Negotiating for a Win-Win Outcome

Negotiating

Successful publishing is largely built on successful negotiations. These can include negotiations between author and editor, agent and publisher, editor and marketing manager, and production manager and suppliers. This means that negotiations between these people need to have outcomes which give both parties what they need and maintain the ongoing relationships.

Successful negotiating requires an understanding of the structure negotiations take, the behaviours which work best and the ways you can build your own power and credibility to get the outcome you need.

Who is it for?

Programme

Publishers, managing and commissioning editors, junior editors, production and design staff and anyone who needs to negotiate with others in-house or outside.

What will you achieve?

On completing this course you’ll be able to:

Prepare for the different stages of a negotiation
Make use of the other person’s motivations and needs
Use assertive behaviour in negotiating
Assess and build your negotiating authority and power

Day 1

Session 1

Your personal objectives
Introduction to win-win negotiating – process
Group negotiating exercise

Session 2

How thoughts and feelings affect negotiating behaviour
Assertive behaviour as the foundation of negotiating behaviour
Negotiating with “difficult” people
Power, authority and credibility – how to increase yours

There will be a short exercise on building credibility to complete individually before Day 2

Day 2

Session 1

Recap on learning points
Rehearse negotiating in small groups using your own scenarios or those provided

Session 2

Discussion of practice scenarios
Features and benefits
Methods of communication in negotiations
Reflection on personal objectives

The course will include interactive discussion and small-group exercises in breakout rooms

+ How the course is delivered

The course consists of four x 90-minute sessions, each a mixture of delivery and interaction using Zoom breakout rooms and other online tools. There will be 30-minute breaks between each session with the opportunity to do exercises and take a break. The course is split into two half-day sessions that run in the morning from 9am to 12.30pm.

You will need to activate a free Zoom account to join the course. This takes two minutes and does not require any payment. It is purely for administrative purposes.

Any information to be completed beforehand will be sent via email.

If you have any concerns about technical requirements or access please contact us on courses@publishingtrainingcentre.co.uk or telephone (+44) 020 8874 2718.

+ Delegate feedback

“I learned about the value of assertive behavior and the course delivered on all expectations. It is always really interesting to meet fellow delegates and gain from their experiences.” Managing Editor, BSAVA

"As a complete newcomer to learning about negotiation, this was a productive and worthwhile session. The tutor skillfully tailored the examples and exercises to our specific needs. I would highly recommend it to anyone working in publishing across all departments.” Commissioning Editor, Edinburgh University Press

The feedback is for the classroom version of this course.

+ About the tutor

Valerie Fawcett worked in publishing for about 15 years before moving into training. During this time, she specialised in educational publishing as an editor at Oxford University Press and a commissioning editor at Blackwells. Valerie has worked with a number of publishing companies including Elsevier, HarperCollins, Bloomsbury, Heinemann and Macmillan.

Valerie is an experienced Learning and Development consultant, specialising in providing training and coaching in people management and personal development. She has run courses for a wide variety of organisations in both the public and private sectors, and as a former publisher, enjoys combining both areas of experience in her work for Publishing Training Centre.

Valerie's professional training enables her to work with people on both improving skills and increasing the self awareness which enables change. She works with people on the three main gateways to change: behaviours (and skills); attitudes, and emotional intelligence. She uses Myers Briggs personality profiling, Transactional Analysis and other models in her work.

For more information about any of this course, or any of our other courses, please email courses@publishingtrainingcentre.co.uk. Or you can sign up to receive our newsletter for updates on this and our other offerings.

Please read our Terms & Conditions

Session 1: 8 December 2020 | Session 2: 10 December 2020 (mornings only)

Tuesday, 08 December 2020

£300+VAT

A number of discounts are available

Course format

Virtual classroom
9am to 12.30pm (BST)
Four x 1.5 hour sessions plus breaks, comprising two half-day sessions on two days, one week apart

A number of discounts are available

Enrol on this course

What you will need

To join the course, you will need access to a computer, tablet or laptop with a camera and microphone. You will need to activate a free Zoom account to join the course. This takes two minutes and does not require any payment. It is purely for administrative purposes.

Enrol on this course

Fields marked with * are required

Course date *

If you are entitled to one of our range of discounts, please select one of the following. To check your eligibility, visit our Discounts and funding page.

Discount

Your name (title, first name, surname) *

Your job title

Your email address *

Your telephone no. *

Company name (if any)

Your postal address

Address *

Postcode *

Country

First delegate (title, first name, surname)

1. Job title

1. Email address

Second delegate (title, first name, surname)

2. Job title

2. Email address

Third delegate (title, first name, surname)

3. Job title

3. Email address

Fourth delegate (title, first name, surname)

4. Job title

4. Email address

Where did you hear about this course?

Other (please specify):

Anything else you'd like to tell us? If you've been issued with a voucher from the Publishing Training Centre and you'd like to use it with this booking, or you'd like to book more than four people on this course, let us know here. Alternatively, you can email us directly at bookings@publishingtrainingcentre.co.uk:

Enter captcha security code

Copyright © 2014 - 2020 The Publishing Training Centre, 6 Bell Yard, London, WC2A 2JR
The Publishing Training Centre is a registered charity. Registered name: The Publishing Training Centre Foundation, a company limited by guarantee incorporated in England and Wales.
Registration number: 1253854. Registered office: 16 High Holborn, London WC1V 6BX. Tel: +44 (0)20 8874 2718