- 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
- Key Account Managers
- National sales teams
- 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
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
- 2 full days in workroom or online
- Negotiation skills specialist facilitator
- 6 to 12 people per group due to role playing