Publication date : 03/04/2024
Course : Negotiating with supermarket buying groupsThe keys to effective preparation and reduced pressure
Practical course - 2d
- 14h - Ref. GMS
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 | Integrating the specificities of the retail sector into negotiations |
| Developing a "cooperative strategy" for medium-term relationships |
| Training to thwart the destabilizing tactics of supermarket buyers |
Intended audience
KAMs, sales representatives, anyone in charge of negotiating with central purchasing agencies in the food and non-food retail sectors.
Prerequisites
No special knowledge required.
Practical details
Role-playing
Negotiation preparation and conduct workshops (more than 50% of training time). Role-playing. Collective and individual debriefing.
Teaching methods
Active, participative teaching methods. Alternating theory/practice with application to participants' contexts and experiences.
Course schedule
1 The specific environment for negotiating with a central purchasing agency
- Acting on the role of mega-buying groups.
- The impact of the legislative framework.
- Understand the conflictual nature of negotiation.
- Identify the different types of power.
- Map stakeholders and stakeholder organization.
Role-playing
Construct a balance of power based on a negotiation situation.
2 Analyze the negotiation context
- Identify stakeholders' motivations: stakes, objectives, positions.
- Defining a shared common objective and getting it accepted.
Role-playing
Identify the common shared objective. Prepare the negotiation.
3 Take into account the balance of power with the purchasing group
- Know the elements of the balance of power.
- Analyze the balance of power, build the stakes-power matrix.
Role-playing
Establish the stakes-power matrix. Define the appropriate negotiation strategy. Collective debriefing.
4 Plan your negotiation strategy and define your tactics
- Acting on the choice of mass retailing as a competitive strategy.
- Assess the benefits of switching to a cooperative strategy.
- Understand the main tactics used by mass retailers.
Role-playing
Moving from a competitive strategy to a "cooperative strategy".
5 Defining your roadmap
- Answer the 4 questions: challenge, objective, strategy, tactics.
- Building the negotiating team, maximizing success.
Role-playing
Prepare a negotiation using a mind map. Collective debriefing.
6 Managing interactions in a conflictual environment
- Managing stress, understanding emotions.
- Identify attitudes and postures that are detrimental to a stable, effective relationship.
Role-playing
Negotiate with a bad-faith, aggressive or threatening interlocutor.
7 Conducting the negotiation interview
- Apply strategic questioning.
- Develop active listening and empathy.
- Know how to position yourself.
- Practicing reformulation. Developing assertiveness.
Role-playing
Role-playing on postures. Individual debriefing.
8 Concluding negotiations and learning from them
- Identify validation steps. Ensure that decisions are properly understood.
- Validate application criteria. Acceptance of verification criteria.
- Organize a debriefing and formalize what has been learned.
Role-playing
Debrief a negotiation situation and build a progress plan.
Customer reviews
5 / 5
Customer reviews are based on end-of-course evaluations. The score is calculated from all evaluations within the past year. Only reviews with a textual comment are displayed.
LUCAS S.
20/10/25
5 / 5
A very interesting course, with a dynamic trainer who listens attentively, which helps the course to run smoothly.
MARIE-GABRIELLE D.
20/10/25
4 / 5
I particularly enjoyed the 2nd day, which was more concretethe 1st day on the GMS environment was more familiar and too theoretical compared to my day-to-day life
THÉO T.
21/07/25
5 / 5
The content was very interesting and Patrick was a very good teacher and listener. There was a lot of information, so it wasn't always easy to cover everything in depth. I just felt that it lacked a bit of 'concreteness' in relation to the GMS example. However, the methods can be applied to any type of situation.
PARTICIPANTS
KAMs, sales representatives, anyone in charge of negotiating with central purchasing agencies in the food and non-food retail sectors.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
KAMs, sales representatives, anyone in charge of negotiating with central purchasing agencies in the food and non-food retail sectors.
PREREQUISITES
No special knowledge required.
TRAINER QUALIFICATIONS
The experts leading the training are specialists in the covered subjects. They have been approved by our instructional teams for both their professional knowledge and their teaching ability, for each course they teach. They have at least five to ten years of experience in their field and hold (or have held) decision-making positions in companies.
ASSESSMENT TERMS
The trainer evaluates each participant’s academic progress throughout the training using multiple choice, scenarios, hands-on work and more.
Participants also complete a placement test before and after the course to measure the skills they’ve developed.
TEACHING AIDS AND TECHNICAL RESOURCES
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
• The main teaching aids and instructional methods used in the training are audiovisual aids, documentation and course material, hands-on application exercises and corrected exercises for practical training courses, case studies and coverage of real cases for training seminars.
• At the end of each course or seminar, ORSYS provides participants with a course evaluation questionnaire that is analysed by our instructional teams.
• A check-in sheet for each half-day of attendance is provided at the end of the training, along with a course completion certificate if the trainee attended the entire session.
TERMS AND DEADLINES
Registration must be completed 24 hours before the start of the training.
ACCESSIBILITY FOR PEOPLE WITH DISABILITIES
Do you need special accessibility accommodations? Contact Mrs. Fosse, Disability Manager, at psh-accueil@orsys.fr to review your request and its feasibility.
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