Learn the skills and essential tools for successful negotiation of sponsorship deals
With the experience gained from organising the ESA Diploma, ESA Arts Sponsorship Certificate and ESA Sales Certificate, the European Sponsorship Association is delighted to announce a new course – the ESA Negotiation Workshop – for those involved in the process of agreeing the terms of a deal between buyer and seller.
Two Day Workshop
The ESA Negotiation Workshop is practical and highly-interactive, developed to support practitioners involved in the processes of sponsorship negotiation.
Delivered over two consecutive days in London, it takes attendees through a step-by-step process that enables them to develop the key skills required to negotiate effectively.
This interactive workshop features case studies, role plays and industry specific examples which build on existing experience and equip participants with a set of skills to cover a wide range of situations, ensuring practitioners maximise the commercial value they secure in all future negotiations.
Who will benefit and what we cover
This qualification provides the skills necessary to successfully negotiate a sponsorship agreement. It is targeted towards those who either currently work in the sponsorship sector and are looking to further enhance their skills, or those wishing to practise in this field.
The ESA Negotiation Workshop is delivered across two consecutive days and led by Mike Davey of the Davey Partnership.
The workshop syllabus covers the following topics:
- Defining negotiation
- Negotiation first principles
- Benefits of a co-operative style
- Habits of good & bad negotiators
- The four key phases
- Planning and preparing your approach
- Scenario and alternatives
- Objective-setting, hopes and favours
- The discussion phase; getting into state
- Bargaining – making proposals and tricks for responding
- Using emotion and logic
- Listening, questioning and body language
- Getting the best negotiated outcome
- Agreeing and closing
- Case study simulations with feedback
NB: This syllabus is subject to change; details will be regularly updated.
This highly interactive workshop guides and empowers attendees with essential tools for successful negotiation of sponsorship deals.
For prices and enrolment details, please click here.