Virtual Classroom

Negotiating for a
Win-Win Outcome

Develop effective negotiation skills by understanding how negotiations are structured, which behaviours work best and how to achieve a successful outcome.
DATES

  • 15.06. & 17.06.2027
  • 09.11 & 11.11.2027

TIME

9.00am–12.30pm

FORMAT

Virtual classroom via Zoom

WHAT'S INCLUDED

  • 2 training sessions
  • Completion certificate
  • CIEP membership upgrade

PRICE

£375 + VAT

See available discounts
Looking for training for your team?
This course is also offered as Team Training for organisations.

Why should I take this course?

With a mixture of theory and practice, working on your own and in small groups, you’ll put a variety of techniques into action and learn how to be a more effective negotiator.
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. Such negotiations need to have outcomes which are acceptable to both parties and help maintain ongoing relationships.

Negotiating for a Win-Win Outcome is for anyone in publishing who negotiates with others, inside or outside the organisation. It offers plenty of tips, techniques and tools for successful negotiating. However, everyone has a different approach to negotiating, and the course encourages you to think about your current negotiating feelings and behaviours – which people and situations do you find most challenging? What goes well or not so well?

It also covers an understanding of the structure negotiations take, the behaviours which work best, how to deal with difficult parties and ways to build your own power, credibility and authority to get the outcome you need. 
Benefits

Control how you learn and progress

Who is it for?

  • Commissioning editors
  • designers and design directors
  • junior editors
  • managing editors
  • publishers
  • production executives, managers and directors
  • publishers

Learning outcomes

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.

Details

What you need to know

Delivery

The course consists of 4 x 1½-hour sessions, each a mixture of delivery and interaction using Zoom breakout rooms and other online tools. There will be 15-minute breaks between sessions with the opportunity to do exercises and take a break. The course will run on the same day across 2 weeks, split into 2 x ½-day sessions in the morning from 9.00am to 12.30pm. Any information to be completed beforehand will be sent via email.

Zoom

You will need to activate a free Zoom account to join the course. This takes 2 minutes and does not require any payment. It is purely for administrative purposes.

Chartered Institute of Editing & Proofreading (CIEP) membership upgrade

Completing this course counts towards the continuing professional development (CPD) requirement of a CIEP membership upgrade. For more information about upgrade criteria, visit the CIEP Membership Upgrade Hub.

Certificate

Upon completing the course you will receive a certificate from the Institute of Publishing.

Accessibility

Please contact us with any accessibility or special requirements, for example having in-session captions or the learning materials sent to you in advance.

Team Training

This course is available for in-house training, delivered either virtually or at your offices. The content can be tailored to meet your organisation's requirements.

What our students say

The course has given me newfound confidence in my own skills and new ways/tools of thinking about how to approach negotiation.

Delegate, Bonnier Books

I thoroughly enjoyed the course. Valerie was an excellent tutor. The group was lovely, and I felt like I'm not alone in my anxieties and fears. This course has really helped me gain confidence, both in and outside of work.

Commissioning Editor, Class Professional Publishing

What our students say

I enjoyed the course very much! There were plenty of exercises to engage our thoughts, and lots of information in the handouts and the presentation. I’ve increased my confidence, and gained guidance on how to approach negotiation.

Commissioning Editor, Bloomsbury Publishing

The course was a great mixture of lecture-style teaching and interactivity. I have learned the skills behind being a good negotiator and it is helped me re-think my own approaches. I feel equipped with lots of great resources.

Delegate, Pan Macmillan

What our students say

The course was brilliant. The leader was incredibly insightful and a wonderful coach, creating a welcoming environment to share our problems. Collaboration was fostered between attendees during practical exercises, which were very useful. It was great to meet and bond with a diverse group of women working in publishing who were having similar difficulties with asserting themselves. I’ve gained confidence and reassurance in my abilities to negotiate. I now feel I can fully use my voice in some of the more challenging business interactions I face. An empowering experience!

Delegate, Institute of Materials, Mineral and Mining 

The training was extremely interesting and useful. Valerie is a wonderfully engaging presenter, very easy to listen to and the course was just the right mix of theory, practical demonstration and anecdotes. The materials she provided really helped put conflict resolution and good communication skills into perspective for us. They are simple, easy to follow and practical tools for us to use in our work lives.

Delegate, IntechOpen

About the trainer

Valerie Fawcett

Trainer
ABOUT VALERIE FAWCETT
Valerie Fawcett worked in publishing for about 15 years before moving into training. During this time, she specialised in educational publishing at Oxford University Press and Blackwells. Valerie has worked with a number of publishing companies including Elsevier, HarperCollins, Bloomsbury Publishing, 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 the Institute of Publishing (formerly the Publishing Training Centre).

She uses Myers Briggs personality profiling, Transactional Analysis and other models in her work.