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Workshops and Webinars


Advancing Negotiation Skills Workshop


2 ½ Days of Intensive Training

October 23rd, 24th & 25th, 2017

+++ Course provides an average 9.86 x ROI within 3 months +++

The ICA's Advancing Negotiation Skills course in partnership with Scotwork is the ultimate in negotiation skills development. It provides participants with the core skills they need to negotiate confidently in a professional, ethical and competent manner.


The Scotwork 8-Step Approach

You’ll learn both the theory and practice. The unique Scotwork method is based upon an understanding that all negotiations have an underlying structure: The 8-Step Approach. With their unique Case Play method, participants are actively involved in realistic negotiating exercises. Cases are selected to replicate real-life issues and are combined with a series of engaging 45-minute lectures. In a typical half-day module, participants take part in team preparation and team negotiation, followed by a video replay to evaluate performance.


Experience five opportunities to learn:

  • From the lecture
  • By preparing to negotiate
  • By watching others negotiate
  • By negotiating
  • From video analysis and expert coaching

The course also provides a group discussion session. This session is vital because that is when problems, difficulties and issues can be raised and debated. It is also when our expert and engaging tutors will provide individual negotiation advice.


Maximum Return on your Investment

How can we be so sure? Because Scotwork run an ongoing survey of participants and managers. Average ROI within the first three months is nearly ten times the course fee.


It consistently reveals:

  • 96% of participants reported improved negotiating performance
  • 98% of managers say that the training investment was worthwhile
  • 71% report more satisfying negotiations plus an improved level of confidence
  • 99% would recommend the course
  • 51% say the benefit increases over time

Unlike many training courses, the benefits of the Scotwork course increase over time.


Over 100 powerful, practical and effective teaching points covering:

  • Negotiate your way out of conflict
  • Consider the five major issues in preparation
  • Use active listening techniques to pick up signals
  • Use constructive questioning
  • Make, pitch and respond to proposals
  • Re-package deals without spending any more
  • Assess concessions and identify priorities
  • Effectively trade and bargain
  • Improve recognition and use of closing opportunities
  • Handle agreement and implementation stages
  • Make and respond to multiple-pointed claims
  • Defuse aggression and confrontation
  • Handle deadlocks
  • Use team negotiating skills
  • Respond to common negotiating tactics
  • Build partnership relationships with clients or suppliers
  • Learn the secrets of win/win deals

Who Should Attend?

This course is appropriate for anyone who has authority to negotiate or vary the terms of any arrangement; indeed, any detail on price, timing, priority, specification or employment can benefit. Scotwork industry experience and training covers all sectors of commerce, industry and corporate negotiation.


Testimonials

Click here to hear Rick Brook, SVP Global Client Operations, WPP on his experience with this course.

"If you have negotiators on your payroll and do not offer this opportunity, then you are giving away substantial revenue off your bottom line." - Michael Neale, Chief Commercial Officer, Mediacom Canada.




Registration Policy:

  • Registration is not refundable but is transferable. Please notify us if you plan on transferring your registration ticket to another attendee.
  • ICA reserves the right to cancel this program should enrolment levels fall short of guidelines and in the case of program cancellation by ICA all registration fees will be returned in full.

Business Case Writing Skills Workshop


As clients become ever-more focused on returns generated, it has never been more important for Agencies to compellingly portray campaign results in the clients’ own language: Business Returns presented in a Business Case format.

The need to be able to develop and deliver Consultant-standard Business Cases goes beyond entries to the CASSIES and the Effies; such cases can transform the power and persuasiveness of credentials decks, client pitches and client business updates.

Business Case Writing Skills is a single four-hour course that builds upon existing case-writing skills, demonstrating numerous techniques and tips through simple, memorable exercises that will transform your ability to have strategic business discussions with clients, plus win Effectiveness Awards.


Course Outline:

  • Advertising Awards vs Effectiveness Awards – Understanding why and how Business Cases are used within clients
  • Know Your Audience – Business Cases (and Effectiveness Awards) are targeted at the very highest levels of management who are used to certain kinds of communication.
  • Give Yourself a Chance – Avoid the basic common errors that immediately deny your case a hearing and dent your credibility.
  • Turn Bronze into Silver, Silver into Gold – How to improve ANY Business Case.
  • The Art of the Killer Chart – Turning data into compelling, memorable visuals.
  • Setting Yourself Up to Win – Learn the secrets of serial CASSIES/Effies/pitch winners.

Who should attend?

Group Account Directors, Account Directors, Senior Account Managers, Planning/Strategy Directors, Planners.


The Trainer

Each course is facilitated by John Bradley, Head of Agency Recognition at the ICA. John spent 25-years client-side with Cadburys in a variety of Marketing and Strategic roles in the U.K., Canada and globally. For the past four years he has been Editor and Judging Coordinator of the CASSIES, during which time he has critiqued over 400 Business Cases.


Dates to choose from:
Wednesday, June 14 - 1:00 PM to 5:00 PM
Wednesday, June 21 - 1:00 PM to 5:00 PM
Wednesday, June 28 - 1:00 PM to 5:00 PM
Wednesday, July 5 - 1:00 PM to 5:00 PM
Wednesday, July 12 - 1:00 PM to 5:00 PM
Wednesday, July 19 - 1:00 PM to 5:00 PM
Wednesday, July 26 - 1:00 PM to 5:00 PM

Fees:
ICA Members – FREE!
Non-ICA Members - $495+
Please note that tickets are not refundable, but are transferable. In the event you are registered and do not attend, you will be subject to a service charge of 25% of the non-member rate.




Registration Policy:

  • Registration is not refundable but is transferable. Please notify us if you plan on transferring your registration ticket to another attendee.
  • ICA reserves the right to cancel this program should enrolment levels fall short of guidelines and in the case of program cancellation by ICA all registration fees will be returned in full.

 

 

 

For more information, contact:
ICA Professional Development Office
By email.