Retailer Negotiation Prep

Overview

Build a comprehensive negotiation preparation package for CPG-retailer commercial discussions. This skill produces structured talking points, BATNA (Best Alternative to a Negotiated Agreement) analysis, trade term modeling, concession strategies, and value-creation frameworks tailored to the specific retailer relationship and negotiation context.

When to Use

• Annual Joint Business Planning (JBP) sessions
• Line review and assortment negotiations
• Trade term and promotional calendar negotiations
• Slotting fee and new item discussions
• Pricing and cost-increase pass-through conversations
• Deduction and chargeback dispute resolution
• Category captaincy proposals

Required Inputs