Negotiation Workshop

Format: Webinar presentations

Course summary
Start time:Mar 23, 2009 16:00 GMT     Add to calendar

Time and date:
From 4 pm to 6 pm GMT on Tuesday 24th March 2009

To find your local time zone compared to GMT please visit -
About the worskhop
This workshop uses tutor-led instruction to provide an overview of negotiation techniques and principles that are directly applicable to the needs of ProZ members.
What is it about?
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Subjects covered include:
  • Different types of negotiation
  • The win/win perception
  • Starting positions and assessing your initial strengths
  • Understanding your personality
  • Defensive negotiation (recognising techniques when they are used on you)
  • Minimising the ‘power’ of price and adding value
  • Improving on ‘splitting the difference’ offers
  • Good guy/bad guy – revert to higher authority
  • Attitudes, beliefs and negotiating powers, such as credibility
  • Negotiating with translation companies and direct clients
  • Variable rates
  • Pricing transparency
  • Positioning and pricing of translation tools such as translation memory

What will I get out of it?
  • The opportunity to learn new negotiation techniques or improve existing ones
  • develop your own business strategy

What’s included?
  • Tutor-led instruction
  • Workshop notes (as a PDF), and certificate

Course requirements
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Internet access.
Headset o speakers and microphone (VOIP), or landline phone.
Windows users: Windows® 2000, XP Home, XP Pro, 2003 Server, Vista
MAC users: Mac OS® X 10.4 (Tiger®) or newer
Registration and Payment information
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To register in this session please click on the "sign up now" button on the right. Your status will be marked as "registered" and it will indicate only your interest in the training session. Status changes to registered and paid when payment is processed and informed to

To purchase your seat at this session please click on the "buy" button. Available slots are limited and will be assigned to registered and paid participants as soon as payment is reported. Early payment is advised in order to secure participation. Allow some time for payment processing.

After your payment is received, your status will be changed to “registered and paid”and your spot for the session will be secured. An invoice and receipt of payment will be sent to you for your records.

Payment in local currency is available for : Argentina, Uruguay, Latvia, Romania, Ukraine , Chile, Russian Federation, Indonesia, Estonia, Croatia , Bosnia and Herzegovina, Serbia, China, Hong Kong and Taiwan. Please click here to get more information on local payment here

If you have any questions, please contact the Training Coordinator, Soledad, at [email protected]
Created by
Doug Lawrence    View feedback | View all courses
Bio: Doug Lawrence is a sought-after international speaker with an engaging style that is energetic, informative, and based on almost 20 years in the translation industry; having held several international sale roles with leading translation companies and a translation tool vendor.

Mr. Lawrence is a passionate advocate for the professional translation industry, working to raise its profile and promote the value chain mentality in clients, translation companies, freelancers and educators.

Lawrence founded the UK’s leading independent translation technology consulting company, Amicus TransTec, in 2006. In 2007 Lawrence created the industry’s leading sales training programme Selling Translations™ which now consists of 20 courses and has been completed in various forms by over 4800 translation professionals from over 120 countries. Selling Translations™ has been approved by the UK ATC, UK ITI and

When not delivering training or running Amicus TransTec, Lawrence works for the UK Government as an Export Communications Consultant for UK small and medium sized businesses. Lawrence is a consultant lecturer on the Master in Translation Studies at Aston University in the UK, and the Instructor for the ITSE 6083 Managing the Sales Process programme for the Austin Community College Texas, USA. He is also a Business Language Champion visiting schools and encouraging children to study languages. Lawrence is one of the UK's Principal Experts to ISO TC 37 and is a qualified ISO 9001 Lead Auditor.

Lawrence holds a BSc in Computer Science and an MBA. He lives in the UK with his wife and daughter and enjoys keeping fit with running, yoga and resistance training. He is a keen amateur linguist, learning a little of the language of each country he visits.
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