This full-day workshop is delivered live with an interactive presentation and discussion.

Session Date: TBA

Successful negotiations should be a win-win for both parties, this workshop starts by understanding all the stakeholders who are typically involved in a client negotiation (be they brands or agency clients) and what their drivers and motivations are.

Many direct-to-brand negotiations will involve procurement, so this module helps you understand the role of procurement today and the many boxes they have to tick and what they are looking for in a successful partnership.

Value is key to any negotiation, this workshop also explores how to identify and articulate the value you are delivering in a client-friendly way and how to see value from your client’s perspective as well as your own.

Through a video demo, group work and role-play, you will learn how to plan a negotiation from start to finish, including assigning roles, what tactics you might use and techniques to help you navigate the process, how to identify ‘walk away’ points and how to get to the end of the process with a successful outcome for both you and the client.

There will be plenty of time for discussion and the workshop will draw on real-life negotiation scenarios from the production industry today.

By the end of the workshop, you will learn:

• What’s driving your client’s needs and objectives
• The role of procurement
• How to create a negotiation game plan
• How to assign roles How to provide different options rather than just one price
• Some key negotiation tactics and techniques
• How to package and define value
• How to close out and implement a successful negotiation.

Price: £375 + VAT

Rhona & Janet were course leaders in the previous direct-to-brand workshop on negotiation which averaged 9/10 for course content and delivery.

Course feedback:

“Relevant and helpful, the facilitators were great and very knowledgeable.”

“I think we could have delved deeper and gone on for hours. Great session with lots of interesting experience and scenarios to relate to.”

“Engaging and well explained with good examples.”

“Good overview of working environment, language, techniques and insight into procurement.”