Negotiation Strategies and Implementation

Key Competencies Addressed

Primary: Strategic Business Planning
Secondary: Trading Partner Development

Description

This one day course is designed to review the key building blocks of the industry's best practices in negotiation strategies and execution. Participants will build awareness and experience by learning how to develop negotiation platforms that deliver wins to both sides in a negotiation session. Each step in the planning and implementation process will be illuminated through real-life industry examples, underscoring the most effective way to achieve win-win outcomes. The process builds on partner knowledge and examines how to create both negotiation positions and settlement ranges. Finally, participants will learn practical techniques that will enable them to apply their learning the very next day.

Course Modules

• Negotiation Realities - The Blue/Green Game
• Negotiation Tendencies
• Developing a Negotiation Plan - Outcomes
• Developing a Negotiation Plan - Buyer/Seller Interests and Positions
• Developing a Settlement Range
• Recognizing and Responding to Buying Screens
• How to Conduct a Process Driven Negotiation Face to Face
  

Learning Objectives

• To learn the best practices process used to develop negotiation plans and strategies that deliver upon the needs of both buyer and seller
• To recognize the historical tendencies that sellers and buyers fall back upon that hinder successful negotiations
• To identify the key steps of the planning approach that create supportable positions for both parties
• To describe how retailers and manufacturers collaborate most effectively in each area of negotiation planning and execution
• To identify key implementation watch-outs, tools and enablers
• To plan how to apply effective negotiation strategies and implementation steps the next day, with or without a formal, corporate-wide program
  

Supported Behaviors

• Strategic Business Planning
  • Developing negotiated plans with their trading partner to meet immediate business needs
  • Using available tools to develop collaborative business plans and tactical initiatives that deliver win-win outcomes for both parties
• Trading Partner Development
  • Integrating understanding of customer needs and strategies into negotiation positions and settlement ranges