16/07/2008Stage 6 Negotiation Skills Masterclass 22 September 2008

Objectives & Benefits . Review the process and practice of negotiation. . Raise skills and confidence in the practice of negotiation and resolution of conflict . Explore options and strategies for negotiations with clients, procurement managers, colleagues and suppliers to develop mutually profitable and long-term business relationships. Participants . The workshop is designed for up to 8 participants, typically positions Board or Senior Management who have experience of negotiation. Structure . The workshop is highly participative, with group and individual discussions and practical real-life cases to negotiate. . The cases will be filmed with analysis, coaching and feed-back given. The cases will be relevant to the situations that the participants face. . The workshop typically lasts from 08.30 to 18.00 and is conducted at the IPA or at a mutually agreed offsite location. . Pre-work will assess and respond to the concerns, issues and needs of the group. The workshop will include organisers, notes, materials and filming equipment. Content The topics covered in the workshop will include: 1. The choices for conflict resolution - and manage the process 2. Power - and how to use it effectively 3. Defining the scope for agreement 4. Managing short term and long term consequences of negotiation 5. Achieving collaborative rather than confrontational negotiations 6. Negotiating with procurement managers 7. Preparing for a negotiation - what to include 8. Making discussions effective rather than argumentative? 9. How to 'add value' in negotiations 10. Managing demanding and aggressive negotiations 11. Making proposals and responding to them 12. Creativity - its place in negotiation 13. Trust - giving it and getting it. 14. How to negotiate and sustain relationships 15. How to understand and deal with emotions in negotiation 16. Value systems - how do you measure success? Facilitator The Facilitator is Keith Risk, the Senior Partner of the Conflict Resolution Company. Keith has worked with the Advertising and Media Industry all over the world for over 15 years. His clients include people from Board Directors to junior managers in both global and smaller local agencies. Keith is a former lawyer, banker, film company director, and now adviser to companies, professional and government organisations on conflict resolution. To book please contact Pippa Williams, 7 Stages Manager on 020 7201 8204 or email pippa@ipa.co.uk