Training course

FDF Training: Retail Negotiation


FDF Member £495.00

Non Member £495.00

All prices exclude VAT.


Planning 2020 with your Retail customers

This is the time of the year when most of us in the commercial world are planning our discussions with our retail customers. With more certainty, your retail customers are planning their discussions with you! What will they ask? What’s important to them? Are you ready?

This workshop covers everything you need to know from negotiation theory to role play practise, but more importantly how to fully plan and prepare. 

You’ll get a real insider view on what is meant by what is said. Delivered by ex-retailers, who have sat on both sides of the table, giving you the very best chance of a successful 2020!  

Topics covered:

  • Customer planning and buyer behaviour
  • Phases of negotiation
  • Negotiating theory and tools of the trade
  • Negotiation planning and preparation
  • Opening, bartering, closing and agreements
  • Roles and responsibilities
  • Power and conflict
  • Making it happen - Q&A

Who should attend?


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

Previous attendees have said...
“Insightful and powerful”
 “Very good content, engaging exercises”
“Informative, simple to follow.  Helpful skills and tips to use”
“Facilitation was excellent.  Couldn’t have asked for better”
“10 out of 10 facilitation”

This course is presented to you by David Miles and Ged Futter of GSCOP Ltd, experts in Retail and Relationship management.

Organiser: Kirsty Ritchie, 0131 222 8040,