Training course

FDF Training: Retail Negotiation - Online

FDF Member £495.00

Non Member £495.00

All prices exclude VAT.


Life can be full of tough negotiations, but none more so than in the food and drink industry! Through a real insider’s view, we not only reveal how retailers negotiate, but also provide a process to follow to ensure you can stay in control and have the best chance of a successful outcome.  It will enable your team to develop and gain new skills remotely, but also how to negotiate remotely. Theory and practise moulded into an interactive workshop that will empower attendees and actually applies to any customer – supplier negotiation.

The usual one-day workshop is split into three, two hour Zoom sessions across 3 days, with an additional breakout room after the final session.  This, along with polled questions, regular and adhoc Q&A and some light homework in between, ensures that it delivers real impact and action.

The course will be held over the following three days:
 Session One: Tuesday 13 October, 1.00pm - 3.00pm
 Session Two: Thursday 15 October, 1.00pm - 3.00pm
 Session Three: Tuesday 20 October, 1.00pm - 4.00pm


This training showcases the retail world of negotiating and provides clear guidance on what can be negotiated and when.  How to engage? Who should be involved?  Where to start.  It takes delegates through the stages and retail processes involved, so that you understand what is meant vs what is said.  It identifies where power lies and how to enhance your position, while maintaining a strong and productive relationship.  Highly interactive with a mix of case study and real-life historical examples, it keeps the theory grounded in the real world.  

Course objectives:

We will cover topics such as:

  •  Understanding retail timeframes. When to begin.
  • What is negotiable?  When do negotiations start and stop?
  • What does each stage of negotiation look like?   
  • Identify good negotiation theory.  Into practise.
  • How to build power and stay in control.
  • Keeping the relationship right whilst delivering the result.
  • Planning, preparation and strategy.
  • Using the right people in the right role at the right time.

Who should attend?

  •  Commercial and Sales Executives
  • Key Account Managers
  • Marketing and category managers wanting a broader knowledge
  • New to any commercial role or wanting to improve current knowledge 

Previous delegates have said...


“Already using the training in the team which is great to see"


“We can put this training into use straight away, we should have done this ages ago.”


“I am going to put the rest of my team through this”


“I know exactly what I am going to target when I get back to work.  I can already see improvement opportunities”


This course is presented to you by “the retail mind” experts in Retail and Relationship management (David Miles and Ged Futter).

Organiser: Craig Hannington, 02074207126,