Course details
Sound negotiation skills are an indispensable part of the tool-kit of any retailer or person working with retailers as a trading partner. Developing a varied and considered approach to negotiating win-win results that lead to growth in the market, not just in your business is essential for healthy, long-term relationships between retailers and their suppliers. Effective Retail Negotiation is a very practical, retail specific negotiation course that is designed to provide participants with the skills and confidence to consistenly engage in win-win negotiations with their suppliers
OBJECTIVES
After completion, participants will be able to:
- Identify the phases in a negotiation and what needs to be done in each of those phases
- Effectively plan a negotiation
- Develop a contingency plan if outcomes are not achieved
- Improve their communication skills
- Confidently negotiate a win-win result within a defined time frame
COURSE CONTENT
The Meaning and Importance of Negotiation
- What is Negotiation?
- Why is it important?
- Communication skills
The Phases of a Negotiation
- Working through the phases
- Characteristics of each phase
Planning the Negotiation
- The importance of having a plan
- Fall back positions
Alternative Negotiation Approaches
- Tactics - co-operation and competition
- The use of emotion
- Hard bargaining tactics and counter measures
- Team Negotiations
Closing the Deal
- Breaking deadlock
- Gaining acceptance
WHO SHOULD ATTEND
This course is for store and department managers, buyers, planners and other retail managers. It is suitable for those who, as part of their role, need to negotiate on behalf of their company.
Updated on 08 November, 2015Course Location
About The Retail Academy Of Singapore
The science and arts of retailing as a business have advanced over the years. Changing customer preferences, business innovations, globalisation, information technology and now, raising productivity, have pushed the boundaries of retail management. To develop leadership capabilities, retail executives have to learn more and faster than before. A formal grounding in retail management is essential for any retail executive; and, continuous professional development is a must for the contemporary retail manager as well as the business owner. A key focus of the Retail Academy is to develop leaders at middle and senior levels of the retail organisation. In a highly competitive global marketplace, retailers need leaders with higher education, deeper insights of the business and wider accessibility to networks.
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