Commercial Skills

Price Negotiations

Objectives

• Provide participants with a negotiation philosophy and approach that significantly increases their chances of success in major price increase negotiations.
• Demonstrate a methodology of identifying the most appropriate negotiation strategy that can deliver a win:win outcome and maintain customer relationships at a positive level.

  Content includes

• The use of BATNA tool (Best Alternative to Negotiated Agreement).
• The process - from initial notification to final implementation.
• Buyer communication - what to say and when.
• Consumer communication and handling of promotions pricing around price increase time.
• Cost to the company for each week's delay and value to your and the customer for applying the price increase.
• Impact of Price increase on existing arrangements and Joint Business plans.
• The use of Revenue Growth Management strategies.
• The use of Optimum (O), Desirable (D) and Essential (E)

Who should attend

Senior Account Managers and Commercial / Sales Directors with responsibility for achieving successful price increase negotiations at Head Office level in Grocery, Foodservice and Hospitality channels. Also, Senior Commercial Finance people assisting the commercial team.

Upcoming dates: