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

 

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.

 

 

 

 

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