Foundation Case Study: Negotiations
Ability to gain alignment between internal and external parties, while achieving positive business results
Foundation Level:
Understands potential alignment gaps and determines negotiation guardrails to achieve desired results
This is an interactive activity with a partner. Each will have a role either a buyer or seller. Determine your role and prepare for the meeting. Once you are prepared, set a meeting with your partner to conduct the meeting.
Buyer
Background:
You are the Buyer responsible for Paper Towels. Your Proctor and Gamble rep has requested a meeting to discuss distribution gaps within your stores. In your one on one you mention to your manager that P&G would like to meet. Your manager says to go ahead with the meeting, but you are not to take any new items without a plan in place to increase both P&G’s margin and vendor funding rate .
Prep Work:
• Determine the data sources you should use to prepare for your meeting. • Utilize the information to craft an effective argument as to why P&G should enhance their margins and funding within your organization. • Determine what you will be asking the vendor for and how you would like to receive any additional resources.
It is the day of the meeting, and your goal is to secure margin enhancing programs from P&G. You may take all 3 items they are presenting but only if you are satisfied that you have programs in place to close the AGP and funding gaps
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