Mastery Case Study: Negotiations
Ability to gain alignment between internal and external parties, while achieving positive business results
Mastery Level:
Develops creative solutions to resolve challenging situations to achieve alignment on desired business results
Negotiation Challenge: Revitalizing Stagnant Category Growth with a Supplier Redemption
Background: Over the past 12 months, the volume growth in your category has remained stagnant, posing a significant challenge to your business objectives. Recognizing an untapped opportunity, your team has identified a potential strategy to reverse this trend. However, the key lies in renegotiating your assortment strategy with a supplier who has previously been penalized for unwarranted cost increases, placing them in a challenging position. Objective: Convince your +1 that a strategic renegotiation with the penalized supplier is not only a viable plan but also essential for driving sustained volume growth. Anticipate a skeptical initial response and develop a negotiation strategy that aligns both with the supplier and organizational goals, mitigating past issues and establishing a foundation for positive collaboration.
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