RELATIONSHIP MANAGEMENT & GROWTH

• The Human Condition
• Start by sitting together
• Relationship management in retail
• The financial impact of negotiating
• Do your sales reps make unnecessary price concessions?

STRUCTURE, STRATEGY AND TECHNIQUES

• VIDEO | Ask and listen

• Determining your BATNA 
• CASE | Assessing your BATNA 
• Take your BATNA to the next level 

• Don't offer a solution too soon 
• Anchoring
• Presenting a range

• Go to the balcony
• The pursuit of value when negotiating
• TIP | Creating value 

• Avoiding the anchoring effect
• Overcoming deal fatigue

INTERESTS AND POSITIONS

• Factors affecting a merchant's negotiation

• Buying appointment info 

AGREEMENT DETAILS AND TERMS

• A case for contracts, even in small business 
• Purchase Orders
• Ex-factory point
• Invoice
• Advance shipping notice (ASN)
• Order pre-packs 
• If you only negotiate these four terms on your purchase order... 
• Negotiating for distribution 
• Balancing distribution in-store 
• CASE | Contemporary Women's Matrix 
• Purchase Order terms and receipt planning 
• Discounting cost 
• Cumulative mark-up in assortment planning 
• ARCHIVED FORUM | Volume Incentive Agreements 

• Markdown or vendor allowance 
• Negotiating a return-to-vendor (RTV)  

• Partner marketing intro
• Marketing co-op and advertising allowances