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What do you do if a colleague is digging their heels in? Learn why the right negotiating skills can get things on the move again. This is a one-day practical course. You’ll learn a seven-stage route through negotiation that will get you the results that you want. What happens if you can’t get the result you need? How does that affect your communications? Do they end up sending the wrong message? What does that do to your business? Have you ever taken a big dog for a walk? And, halfway along the walk, it has suddenly decided to sit down and not move? You can't move the dog with brute force. But if you know how to handle animals you can get it on the move again without any problems. It’s the same with negotiations. You need to know how to handle the more difficult situations that might arise within a negotiation: How do you start a complicated negotiation off? What wording should you use? How do you deal with negative comeback? How do you get the best deal you can? But can a one-day course really improve your negotiation results? Learning the theory is all very well, but how do you actually put all this into practice? How do you actually get the results? That’s why this course is really practical. You’ll spend a lot of the day discussing your own personal negotiation challenges and how to overcome them. And you’ll have plenty of opportunity to try out new skills. So what are some of the concepts that this course covers? Seven-step negotiation Do you ever feel lost in a negotiation? Even if you feel that you are on track, it is easy to jump in with a proposal before you have asked all the right questions. The negotiation skills course gives you a clear seven-step structure. So you’ll never wonder what to do next. Partnership Some people think that negotiation should be a battle. But the most successful negotiations happen when two sides work together. The Print Industry Negotiation Handbook helps you to work in partnership with the other side. Even when the other side didn’t plan to work in partnership.Preparation Preparing for a negotiation is often ignored. After all, no-one wants to waste hours trying to work out what they need to know. The Print Industry Negotiation Handbook will make sure that you never perform badly because you are missing vital information. But it also makes sure that you don’t spend too long on preparation.Four-stage goal setting system Setting realistic negotiation goals is hard. Really hard. The trouble is that many people focus on the wrong things. And then they find it difficult to achieve their goals. The negotiation skills course gives you a simple system to set goals that work for everyone.Dealing with awkward people Sometimes the negotiation isn’t the problem. It’s the other person. So the negotiation skills course gives you clear strategies for dealing with awkward people. You should even be able to get most people to get on with you well. Markers Do you know what markers are? Chances are you’re using them without realising. And that can be dangerous. The negotiation skills course gives you a clear explanation of markers, their power and how to use them effectively. Do you give way? And then give way again? And again? The negotiation skills course shows you how to put a stop to that. Now you’ll be able to stick to your negotiation goals. Making sure agreements happen Imagine that you spent great amounts of time and effort to get a stunning negotiation result. And then no-one did anything to implement your result. All your time and effort would be wasted. The negotiation skills course helps you make sure that everything you negotiate gets put into practice.Gaining achievement Do you feel flat at the end of a negotiation? Do you worry that you could have done so much more? Put what you learn in the negotiation skills course into practice and you’ll be able to finish your negotiations with a real sense of achievement. You’ll be proud of the results.And there’s more. Here’s what else you can expect to learn:
Cost: £315 plus VAT for IoIC members, £420 plus VAT for non-members Venue: central London
Tutor biography - Matthew Parker Matthew Parker has been buying print for 20 years and has worked in directory, B2B magazine, consumer news stand magazine and agency environments. Amongst other roles, he headed print purchasing at Future Publishing when it was the UK’s 5th largest consumer news stand publisher. He has also managed purchasing projects in a number of other areas, including outsourced sales, HR and copy chasing services, web and e-mail services, postal services, transport and promotional items from the Far East. Matthew now runs Print & Procurement Ltd, which uses its industry insight to help generate effective, profitable relationships between the print sector and companies that need print through implementing new approaches and processes and practical assistance.
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