As foodservice suppliers work to increase collaboration with channel partners, building and sustaining long-term relationships using proper negotiating tactics is more critical than ever before. Kate Vitasek, author of a book series that includes Getting to We, discusses how to not only negotiate to get a deal, but making sure the deal provides sustained value in the future.
Viewers will leave this evocative presentation with insights which include:
- Understanding why "getting to yes" is no longer enough
- Challenging how they have traditionally played the "game" of negotiations
- Learning a proven five step approach to negotiating a relationship - not just the specific deal points
- How a small/midsized business with big ideas is helping their clients achieve a 300% productivity increase.
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