Negotiating with Buying Groups in the Retail Industry Présentiel

1st day 

KNOW THE PURCHASING CENTER

Presentation of the power plants and their histories (evolution of alliances)

Influence map and musical chairs of buyers & DG

Problems of absence of non-competition clauses among GD buyers

Challenges for each power station (according to the years)

Landscape of international and national power plants and focus on “European” customers (HD -> LIDL / ALDI)

Management from 3N to 5N (between local and international)

MASTERING MULTICULTURAL

Cultures by country and cultural biases

Legislative differences between countries: for agreements, competition and abuse of position, etc.) collaboration between purchasing centers

(history, clash, etc.)

IDENTIFIER LEURS ENJEUX

Operation of European power plants

Buyer objectives and levers

Internal constraints: margins, logistics, deadlines, links of influence between brands, European governance vs French governance etc.)

2nd day

PREPARE FOR THE NEGOTIATION

IIdentify the challenges of each of your countries

Determine a common issue and objectives

Clarify the overall mandate

Select the negotiator team: decision-maker, head negotiator, negotiators, roles, etc.

Align and coach internally across countries (mandate, face to face, etc.)

GIVE YOURSELF ADVANTAGES

EBe aligned with the issues and the mandate

Prepare for the worst at European level: timing and retaliatory measures (stopping deliveries, etc.)

Quantify conflicts and scenarios

Build a strong and efficient negotiation team

Have fluid communication

Organization of internal rituals

Being able to decide in the face of uncertainty

Mastering P&L and financial equalization

3rd day

INCREASE YOUR LEVEL OF NEGOTIATION

TECHNICITY

Deal with threats and ultimatums and check their credibility

Use advanced negotiation techniques

Learn to manage conflicts and de-escalate them if necessary

Master advanced influence techniques

Managing pressure and urgency

MCONTROL YOUR MENTAL AND CONSTITUTE A “PACK” OF NEGOTIATORS

Give roles in the negotiation team

Prepare language elements

Become aware of non-verbal and posture

Use mental preparation and stress management techniques

Master the fundamentals of crisis management

Put yourself to the test – tailor-made sketches and exercises