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Event Info

Why Invest

PROGRAMME OBJECTIVES

 

  • Be exposed to the principles of successful negotiation: the tools and tactics
  • Learn how to build strong commercial propositions
  • Role playing – Get a chance to practice the new skills learn

TARGET ATTENDEES

 

  • Key Account Managers
  • National sales teams 

OUTCOMES

 

  • Understand a best practice negotiation framework
  • Become adept at developing commercial propositions on the spot
  • Experiential role playing for embedded learning
  • Gain  skills and confidence in your ability to negotiate for a mutually beneficial outcome

 

PROGRAMME OVERVIEW

 

Day 1:  Key Principles of Negotiation 

  • Negotiation framework

- Commercial propositions
- Power analysis 
- Shopping lists
- Variables
- Cost benefit analysis
- Conducting negotiations – watch outs

  • Building commercial propositions

- Category vs brand approach
- Commercial levers

Day 2: Role Playing – Putting Skills into Practice

  • Individual role playing on a given POP negotiation
  • Facilitator plays buyer for each role play
  • Each role play is critiqued immediately
  • Discussion and capturing of key learnings

DURATION & FACILITATION

 

  • 2 full days in workroom or online 
  • Negotiation skills specialist facilitator
  • 6 to 12 people per group due to role playing

DELEGATE FEEDBACK

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