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.