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?

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

Programme

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

“The course was excellent and has given me immediate confidence. Really well taught and excellent use of digital.” Publicist, Bloomsbury Publishing

“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: 29 June 2021 | Session 2: 01 July 2021 (mornings only)

Tuesday, 29 June 2021

Tuesday, 16 November 2021

£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

Date information for future sessions

November

Dates: 16 & 23 November 2021
Times: Each session will run from 9.00am-12.30pm

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

Course Date *

Discounts

Number of delegates *

First Name *

Last Name *

Job Title *

Email Address *

Telephone Number *

Company Name

Address *

Postcode *

Country *

First Delegate Title *

Delegate First Name *

Delegate Last Name *

First Delegate Job Title *

First Delegate Email Address *

Second Delegate Title *

Second Delegate First Name *

Second Delegate Last Name *

Second Delegate Job Title *

Second Delegate Email Address *

Third Delegate Title *

Third Delegate First Name *

Third Delegate Last Name *

Third Delegate Job Title *

Third Delegate Email Address *

Fourth Delegate Title *

Fourth Delegate First Name *

Fourth Delegate Last Name *

Fourth Delegate Job Title *

Fourth Delegate 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:

Website

Copyright © 2014 - 2021 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