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
Course description
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.
Programme
Day 1
Session 1
- Your personal objectives
- Introduction to win-win negotiating – process
- Group negotiating exercise
There will be a short exercise on building credibility to complete individually before Day 2.
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.