Advanced Negotiation Techniques for Creative Professionals
4.8 (5 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
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Advanced Negotiation Techniques for Creative Professionals

Forge cooperative relationships, recover contracts, and successfully handle with aggressive personalities and bullies.
4.8 (5 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
27 students enrolled
Created by Ted Leonhardt
Last updated 11/2016
English
Curiosity Sale
Current price: $10 Original price: $45 Discount: 78% off
30-Day Money-Back Guarantee
Includes:
  • 36 mins on-demand video
  • 8 Articles
  • 7 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Analyze a business opportunity
  • Employ techniques to communicate with clients about RFPs or project descriptions
  • Enhance your confidence about your skills and past successes
  • Engage in learning conversations about the goals of a project
  • Assess a client’s unstated project needs
  • Develop mutually beneficial proposals
  • Agree to contracts at the close of your meetings
  • Identify your leverage in a business opportunity
  • Create a plan for getting buy-in from key players
  • Develop a strategic meeting in service of keeping a project, while protecting your client’s interests
  • Prepare to negotiate an offer that is less than what you want
  • Recognize bullying behaviors, and plan for dealing with a bullying situation in a professional setting.
  • Determine whether you are dealing with a high-conflict person, which type, and how to best handle them
  • Manage your emotional responses in a stressful negotiations or interview situation
  • Practice de-escalation techniques in high-conflict interactions
  • Apply strategies for moving an aggressive or high-conflice negotiation toward resolution
View Curriculum
Requirements
  • While there are no prerequisites to this course, it is designed for business owners/freelance professionals with some experience in the workforce.
Description

As creative professionals, we wear our hearts on our sleeves. No matter how long we’ve been doing the work, we face special challenges at the negotiation table. And, there are two situations where our talents can both make us especially vulnerable and give us special opportunities to shine: pitching in response to requests for proposals, and reacting when a client cuts a project. 

I’m here to help you turn your creative strengths into negotiation skills and improve your results. 

Meet the Expert

A lifelong designer and illustrator, Ted has turned his significant business wins leading his creative services firm and, later, a multinational conglomerate into a new career coaching and consulting on negotiation for creatives. He works with international corporations to land major deals, and he works one-on-one with individuals to help them find dream jobs and significantly higher salaries. Now, Ted has developed online training modules to bring creative people around the world the wisdom born of his notable successes, as well as a few failures, to help you elevate your career and earn what you deserve.

What You'll Learn

This course addresses some of the biggest challenges that creative businesspeople face in their careers: 

  • Making a pitch, often based on an RFP
  • Dealing with a canceled or changed project
  • Handing a negotiation that goes from cordial to confrontational
  • Managing difficult or high-conflict personalities
  • Working with bullies 

Most - if not all professionals - deal with these situations at some point in their working lives. For creatives, because we’re so emotionally invested in the work, it can be particularly difficult to make sales pitches, deal with rejection on a contract, or manage bullying or aggressive individuals. Yet we can use our creative abilities to work through confrontations and emerge with our self-esteem and employment status intact. 

In this course, you’ll learn techniques for: 

  • Changing the context to broaden a project beyond the RFP;
  • Requesting a paid planning session to develop ideas with the client;
  • Building a relationship with your client as you make your pitch;
  • Responding when a project is unexpectedly canceled or modified; 
  • Developing leverage points to win back business when a project changes; 
  • Identifying key traits of bullies and aggressive individuals in the workplace;
  • Strategizing short-term solutions and create a personal plan to survive working with a bully long-term;
  • Preparing for confrontations with aggressive negotiators;
  • Navigating an aggressive close in a businesslike, profitable manner; and
  • Negotiating with high-conflict personalities by identifying and tactics to work with both types.

Why This Course Is Effective

Short, beautiful videos relate critical messages, followed by Ted’s downloadable PDF Learning Guides that provide step-by-step, actionable techniques for addressing the challenges of navigating professional life as a creative. 

By completing this course, you’ll build the confidence to create better jobs through changing the context and handling changed or canceled contracts, and by being ready to deal with aggressive or bullying personalities. 

Want Better Projects and More Respect? Ted Will Teach You How

With your talent, hard work and experience, you can land and keep great jobs. This course will give you tactics for expanding projects beyond the RFP as well as handling negative contract changes and difficult personalities. Remember: You’re worth it. 

Who is the target audience?
  • Creative professionals in senior roles or independent positions - freelancers, firm leaders, and decision-makers - will find this course most useful.
  • Individuals who've had contracts cut or canceled should take this course to learn tactics to retain clients with their respect and their budget intact.
  • Creative professionals at all levels who have any experience with bullying or aggressive personalities.
  • Although my courses are geared toward creative professionals, this course would be valuable for anyone dealing with aggression or bullying in the workplace. We uncover some key characteristics and go over techniques that work for all professionals.
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Curriculum For This Course
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Align Your Goals and Change the Context
2 Lectures 09:29

After completing this module, you will be able to employ techniques to communicate with clients about RFPs or project descriptions, enhance your confidence about your skills and past successes, engage in learning conversations about the goals of a project, assess a client’s unstated project needs, develop mutually beneficial proposals, and agree to contracts at the close of your meetings.

