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Retail Academy for Buyers, Merchandisers & Planners

Advanced Negotiation Skills for Retail Buyers (2-Day Course)

This two-day advanced negotiation skills course is aimed at retail buyers and senior buyers with negotiating experience who wish to refresh their skills and try out new techniques, to help them deal with challenging supplier negotiations. The workshop is full of tips and techniques and uses a case study to practice their new skills. Experienced retail buying professionals provide invaluable facilitation, feedback and advice.

This is a classroom course.
Please get in touch to explore pricing options, or simply find out more.

What you will learn

How to apply a practical six-step negotiation framework
Supply chain insight and how different costs can influence price and margin
How to view the negotiation from a supplier perspective
The five different conflict modes and how to identify your preferred personal mode
How to effectively use the balance of power in negotiations and supplier relationships
How to read and respond to ‘cues and clues’ to gain competitive advantage

Modules in more detail

Defining negotiation – introduce different negotiation styles and outcomes and when conflict occurs within negotiation
The six-step negotiation framework – introduce a series of tools to help plan, prepare and manage negotiations
Prepare: self – understand your negotiating style and likely response to conflict. Try practising with a different style
Prepare: supplier and business – step into a supplier’s mind-set, understand the balance of power and consider different cultures
Prepare: market and financials – explore the negotiation levers that affect price and profit. Develop financial targets and goals for a negotiation
Open – ways to open a negotiation; the agenda, building rapport and opening statements
Explore – how to probe, question, listen and guide the negotiation
Signal – spot and work with verbal and non-verbal signals
Close – how and when to close, checks and balances and tactics
Follow through – how to bring the results of the negotiation to life within your business
Case study practice – work as a team to prepare, plan and conduct a negotiation

Who it is suitable for

Experienced retail buyers, senior buyers and category managers or those at an advanced level of negotiating who wish to refresh their negotiation skills and learn new techniques to help with challenging supplier negotiations

This is a classroom course.

Please get in touch to explore pricing options or simply to find out more

Also contact us if you are interested in our other retail buyer negotiation skills courses