Supplier Training - Negotiating Successfully with Travel Buyers
Supplier Training Course: Negotiating Successfully with Travel Buyers
ITM is launching a revised Supplier Training programme for 2009. The programme takes into account the need for more tailored one day courses and in these "credit crunch" times has trimmed training costs with courses starting at £195 through to £249 plus VAT.
Aim: learn how to plan and engage in a negotiation that will create favourable movement and address travel buyer needs.
Learning objectives: After the course participants will be able to -
• Recognise the challenges of the economic climate and be able to adapt their pricing strategy accordingly
• Understand and apply the concept of ‘total revenue management'
• Condition travel buyers using cost based arguments
• Select and use the right negotiation behaviour to create favourable movement in a negotiation
• Recognise and involve other variables aside from price in a negotiation
• Plan the movement of concessions to achieve the maximum affect in a negotiation
• Identify travel buyer behaviour and the objective behind such tactics
• Take appropriate action to counter buyer tactics by applying competitive skills
Content: The first part of the course will review the stages of a negotiation process and the five key negotiation behaviours used to create movement. Short role-play exercises will be introduced for participants to experience these behaviours and identify negotiation variables. Examples of concession plans and how these can be used will be introduced. Participants will also be encouraged to identify the competitive buyer behaviour they encounter and will be assisted in applying solutions.
In this unprecedented economic downturn, what are the supply chain strategies of travel buyers? Is it all about rate or are there other long term considerations? The views of various senior travel buyers are shared with participants.
Venue: De Vere Holborn Bars, London, EC1
Cost per delegate: £249 + VAT
To register and for further details please contact secretariat@itm.org.uk
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