Preview 08:09

This article and accompanying downloads go in-depth on how you can improve your communication with clients about RFPs or project descriptions. Completing this module (video + article, including Learning Guide and comic) will enhance your confidence about your skills and past successes and help to engage in learning conversations about the goals of a project, assess a client’s unstated project needs, develop mutually beneficial proposals, and agree to contracts at the close of your meetings.

Align Your Goals Article with Learning Guide & Comic Book
01:20
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Defend Your Ask Training
4 Lectures 04:33

Brief introduction to defending your ask when a contract is canceled or changed.

Introduction
00:09

This short video introduces the key concepts you need to defend your bid. 

Preview 01:50

Downloadable comic book and overview showing a dramatized scenario in which a character may lose a significant portion of a contract and must find ways to connect with the client and reverse the decision.

Defend Your Ask Comic Book
00:57

A downloadable PDF learning guide that walks creative professionals through the steps to defending a contract, bid or ask when it's been changed or canceled by a client. 

Defend Your Ask Learning Guide
01:36
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Taking on Bullies at Work and in High-Stakes Job Interviews
2 Lectures 08:53

In the “Stand-Up Interview” video and comic download, we see a recent college graduate interviewing for her first job. We see her interactions with the firm owner/interviewer, with a friend and with her mentor. Cindy’s story was inspired by a real-life experience that happened to a design graduate of the University of Washington. Her ordeal is so common and so demoralizing that I based a script on it and filmed it for use in seminars and online training.

Preview 07:15

Learn tips to avoid being bullied and intimidated during high-stakes job interviews. In this dramatization, a young designer confronts a would-be boss who uses unfair tactics to gain advantage.

Dealing with Bullies in the Workplace: Article and Downloadable Learning Guide
01:38
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Aggressive Close
3 Lectures 10:25

After completing this module, you will be able to analyze a business opportunity, practice de-escalation techniques, develop coping mechanisms to manage your emotions during stressful negotiations, defuse a high-conflict interaction, and apply strategies for moving an aggressive negotiation toward resolution. 

Agressive Close Introduction
00:30

What do you do when a reasonable negotiation turns combative? Learn to sidestep aggression and emotional outbursts to keep the deal on track in this dramatized scenario, where a business owner becomes hostile toward his counterpart and threatens to walk. Download the PDF comic to see an alternate version of the dramatization and how it plays out.

Aggressive Close Video & Comic download
09:03

Learn how to deal with aggressive closes, as well as key techniques for de-stressing, in this downloadable PDF that walks you through the steps shown by the characters in the Aggressive Close video and comic. 

Aggressive Close Article & Downloadable Learning Guide
00:51
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Dealing with Difficult Personalities
1 Lecture 09:32

It’s challenging to deal with high-conflict people in negotiations, especially when your emotions are already running high. Learn how to recognize aggressive behaviors and develop skills to navigate them in this filmed lecture by renowned negotiator Professor Charles Wiggins.

Dealing with Difficult Personalities with Charles Wiggins
09:32
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Course Quizzes
0 Lectures 00:00
Change the Context & Defend Your Ask
3 questions

Negotiating (and Working) with Difficult Personalities
13 questions
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Keep in Touch!
1 Lecture 00:18

Bonus lecture with link to additional content for creative professionals, email newsletter and discount code. 

Stay in Touch
00:18
About the Instructor
Ted Leonhardt
4.8 Average rating
12 Reviews
63 Students
2 Courses
Helping designers and other creative professionals win negotiations. Author, coach, trainer, consultant.

Creative professionals contribute $698 billion to the U.S. economy. Are you getting your fair share? My mission is to help you earn the money you deserve. 

In the beginning of my career, I was afraid to ask for the salary and fees that I deserved. Talking about money was uncomfortable. I rushed to close so that I could get to the thing I loved: the creative work. I didn’t ask for what I needed because I was afraid of rejection, of losing the deal — that I wasn’t worth it. 

As I worked with more clients, I started noticing that they asked me for input and valued my expertise. I developed techniques around these observations and put them to work at my design agency The Leonhardt Group. I used these negotiation strategies to build an agency that employed over forty people and annually billed $10 million to clients including Nissan, Nordstrom, Charles Schwab, Electronic Arts, and Microsoft. 

Since selling The Leonhardt Group to global retail & branding consultancy FITCH, I’ve been a global creative director and worked in firm sales and acquisitions. With over four decades of experience on both sides of the negotiation table, I’ve observed that my own negotiation struggles are shared by many other creatives. That’s why I created the Worth It training package. Being in control of your professional survival and creative happiness is an achievable goal. And you are worth it.