• Obstruction techniques
• Effecting price adjustments
• Disarming questions on the subject of "conditions"
• Use of trading lists
• Not negotiable
• Aimless argumentation
• Reactions to proposals
• Tactics specifically tailored to price negotiations
• Dead-end situations
• Structuring expectations
• Team vs one-to-one negotiations
• Dealing with emotions and game-playing
• Goals, strategies KPIs and points of view of buyers
• Two types of information

Apart from the lectures on AT strategies and techniques, 2 typical scenarios

are negotiated live and then analysed. Between the modules there are also

opportunities for discussion and networking.

Have you ever considered how much more turnover and consequently profit you could achieve if you could use that time and energy to better effect?

As specialists for the Food Industry we have been successfully training negotiating skills and advising on strategies and tactics for Annual Talks in that sector for many years. All participants in our training have the same goal – better and faster deals.

Our one-day Boot Camp (9am to 9pm) reflects the daily struggle and starts where others capitulate. Using real situations and with the help of our tried and tested Toolbox we put your negotiating competence to the test. As a consequence, you will go into into your Annual Talks better prepared and with more confidence and alternatives than you ever thought possible. This workshop can also be tailored to your specific needs as an inhouse programme.

Suitable for KAMs with annual talks-responsibility or KAMs working in negotiating teams.