If you are a Client Manager within marketing communications agencies, who is negotiating regularly as part of their day-to-day role this workshop is for you.

These negotiations could be internal, client or supplier negotiations – the core skills of negotiation are equally as applicable across all scenarios.

The workshop will be highly practical – with 25% of the time spent teaching and 75% of the time spent either preparing for, completing or getting feedback on negotiation case studies/role plays.

Combining teaching input sessions, negotiation case studies and role plays which reflect common, real-world agency negotiation and conflict scenarios, as well as using specially created teaching videos. Time for reflection, questions, challenge and discussion are a key part of the day, and participants are encouraged to bring and explore their real-world negotiation issues and problems.


Topics included:

  • Learning and applying the basic skills of value claiming (win/lose) and value creating (win/win) negotiation
  • A variety of negotiation skills, tips and tools, all of which are tried, tested and work in the real world of agencies, clients and procurement
  • Negotiation planning – the importance of preparation, with an emphasis on how and what to prepare to set up negotiations for success
  • Team vs 1:1 negotiation dynamics
  • How to say “NO”, while still protecting relationships
  • How to deal with hard bargainers, and still win
About Tom Kinnaird
About Tom Kinnaird

Founder and Managing Director of Kinnaird Negotiation, Tom Kinnaird has been a procurement leader and professional commercial negotiator for over 25 years. For 15 years, Tom was Chief Procurement Officer at WPP, the world’s largest communications services group, with annual revenues of close to $20 billion, where he was responsible for leading the global procurement team, and ensuring that WPP delivered value for money from its spend with external suppliers around the world. While with WPP, Tom co-founded the Accord initiative, designed to uplift the negotiation, commercial and pricing skills of leadership teams and individuals across WPP’s highly complex world of multiple marketing communications agencies. Tom has over 10 years of experience of teaching negotiation and coaching leaders and pitch teams through difficult and complex negotiation challenges.

Particular areas of interest include:

  • Helping leaders to better understand Procurement in clients
  • Promoting game-changing moves in negotiation
  • Negotiation dynamics in competitive pitching
  • Conflict resolution (internal and external)
  • Exploring innovative ways of teaching negotiation (including on-line training)
  • Embedding negotiation learning and behaviours into organisations

Tom has drawn throughout his career on real-life experience and collaborated extensively with leading academic experts and training partners in the field of negotiation. Prior to joining WPP, Tom was on the Board of a specialist procurement consulting business, advising international blue chip clients on design and implementation of procurement change programmes. His early career was with SmithKline Beecham Pharmaceuticals (later, GlaxoSmithKline), working in development chemistry, manufacturing and procurement / supply chain.

Based in London, he has an MBA, and a BSc (Chemistry).

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Add to Calendar 2019-03-05 14:00:00 2019-03-05 17:00:00 Europe/Dublin Negotiation Training For Client Managers Tom Kinnaird's effective and targeted negotiation training designed for Client Managers. A workshop to refine your negotiating skills. The Alex IAPI info@iapi.com

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Add to Calendar 2019-03-05 14:00:00 2019-03-05 17:00:00 Europe/Dublin Negotiation Training For Client Managers Tom Kinnaird's effective and targeted negotiation training designed for Client Managers. A workshop to refine your negotiating skills. The Alex IAPI info@iapi.com

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