeting at a conference table. It is not simply that. We are negotiating all the time and it is the sequence of conversations over time that create the outcomes we want, with clients, with vendors, with agencies, with colleagues, with our team, with our partners, flatmates, siblings and kids (if you have them!).

The truth is, most negotiations don’t concern money. Negotiations are about relationships & decisions. At a personal level, at work, or between countries, specifics may vary, but negotiation is about improving the quality of life. They impact on our marriages, relationships, work happiness and they are all about the people in the conversation. I doubt any of us have got that nailed.

The Agenda
• Recapping on the Padlock process
• Looking at power variables in detail – what builds your power (even when you think it’s weak)
• Focusing on real needs: interest based negotiations
• Negotiation criteria: must have’s and nice to have’s; how you stack up against the other side and a competitor
• Packaging and re packaging offers
• Using and defusing common negotiation tactics; what’s fair and what’s not?