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Do you want to sell or acquire book rights? This 100% distance training will help you to evaluate the potential of a catalogue or title, and to prospect new clients, build relationships and negotiate the rights of your publications on the international market.
Compétences visées et évaluées
- Prepare for major international trade fairs
- Negotiate contracts for the transfer of foreign rights
Public concerné
Profil
Any person wishing to prospect international markets
Prérequis
- Good working knowledge of publishing
- Knowledge of the fundamentals of copyright law
- Professional level of English - C1
- Book project
- Computer with internet connection
Modalités d’admission
Questionnaire préparatoire pour recueillir le niveau et les attentes de l'apprenant
Pédagogie
Méthodes
- Discussions
- Role play based on typical situations
- Practical exercises setting up weekly negotiating challenges to be reported on at each session
Modalités d’évaluation
Elaboration of a negotiation strategy, filmed online negotiation
Profil de l’intervenant
American communications specialist
Informations complémentaires
- A 6-session training program to practice between sessions and gain confidence
- Distance learning on a Teams-type platform. Access information is sent to the trainee by e-mail
- Technical support is available by email, video or phone within 3 business days (9:30am-5:30pm)
Programme
Prepare your meeting
- Evaluate the potential of your catalogue and identify your target
- Prepare to introduce yourself, your catalogue, title, objectives…
- Know your potential partner: publishing house, editorial line, current position…
- Determine substantive issues: terms, conditions, prices, dates, numbers…
- Discuss Bottom Line vs BATNA
Create your strategy
- Identify the different steps of the negotiation
- Define and differentiate the rights to be transferred
- Soft, hard and principled negotiating techniques; anticipating resistance
- Body language and online negotiating
Build a long-term relationship
- Practice active listening skills
- Identify how culture affects negotiation and relationship building
- Learn to be proactive and creative
- Develop a win-win relationship: build understanding, reliability and trust
Accessibilité / Handicap: les modalités pédagogiques et les modalités d’évaluation peuvent être adaptées en cas de besoin de compensation du handicap, dans le respect du cahier des charges de l’entreprise.
Délais d’accès (durée entre la demande du bénéficiaire et la réalisation de la formation) : réponse par mail dans les 72 h, et inscription à la prochaine session suivant le nombre de places disponibles.
Dernière mise à jour de cette fiche le 10 novembre 2022