Program taught by our partner AIC – Automotive Intelligence Center
The drastic changes that are happening in the world are affecting the entire buying and selling strategy of automotive components.
The KAM-KEY ACCOUNT MANAGER Advanced Programme seeks to provide an understanding of the OEMs and TIER 1s’ requirements in order to develop a successful price negotiation strategy in this new context.
The goal is to help professionals gain the necessary skills to work with OEMs and TIER1s and to achieve the best conditions in the negotiation of their contracts, in the context of the current crisis.
October 8th, 9th and 10th
LENGTH: 24h
- Understand the purchasing strategies of OEMs and Tier 1s and the interests of buyers.
- Develop tactics to relieve the pressure in the negotiation of prices until reaching a beneficial final agreement.
- Acquire knowledge, skills and abilities for prevention, management and resolution of conflict.
- Learn about aspects of psychology in order to apply them to the negotiation.
- Adopt effective mechanisms to counter OEMs pressure to reduce prices to pre-crisis levels.
- General Directors, Commercial Directors, Project Leaders and Account Managers who deal with clients.
- Any professional who wants to develop his/her skills in order to improve negotiations with clients.
MODULE 1: Price negotiations with OEMs – History, Basics and current context
Price negotiation. Common requests for price reduction and their conditions. Strategy preparation to face a price negotiation. New purchasing strategies and supplier selection process. The buyer role and the balance in the negotiation. The power of argumentation and how to achieve an agreement.
MODULE 2: Price Increases and Price Defense
Helpful tools to counter back the intense pressure of the OEMs to reduce prices down to the pre-crisis level – Negotiating price increases and defend prices with shrinking indices.
MODULE 3: Psychology and Dramatics in Tough Price Negotiations
Psychology in negotiation. How to spot rule-breaking, manipulation attempts, and intentional escalation of negotiation drama. How to regain control of the negotiation from a weak position.
