Retail Negotiation Series (RNS)
Profitability begins with the buy. Get results. Get MOHR.
Retail negotiation is unique. It's faster, has multiple variables, and can change daily. A retailer needs the latest planning, core skills and tactics, and advanced strategies to shift power, create authentic partnerships, and drive profitability through effective negotiation. We can bring our retail experts to you to train your staff for $875 per person for a 2-day event.Train-the-trainer available for $11,250 for up to six Trainer Candidates; additional RNS materials $600 per person with certification. |
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Retail negotiation is unique, and today’s economic realities add pressure like no other time in recent memory. Raw goods prices are climbing, yet most retailers are limited in price increases because of their customer’s resistance. Finding alternative, innovative ways to achieve your bottom line results through partnership with your suppliers is the best way to make money for your company today. We’ve been here before and we know what works. Plus, we’ve just completed national research that guarantees that MOHR Access has the most innovative strategies and tools for maximizing profitability while building your brand. MOHR Access' breakthrough Retail Negotiation Series (RNS) was designed exclusively for retail buyers and other merchants. RNS combines two essential levels, core and advanced, into one comprehensive, powerful two-day training session. Here's what retail negotiators learn each day:
Day One: Core-Level: Collaboration and Problem Solving
- National research gleaned from the best retail negotiators is shared along with how to leverage the difference between retail vs. generic negotiations
- Buyers learn about the 'Agreement Cycle' and six critical negotiation skills that keep communication flowing during negotiation
- Daily/Single Issue Planning tool is used to differentiate crisis issues from long-term planning and how best to respond instead of just react for maximum impact
- Situational strategies for 'Resolving Vendor Issues' and 'Influencing Internal Partners' are modeled and practiced to build competency during training.
- Virtual Coach follow up tools ensure participants continue to strengthen their use of skills and strategies long after the training is done.
- Welcome to the Vendors World helps buyers reposition key arguments that benefits both sides of the bargaining table
- Your negotiation style at work includes a pre-session, online DiSC style assessment that participants receive about their negotiation style and its impact Long-term planning tools put all of the essential planning data about all parties on one page for ease of use and reference
- Buyers learn Partnership Principles for more sophisticated approaches to tough situations involving power and ethics
- Managing Powerful Relationships module teaches how to prepare and shift power in important strategic negotiations, i.e., category management.
- Unique Negotiation Situations is a MOHR Access exclusive that allows participants to prepare for individual upcoming negotiations not covered during the training
- Virtual Coach follow up creates a packet of ready-to-use tools to continue the learning long after the training to create measurable results
