{"id":7844,"date":"2026-01-09T08:07:37","date_gmt":"2026-01-09T08:07:37","guid":{"rendered":"https:\/\/scotwork-e5h7gkdwh5fshkaz.ukwest-01.azurewebsites.net\/italy\/?page_id=7844"},"modified":"2026-10-21T14:51:27","modified_gmt":"2026-10-21T14:51:27","slug":"negoziazione-per-il-settore-retail","status":"publish","type":"page","link":"https:\/\/www.scotwork.com\/it\/negoziazione-per-il-settore-retail\/","title":{"rendered":"Negoziazione per il retail"},"content":{"rendered":"\n<div class=\"wp-block-group alignfull has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-cover alignfull sec-hero\" style=\"padding-right:20px;padding-left:20px\"><span aria-hidden=\"true\" class=\"wp-block-cover__background has-black-background-color has-background-dim-70 has-background-dim\"><\/span><img loading=\"lazy\" decoding=\"async\" width=\"2560\" height=\"1707\" class=\"wp-block-cover__image-background wp-image-2810\" alt=\"\" src=\"\/wp-content\/uploads\/2025\/05\/shutterstock_2468123301-scaled.jpg\" data-object-fit=\"cover\" srcset=\"\/wp-content\/uploads\/2025\/05\/shutterstock_2468123301-scaled.jpg 2560w, \/wp-content\/uploads\/2025\/05\/shutterstock_2468123301-300x200.jpg 300w, \/wp-content\/uploads\/2025\/05\/shutterstock_2468123301-1024x683.jpg 1024w, \/wp-content\/uploads\/2025\/05\/shutterstock_2468123301-768x512.jpg 768w, \/wp-content\/uploads\/2025\/05\/shutterstock_2468123301-1536x1024.jpg 1536w, \/wp-content\/uploads\/2025\/05\/shutterstock_2468123301-2048x1365.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><div class=\"wp-block-cover__inner-container is-layout-flow wp-block-cover-is-layout-flow\">\n<div class=\"wp-block-group alignwide carousel slide has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" id=\"carouselExampleCaptions\">\n<div class=\"wp-block-group alignwide has-global-padding is-content-justification-left is-layout-constrained wp-container-core-group-is-layout-0cde6c5b wp-block-group-is-layout-constrained\">\n<div class=\"wp-block-group alignwide carousel-item active is-vertical is-layout-flex wp-container-core-group-is-layout-1bbac977 wp-block-group-is-layout-flex\">\n<h1 class=\"wp-block-heading alignwide has-georgia-font-family has-max-48-font-size\" style=\"line-height:1.1\"><strong>Negoziazione per il settore retail<\/strong><\/h1>\n\n\n\n<p class=\"has-text-align-left has-montserrat-font-family has-medium-font-size wp-block-paragraph\" style=\"font-style:normal;font-weight:500;line-height:1.5\">Imparate a padroneggiare l&#8217;arte della negoziazione e preparatevi ad affrontare le sfide uniche del settore retail.<\/p>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-0ac58db\" data-block-id=\"0ac58db\"><style>.stk-0ac58db {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button transparent-bg stk-block stk-f51665d\" data-block-id=\"f51665d\"><style>.stk-f51665d {margin-top:0px !important;}.stk-f51665d .stk-button{background:#daf2f3 !important;}.stk-f51665d .stk-button:hover:after{background:#ffffff00 !important;opacity:1 !important;}.stk-f51665d .stk-button:before{border-style:solid !important;border-color:#daf2f3 !important;}.stk-f51665d .stk-button:hover:before{border-color:#daf2f3 !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-f51665d .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;font-family:\"Montserrat\", Sans-serif !important;}.stk-f51665d .stk-button:hover .stk-button__inner-text{color:#fffffe !important;}@media screen and (max-width: 1023px){.stk-f51665d .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/contattaci\/\"><span class=\"has-text-color stk-button__inner-text\">Contattaci<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/div>\n<\/div>\n\n\n\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-07f74a6 stk-block-background\" data-block-id=\"07f74a6\"><style>.stk-07f74a6 {background-color:#daf2f3 !important;background-position:center right !important;background-repeat:no-repeat !important;background-size:contain !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:60px !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:60px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-07f74a6:before{background-color:#daf2f3 !important;}@media screen and (max-width: 767px){.stk-07f74a6 {padding-right:20px !important;padding-left:20px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-07f74a6-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a5c78f9 page-width\" data-v=\"4\" data-block-id=\"a5c78f9\"><style>.stk-a5c78f9 {padding-top:40px !important;padding-bottom:40px !important;}.stk-a5c78f9-container{max-width:1270px !important;min-width:auto !important;margin-right:auto !important;margin-left:auto !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a5c78f9-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a5c78f9-inner-blocks\">\n<p class=\"has-text-align-left has-georgia-font-family has-max-36-font-size wp-block-paragraph\" style=\"padding-top:0;padding-bottom:0;line-height:1.2\"><strong>Scotwork: un partner di fiducia nel retail<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\" style=\"font-style:normal;font-weight:500;line-height:1.7\">Scotwork ha aiutato con successo ben <strong>13 delle 15<\/strong> principali aziende retail globali a migliorare le prestazioni negoziali delle proprie organizzazioni. Lo stesso approccio \u00e8 disponibile per settori affini come il <a href=\"https:\/\/www.scotwork.com\/it\/negoziazione-per-il-settore-alimentare-e-delle-bevande\/\">settore alimentare e delle bevande<\/a>.