Negotiation strategy

Without effective negotiation skills, your team will struggle to build sustainable relationships, gain a competitive edge or drive commercial value. We support your team in developing their confidence in planning and managing negotiations with hands-on training and consulting solutions that provide the necessary tools, solutions and know-how.

Download the programme summaries

Areas we support

Planning approach

Consistency is key when preparing for a successful negotiation. Suppliers and vendors expect you to bring your A-game; we help your team develop a winning end-to-end approach that considers the risk and reward of each negotiation, delivering value every time.

Developing negotiation skills

A well-prepared plan means little if your team lacks the skills to negotiate the desired result successfully. We help your team develop the robust negotiation skills, behaviours and techniques required to confidently secure agreements while meeting their responsibilities.

Negotiation strategy

Annual cost price increases are a necessity of the FMCG sector. However, it’s critical you take a considered approach to handling the conversation around CPIs with retailers. Our proven CPI methodology ensures you employ the right strategy to sensitively handle this process, considering preparation, alignment and implementation.

Commercial change management

Successfully making large-scale commercial changes across your channels, customers, and categories is no easy task and takes a great deal of coordination. We help leverage commercial benefits while maintaining healthy customer relationships by guiding your preparation, internal alignment, pre-conditioning, risk mitigation and stance planning.

Our success stories

A multinational food company required support to implement a market-wide cost price increase across all retailers.

We helped our client negotiate new positions with major retailers, achieving a pricing increase of over $5m net.

A global F&B business needed help standardising its commercial managers’ negotiation capabilities.

We trained 90 commercial managers to develop consistent and practical global negotiation languages and processes. Our team worked with employees across 17 business units, positively impacting over 80 client relationships across European markets.

Our client gained £2m+ in new commercial value due to our programme.

Our negotiation solutions

Discover the tools and solutions your team needs to build sustainable relationships and drive commercial value through successful negotiations.

How it works

Our programmes are built for your teams’ unique needs. That means we tailor the content to your challenges and use a combination of virtual and face-to-face solutions. Each programme follows three key steps:

DISCOVERY: We understand more about your commercial needs and challenges. This enables us to tailor the programme delivery and content to precisely meet your needs.

WORKSHOP: Delivered by senior FMCG experts, the workshop delves deeper into your unique situation. Our experts work closely with your team to uncover opportunities and devise plans.

EMBEDDING: This final step ensures your team can put their skills into practice, encompassing several learning elements, including individual coaching sessions, E-learning modules and refresh sessions.

Consulting solutions

Many businesses benefit from additional in-depth advisory support. Our consultation services allow our commercial experts to support your teams in creating new strategies, planning for negotiations and executing plans in real-time.

Our experts work across all levels of your business to help your teams achieve their projects’ commercial aims using our proven approach to negotiations, ensuring you avoid costly mistakes and achieve positive commercial transformation.

Explore our workshops and programmes below!

Negotiation Foundations

Negotiation Foundations is our mobile app-based solution targeted at entry-level and field sales-based managers looking to quickly understand the basics of successful negotiation.

Participants learn how to be more successful in their negotiations by putting a planning structure in place that supports the key elements of commercial discussions.

Essential Negotiation

Our Essential Negotiation Programme is designed to help participants learn negotiation best practices, using our robust SKATER methodology to quickly builds confidence and competence.

Through an interactive workshop and ongoing coaching sessions, delegates explore the fundamentals of negotiation, the other party’s perspective and how to prepare and plan for successful negotiations. Finally, they get the opportunity to put the insights and skills they’ve gained into practice through roleplay.

Essential Negotiation Online

ENO is an online course based on our Essential Negotiation workshop. ENO digitalises the approaches at the core of our popular workshop to create a practical, repeatable and engaging online learning experience.

Experienced Negotiator

Our most popular programme ensures your teams are equipped with the tools and confidence needed to successfully manage negotiations and create commercial value. This programme is ideal for larger teams that manage multi-faceted negotiations.

