Introduction to Negotiation - The Australian Grocery Academy
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Introduction to Negotiation

Commencing on 20th April 2022

Understand the basics of negotiation to deliver mutual growth & profits, and learn how to negotiate for the right plan.

KEY OBJECTIVES:

1. Understand how to choose the best approach for your Negotiation, given the context / situation.
2. Understand how to choose the best approach for your Negotiation, given the context / situation.
3. Understand the fundamentals of Negotiation:
Assessing and setting objectives
Evaluating, utilizing and mitigating leverage
Establishing & utilizing variables / tradeables
Assessing & mitigating risk

4. Pre-Conditioning.
Understanding & responding to tactics
Anticipating & responding to Objections.
Developing a strong communication strategy / message.

5. Preparing for your Negotiation.
6. Review and refine the execution approach to ensure successful implementation.

Relevant and Ready for Action

The Australian Grocery Academy programs have been designed specifically for FMCG, with real FMCG case studies and the latest Australian and global insights and practices.

PROGRAM DETAIL

3 x 2.5 hour virtual sessions to be delivered in consecutive weeks

  • SESSION 1

  • OBJECTIVE:
    Understand the Negotiation Framework to select the best approach to negotiation


     

    LEARN:
    Understand the Negotiation framework & how to select the right Negotiation Strategy.

    Learn how retailers approach Negotiation & common tactics.

    Learn how to assess the balance of power & utilize your leverage.

  • SESSION 2

  • OBJECTIVE:
    Learn how to develop a detailed Negotiation plan


     

    LEARN:
    Share learnings on Negotiation approaches
    Learn how to establish your.

    Negotiation Objectives & Positions.

    Learn how to identify and map variables & plan your negotiation moves.

  • SESSION 3

  • OBJECTIVE:
    Learn how to Get Ready & to Implement


     

    LEARN:
    Practice developing a Single Communications objective.

    Learn how to anticipate & overcome objections.

    Learn how to manage risks & implement your negotiation.