Negotiating Agreements for Highly Collaborative Relationships

Posted by IFMA October 09, 2014

Tagged in Channel Partners Connect Foodservice Manufacturers Small/Midsized Business

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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