Win-Win Customer Engagement
Win-Win Customer Engagement

In today's ever-changing world, the importance of negotiating successfully has never been more critical. Use IGD's workshop to help sharpen your negotiation skills during these unprecedented times

The online training session will be delivered by our industry experts in high energy, bite-sized sprints. Over the course of three days, you will take part in live one and a half hour classes.

This workshop has been split into two 1hr 45 mins sessions and one 2hr 30 mins session over 3 days

Book now

What to expect in our 2021 workshops

Our FMCG experts will highlight the latest best practice examples and innovation from around the world. They’ll also give you insight into what this means for your business.

Now, more than ever, online and digital solutions are playing a massive part in the industry. We’ve also made sure our latest workshop content focuses on what this means for your function today and in the future.

Workshop Overview

Through this virtual classroom experience, you will learn the optimal approach to negotiation planning. Our experts will demonstrate how you can sell persuasively in the fast-changing industry. We’ll also show you what winning delivery, skills, language and behaviours look like.


The online training session will be delivered by our industry experts in high energy, bite-sized sprint

The programme has been split into two 1hr 45 mins sessions and one 2hr 30 mins session over 3 days

Day 1
Duration: 1hr 45mins

A reminder of the world class sales tools

What sales tools have you embedded into your day job?

The importance of negotiation planning

What are the key elements of a good approach to negotiation?

Selling versus negotiation

When is negotiation possible?

What are the key negotiation issues and opportunities?

An introduction to the IGD way of negotiation planning

The balance of power

What determines power?

Key steps to demonstrate power

How language can be used as a source of power

Understanding interests

Interests versus positions

Day 2
Duration: 1hr 45mins

Developing objectives

Inventing and understanding your options and those of your customer

Setting yours’ and customers’ objectives using unbiased criteria

Where is the negotiation arena?

Setting alternative scenarios

Case study: achieve your objectives and boost your power

The development and use of variables

What are variables?

The role of variables

The cost benefit analysis of variables

Value your variables

Day 3
Duration: 2hr 30mins

Negotiation delivery

Conducting a negotiation

Skills, language, techniques and behaviours

The do’s and don’ts

Role play to practice the process and tools

Learning to take back to your day job

Learning outcomes

Understand how to implement the IGD six step approach to conducting commercial negotiations.

Recognise and the tackle the nuances of dealing with various personality types.

Develop a successful negotiation plan to take away and implement back in your role.


Great to hear Peter's real life experiences and using those examples will help me remember tools for my future reference.

I think this course was very good considering it was a negotiation course which had to be conducted over zoom. Peter is a very good speaker and the session was very interactive.

Meet the trainer

Peter Faulds

Peter has over 35 years industry experience including global commercial capability roles, and several senior commercial roles with Diageo and Rodda’s across all channels of trade.

Peter has an outstanding track record of commercial success and people development and is highly motivated by challenging goals and building solutions to business issues that deliver measurable results. He always brings real life examples delivered with energy, enthusiasm, and passion for the learners.

Peter Faulds
Win Win Customer Engagement


Member Discount: £449

Non-Member: £559

Small Business Discount: £300

Prices displayed ex-VAT. IGD reserves the right to alter any element of the programme, such as speakers, times and venue, should the need arise. All bookings are subject to acceptance of IGD Terms & Conditions. IGD reserves the right to reject any order at its discretion.

Small Business Rate

As part of IGD’s commitment to help small businesses to grow, IGD is offering a small business rate for this event.

To qualify for a discounted rate you will need to be a small manufacturing business with a global turnover of less than £10 Million. Place your order above and email your annual global turnover to [email protected], or get in touch if you have any questions.

Cancellation Fees

Cancellations to be confirmed in writing

Over 30 days notice - Full refund
15 - 30 days notice - 50% refund
Less than 15 days notice - No refund/transfers

Please email [email protected]