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Women in Finance: Negotiating - a practical and personal approach (resources)

This WIF networking event was hosted at Chartered Accountants' Hall, London on 16 June 2011.


Successful negotiation requires empathy and the ability to think on your feet.

In this practical session Clive Rich (professional negotiator) and James Stokes (personal coach and professional speaker) discuss behaviours, body language, tackling challenges as they arise, the importance of your negotiating state of mind, and managing the negotiating process.

They share real-life stories that would stick and so inform your future negotiations.


Clive Rich

Clive is a professional negotiator and a digital media lawyer. He has a 25 year pedigree in the Music, Entertainment and Digital sectors as a deal-maker, lawyer, and strategic director.

As a professional negotiator Clive has created "Close My Deal" an iPhone app for negotiation which is already making deals happen for thousands of people. He offers negotiation services to clients either as a trusted guide, advising them on the best way to get more of what they want, or by actually negotiating deals on their behalf, or by providing one-to-one or one-to-many coaching services. His services have recently been profiled in numerous publications including the Evening Standard, the Sun, The Jewish Chronicle and the The Mayfair Times.

He recently chaired a seminar on Deal-Making for the Daily Telegraph's Business Club and he is also a qualified Mediator. As a media lawyer Clive currently runs his own firm, "Rich Futures Limited". Through Rich Futures he provides legal services to clients as diverse as the Royal Opera House, San Disk, MySpace and the Technology Strategy Board. He has also closed deals on behalf of clients with the likes of Tesco, the Mail on Sunday and Quintessentially. He runs his law firm in association with the top 30 UK law firm, Olswang, who provide him with infrastructure, office space, insurance and billing. With Olswang he provides a service called "Orbit" which provides a galaxy of affordable legal advice to Digital SME's.

Clive also has a track record of running business development units profitably. During a 17 year long career with Bertelsmann's BMG and then Sony/BMG he ran BMG's New Media division and then created and ran Sony BMG’s Futures Division.

Prior to taking on these commercial responsibilities for BMG and Sony BMG, Clive successfully ran Business Affairs departments in the UK and Europe for BMG, responsible for negotiating and drafting agreements with artists, producers, writers, production companies, and for M and A work.

A list of some of the major deals Clive has been involved with as a lawyer and negotiator is available at richfutures.co.uk/about/credentials/.

Clive has also held Business Affairs posts with BMG Music Publishing, WEA Records and K-tel. He is a qualified Barrister and was educated at Lincoln College, Oxford and the Inns of Court School of Law.

James Stokes

James is a successful entrepreneur, dynamic public speaker and highly skilled coach and mentor. Based on a highly successful ten-year first career in sophisticated computer software development, James has now applied that same expertise to studying the mapping of the human mind. James began to see direct parallels with how we program our own minds, often to our detriment and explored the myriad options available to all of us for positive re-programming.

Having dedicated more than a decade of his life to studying the powers of the conscious and unconscious mind, James has created his own instinctual and inspired coaching method for top business leaders, corporate teams, celebrities and high-achieving individuals. He has developed a reputation as an exceptional business and personal coach and trainer, showing the same dedication and flair for which he developed a name within the software world.