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Negotiation Skills with Jonathan Kirk

Tuesday, October 1, 2019
09:30 - 13:00

Wework Charlemont Exchange
Charlemont Street
Dublin, D02 VN88 Ireland

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Member cost: €195
Non-member cost: 395

Many clients have attended negotiation skills courses and procurement departments are professionals in this area. Consequently, there is a need for agencies to catch up and be able to use negotiation skills more effectively.

What does the course cover:

  • Importance of negotiation – what is it and what difference can it make? We will look at how small amounts of money can make a huge difference
  • Understanding the client perspective – their financial pressures, how budgets work and how procurement works (includes feedback from hundreds of client interviews that we conduct on behalf of agencies)
  • Objectives and preparation – how to set your must-haves, ideals and loss leaders
  • Negotiation ploys and best responses – practical exercises
  • The human aspect – body language, the right questions, avoiding deadlock or confrontation
  • How to negotiate around value, not just price
  • Practical tips and techniques

FOR: Agency Owners & Account Directors – anyone involved with Business Development.


  • IDI Member: €195
  • ICAD Member: €195
  • Non-Member: €395

Booking through Eventbrite link below.

About the Trainer:

Jonathan Kirk is the founder of Up to the Light, a consultancy that advises creative agencies on positioning and strategy, and all aspects of business improvement and growth, challenging some of the ingrained assumptions that exist in our industry and providing effective, insight-led advice Jonathan’s senior roles have included Business Development Director of Fitch, the global brand design group, and New Business Director of Havas EHS (now Havas Helia), one of Europe’s largest agency networks. Jonathan is a founder member of the Design Business Association’s Experts Register and is a frequent conference speaker and trade press contributor.

Design Enterprise Skillnet training focuses on helping designers and creatives in their careers and their business to up-skill their teams and attract and service clients in a rapidly changing commercial landscape.  Visit here for more upcoming events & workshops for 2019.

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