Participants are introduced to our SKATER™ approach, which is designed to quickly build confidence and competence in negotiation management. Through our Kaleidoscopic Preparation methodology, delegates learn how to plan for negotiations thoroughly and consistently. Finally, they explore how to take the initiative, create internal alignment, use power dynamics to their advantage, and manage risks.

Advanced Negotiation

Graduates of our Experienced Negotiator Programme get access to our most advanced solution. This programme ensures your senior commercial teams have the tools and confidence to strategically prepare for and successfully manage multi-phased, multi-party negotiations.

Participants work with two highly experienced commercial negotiation consultants, gaining access to world-class thinking and unique solutions. Using real-world scenarios to mirror competitive negotiation environments, delegates examine their approach to commercial negotiations, learn to enact sustainable behaviour change and leave with new tools and an outlook they can put to use immediately.

Embedding tools

Through our in-depth understanding of how learners learn, we have extended our range and style of interventions

The world's leading FMCG suppliers trust Total Negotiation Group

No results for the selected criteria

Hiring TNG has been one of the most significant and impactful decisions I have made in my role. With their help, we have created $5m of net value.

Total Negotiation Group are excellent negotiation experts who take the time to understand your situation and work closely with you on alternative solutions.

A huge thanks to TNG for their hard work on our customer preparation and negotiation this year. It is an area that our business would highlight as a real success and a great building block for the development of the Go To Retail team over the next few years.

I can honestly say it's a pleasure to work with Total Negotiation. They are incredibly collaborative, proactive and innovative. The pace at which we were able to move was remarkable, and their in-depth knowledge and adaptability across markets and individuals was amazing.

Total Negotiation Group takes you through all the different levels of preparation and scenario planning, so that you are always ready at any given moment. You quickly learn the balance of power and tactics that are always at play.

TNG's negotiation programme delivery teams are the best I have seen. They are head and shoulders above anyone else – commercial experience, facilitation skills, best practice sharing... they bring it all!

My experience with Total Negotiation Group has been invaluable. From continuous feedback, to key learnings and building important preparation skills, TNG has been an excellent partner throughout all stages of my negotiations. Working with them has been one of the best key learning experiences of my whole career.

Total Negotiation were trusted to dig deep into our business, to ensure that the capability programmes were not simply "off the shelf", but tailored specifically to our industry, our brands and to the individual delegates. The result was a rich training programme that used industry terminology and examples throughout. This accelerated learning and engaged the team from the first moment.

My team found the Total Negotiation course invaluable in their learning journey. I have witnessed a positive tone in how they are now carrying conversations with our business partners. This is definitely a training course which has not only provided new capabilities, but has been a real confidence booster to the team.

Total Negotiation Group has a way of not just giving you the answers but arming you with the tools and learnings to get you to a recommendation on your own. In most cases, we were able to successfully negotiate either a P&L neutral result or a "pay-for-performance" agreement with many of our key retail partners. Win-win scenarios.

I love the way Total Negotiation Group has built an RGM (Revenue generation management) programme and incorporated core elements of our playbook.

My current senior cohort have been blown away by the quality of the workshop and the way it has been delivered.

I used TNG's negotiation framework this week for internal alignment and preparation... I just closed the price negotiation at the optimal position!

Total Negotiation has been incredibly helpful in bringing clarity of thought and clear guidance in our preparation and implementation of annual negotiations. We have managed to close all key agreements and reach optimal results.

First class experience every time my team and I work with TNG. An experience that puts the business managers at ease, where they can open up about the varied challenges and core issues without any fear of judgement.

TNG has an amazing balance of teaching theory and providing hands-on participation. Their workshops are really inclusive and interesting.

Get in touch

To enquire about working with us or ask a question, get in touch via the form below. One of our negotiation experts will be in touch within 24 hours.