– The working session at Sofia Meetings was filled with rich discussions on strengthening networks and partnerships within the European film industry
A moment during the event
2026 marked the 30th edition of the Sofia International Film Festival and the 23rd Sofia Meetings, reaffirming once again its importance as an international co-production market. From 18-22 March, Europa Distribution was back in Sofia for its ongoing partnership with the Bulgarian festival, organising its well-established workshop focused on the improvement of communication and negotiation skills for members of the association.
Moreover, for the third consecutive year, Europa Distribution joined forces with Europa Cinemas, the network of cinemas focusing on European film, once again hosting a working session aimed at opening conversations and strengthening collaboration between distributors and exhibitors in an increasingly complex audiovisual sector. Participants also attended festival events such as work-in-progress screenings and networking events.
Europa Distribution’s “Effective Communication in Professional Interactions, Team Management and Negotiation” workshop brought together 11 independent film distributors.
Patrick Zacharis, business coach and sustainable talents developer, guided participants through the complex task of strengthening their communication skills using the Process Communication Model (PCM). Originally developed by psychologist Dr Taibi Kahler and initially used by NASA, this model is now widely applied to help individuals recognise and navigate diverse personality types, allowing them to adapt and improve their communication and negotiation strategies for greater understanding and efficiency.
This two-day training session combined theory, hands-on exercises, case studies and group discussions aimed at helping participants discover communication and negotiation approaches adapted to a range of real-world situations. The experience gave attendees practical tools for building self-awareness and recognising their strengths, while identifying possible areas for growth.
One of the main outcomes of the workshop was understanding how one’s communication approach can be shaped by the ways in which people process information, express emotions or take action. A key principle introduced by the coach was the idea that effective communication is not only about conveying information, but also about adapting the message so that it can resonate with the recipient, making the connection more meaningful and productive. As reiterated by the coach multiple times during the workshop, “It is not what you say, but how you say it”.
Another central theme was treating communication and negotiation as fluid processes that require adjusting to different personalities. In fact, one of the central mottos of the workshop was “act to what you see”, meaning that participants were encouraged to read others through the lens of the Process Communication Model and shift their style accordingly, in order to have a more positive communication experience. In fact, during the second half of the workshop, the focus moved to behavioural flexibility: learning to meet others at their level, welcoming differences constructively, rather than letting them create friction. This ability helps create lasting relationships in both personal and professional life, whether working solo or on a team under pressure.
In the end, participants found the workshop highly valuable. For example, one attendee explained how it provided new tools that can be applied in everyday life: “I already see an initial positive effect on internal communication within the company I work for. I have also implemented the Process Communication Model during negotiations with external partners and journalists.” They also added, “The life of a distributor is hard, but the workshop made it seem a bit easier!” Another participant highlighted that the training helped them improve their communication as a manager, allowing them to create better relationship with their employees.
On Saturday morning, the second part of Europa Distribution’s partnership with Sofia Meetings took place: the common session organised with Europa Cinemas, focused on enhancing the collaboration between distributors and exhibitors. Following the workshop on communication, this joint session offered distributors the perfect opportunity to immediately apply the new tools introduced during the prior two days. Participants were divided into five groups of eight to discuss how improved communication and tailored marketing campaigns can boost the success of European independent films. During the last part of the session, a representative from each group shared the main observations of their conversation, sparking further exchanges in the entire group.
Early collaboration between distributors and exhibitors, transparency, timely access to promotional materials, and consistent communication were highlighted as essential elements for addressing emerging challenges in the sector.
Another fundamental point raised during the discussion was the need to create more opportunities for exhibitors and distributors to interact and work together, both at a local level and during industry gatherings, such as the joint session held in Sofia. Strengthening personal relationships and encouraging open dialogue were identified as key factors in building more effective collaboration.
An important takeaway for many distributors during Sofia Meetings was the chance to connect with fellow distributors and professionals, sharing insights, and discussing potential future collaborations on common releases.
Once again, Sofia Meetings proved to be a successful event, filled with rich discussions on strengthening networks and partnerships within the European film industry. As Europa Distribution continues to build new bridges at upcoming festivals such as New Nordic Films, Venice and San Sebastián, its role as a network and a think tank within the European film ecosystem is set to continue growing.
