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.
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.
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.
Workshop themes and agenda
Programme to be split into 1hr 45 mins sessions over 3 days
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
Interests versus positions
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
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
Win-Win Customer Engagement