Client Service Negotiation Skills

CPD Value: 8 Hours

Course content
This course teaches the ‘hard’ and ‘soft’ skills required to become a skilled negotiator.  This negotiation skills training is a balance of negotiation theory and practice, using film clips to illustrate the key principles in an engaging and impactful way. We run a roleplay throughout the workshop so attendees can practice what they’ve learnt straight away, with individual coaching to help improve performance. Becoming a great negotiator requires a unique combination of skills; the ‘hard’ commercial processes that can be learned and practiced; what is said and how to say it. Then there are the soft skills: the paralinguistic and non-verbal techniques, the subtle nuances that can help you read the person across the table and gain a real edge. This one day workshop teaches both sets of skills, and how to blend them, creating winning negotiations that build long-lasting and profitable relationships.

Who is this course aimed at?
Account Directors, Project Managers and Producers who conduct negotiations with Clients and external suppliers.

Key learning outtake

- The importance of preparation
- Setting goals and objectives
- Preparing yourself
- The value of the relationship
- Defining the bargaining arena
- Understanding their needs
- Knowing when to walk away
- Casting and roles for the team
- Asking the right questions
- Signalling and proposing
- Re-framing, bargaining and closing

Who runs it
Graham Singleton

Further information
For more information on this course, please call us on +44 (0)207 2018 245 or email

Course Dates and Locations

Location: IPA, 44 Belgrave Square, London, SW1X 8QS
Course Date(s): 09 Nov 2018 09:30 - 17:30
Member Ticket £325.00 + VAT
Non-Member Ticket £487.50 + VAT
Booking Deadline: 02/11/2018

IPA, 44 Belgrave Square, London, SW1X 8QS,   09 Nov 2018 09:30 - 17:30

Non-Member Ticket: £585.00
Booking Deadline: 02/11/2018

Contact the IPA

ABCe audit Offical Webby Awards Honoree (2011, 2013)

Website, membership and content management software by Senior
Creative design by Igentics

Institute of Practitioners in Advertising (IPA)
© 2018 IPA. All rights reserved. No part of this
site may be reproduced without our permission.