Negotiation for Leaders | Workshop | 13 and 14 March

A Negotiation for Leaders workshop is aimed at agency leaders, client leaders and new-business leaders - those who lead client pitch processes, and the major client and supplier negotiations upon which an agency's success depends.

Trainer: Tom Kinnaird

Duration: Half Day, 9:00 - 13:00


  • Workshop 1
  • Tuesday 13 March 2018
  • Kantar Millward Brown, Bradenham Hall, 7 Mellis Road, Rivonia 
  • Workshop 2 
  • Wednesday 14 March 2018
  • GroupM, GroupM House, 7 Naivasha Road, Sunninghill 

Cost: R3,000.00 Per Person - Spaces are limited!


Negotiation is a leadership issue. A marketing communication agency’s “capacity” to negotiate with clients and suppliers, as well as internally, is a combination of both individual skills and the way agency leadership supports its negotiators through the preparation and deal-making process.

The workshop combines teaching input sessions and use of specially created teaching videos. Time for reflection, questions, challenge and discussion are a key part of the day, and participants are encouraged to bring along and explore their real-world negotiation issues and problems.


  • Negotiation and its role in conflict resolution
  • The fundamentals of value claiming and value creating negotiation techniques
  • The role of procurement in client organisations – how they work, what they are trying to achieve and how they are measured and rewarded
  • The games clients play – opportunities for agencies to negotiate within the competitive dynamics of a pitch process where procurement/clients are setting the rules of the game
  • Pricing strategy and negotiating for fee increases
  • Negotiation clinic – discussing real and present negotiation issues that the agency is facing
  • The role of leadership in establishing negotiation targets, processes and behavioural norms within the agency, and how best leadership can support agency negotiators

For Bookings Email:

Course also included in: