Negotiation for Leaders

MAY 1, 2019 – 1-day Workshop


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Negotiation is a leadership issue.

A marketing, advertising & communication agency's "capacity" to negotiate with clients & suppliers, as well as internally, is a combination of both individual skills & the way agency leadership supports its negotiators through the preparation & deal-making process. This workshop combines teaching input sessions, negotiation case studies & role plays which reflect common, real-world agency negotiation & conflict scenarios, as well as using specially created teaching videos. Time for reflection, challenge & discussion are a key part of the day, and participants are encouraged to bring along & explore their real-world negotiation issues & problems.

TOPICS COVERED INCLUDE:

  • Learning & applying the basic skills of value claiming (win/lose) & value creating (win/win) negotiation - whiles still protecting relationships
  • The role of procurement in client organizations - how they work, what they are trying to achieve & how they are measured & rewarded
  • The role of leadership in establishing negotiation targets, process & behavioural norms within the agency, and how best leadership can support agency negotiators
  • Understanding opportunities for agencies to negotiate within the competitive dynamics of a pitch process where procurement/clients are setting the rules of the game
  • Negotiation clinic - discussing real & present negotiation issues that the agency is facing
  • Pricing strategy & negotating for fee increases

WHO SHOULD ATTEND:

This workshop is aimed at agency leaders, client leaders & new-business leaders. Those that lead client pitch processes & the major client & supplier negotiations upon which an agency's business success depends.

INSTRUCTOR:

Tom Kinnaird

Tom Kinnaird has been a procurement leader & professional commercial negotiator for over 25 years. He has extensive experience client side working for a global CPG brand and for 15 years as WPP's Chief Procurement Officer. He also has more than a decade of experience in designing & teaching negotiation workshops, as well as coaching leaders, teams & individuals through difficult & complex negotiation challenges.

SCHEDULE:

8:30 am to 9:00 amRegistration & Light Breakfast
9:00 am to 10:30 amSession
10:30 am to 10:45 amMorning Break
10:45 am to 12:15 pmSession
12:15 pm to 1:15 pmBYOLunch
1:15 pm to 2:45 pmSession
2:45pm to 3:00 pmAfternoon Break & Light Snack
3:00 pm to 4:30 pmSession


IMPORTANT NOTES:

  • Limited space.
  • Lunch isn’t provided.

PRICE:

CA$1,995 – CA$3,000

LOCATION:

Institute of Communication Agencies
2300 Yonge Street, Suite 3002
30th Floor
Toronto, Ontario M4P 1E4
Canada

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