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\" style=\"font-style:normal;font-weight:500;line-height:1.7\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\" style=\"font-style:normal;font-weight:500;line-height:1.7\">I nostri esperti di negoziazione lavorano con voi per creare un programma su misura progettato per rispondere alle vostre esigenze, <a href=\"https:\/\/www.scotwork.com\/it\/capability-survey\/\">identificare e colmare le lacune nelle competenze<\/a> e offrirvi la sicurezza e il controllo necessari per eccellere in qualsiasi negoziazione. Alcuni esempi di programmi realizzati sono raccolti nei nostri <a href=\"https:\/\/www.scotwork.com\/it\/case-study\/\">case study<\/a>.<\/p>\n<\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-2e6535f stk-block-background stk--has-background-overlay\" data-block-id=\"2e6535f\"><style>.stk-2e6535f {background-color:#ffffff !important;background-image:url(\/wp-content\/uploads\/2025\/09\/shape-ans-course-right.png) !important;background-position:center right !important;background-repeat:no-repeat !important;background-size:contain !important;padding-top:var(--stk--preset--spacing--none, 0px) !important;padding-right:var(--stk--preset--spacing--none, 0px) !important;padding-bottom:var(--stk--preset--spacing--none, 0px) !important;padding-left:var(--stk--preset--spacing--none, 0px) !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-2e6535f:before{background-color:#ffffff !important;opacity:0 !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-2e6535f-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-e45ac88 page-width\" data-v=\"4\" data-block-id=\"e45ac88\"><style>.stk-e45ac88-container{max-width:1270px !important;min-width:auto !important;margin-right:auto !important;margin-left:auto !important;}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-e45ac88-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-e45ac88-inner-blocks\">\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<div class=\"wp-block-stackable-heading stk-block-heading stk-block-heading--v2 stk-block stk-8b1dee6\" id=\"sfide-di-negoziazione-nel-settore-retail\" data-block-id=\"8b1dee6\"><style>.stk-8b1dee6 {padding-top:40px !important;padding-right:40px !important;padding-left:40px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-8b1dee6 .stk-block-heading__text{font-size:36px !important;line-height:1.1em !important;font-weight:700 !important;font-family:\"Georgia\", Sans-serif !important;}@media screen and (max-width: 1023px){.stk-8b1dee6 .stk-block-heading__text{font-size:36px !important;}}@media screen and (max-width: 767px){.stk-8b1dee6 {padding-right:20px !important;padding-left:20px !important;}}<\/style><h2 class=\"stk-block-heading__text has-text-align-left\">Sfide di negoziazione nel settore retail<\/h2><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-16df670 two-col-container\" data-block-id=\"16df670\"><style>.stk-16df670 {padding-top:40px !important;padding-bottom:40px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-16df670-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-16df670 {padding-top:0px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}}@media screen and (max-width: 767px){.stk-16df670 {padding-top:0px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-16df670-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-98617ac stk-block-background content-info-left\" data-v=\"4\" data-block-id=\"98617ac\"><style>.stk-98617ac {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;}.stk-98617ac:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-98617ac {flex:var(--stk-flex-grow, 1) 1 calc(49% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-98617ac {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-98617ac {padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-98617ac-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-98617ac-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-8b50f6f\" data-block-id=\"8b50f6f\"><style>.stk-8b50f6f {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-8b50f6f .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-11693\" src=\"\/wp-content\/uploads\/2026\/04\/shutterstock_2671609889-scaled.jpg\" width=\"2560\" height=\"1707\" alt=\"Mano che tocca icone di persone collegate in rete su uno schermo trasparente\" srcset=\"\/wp-content\/uploads\/2026\/04\/shutterstock_2671609889-scaled.jpg 2560w, \/wp-content\/uploads\/2026\/04\/shutterstock_2671609889-300x200.jpg 300w, \/wp-content\/uploads\/2026\/04\/shutterstock_2671609889-1024x683.jpg 1024w, \/wp-content\/uploads\/2026\/04\/shutterstock_2671609889-768x512.jpg 768w, \/wp-content\/uploads\/2026\/04\/shutterstock_2671609889-1536x1024.jpg 1536w, \/wp-content\/uploads\/2026\/04\/shutterstock_2671609889-2048x1365.jpg 2048w\" sizes=\"auto, (max-width: 2560px) 100vw, 2560px\" \/><\/span><\/figure><\/div>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-x-large-font-size\" style=\"margin-top:0;line-height:1.3\"><strong>Incertezza e volatilit\u00e0 dei prezzi<\/strong><\/h3>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family wp-block-paragraph\" style=\"line-height:1.7\">I costi stanno aumentando in tutti i settori, generano tensioni nelle <a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-negli-acquisti\/\">relazioni tra acquirenti e fornitori<\/a> e riducono i margini. I negoziatori del retail devono sapere come ottenere condizioni favorevoli senza sacrificare la competitivit\u00e0 dei prezzi o la qualit\u00e0.<\/p>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family wp-block-paragraph\" style=\"line-height:1.7\">Con la giusta formazione, come il <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione\/\">corso avanzato A.N.S.<\/a>, i negoziatori imparano a padroneggiare le tattiche di giustificazione dei costi e la negoziazione basata sul valore, per proteggere i margini senza compromettere le relazioni con i fornitori.<\/p>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-b185df2 stk-block-background conten-img-right stk--has-background-overlay\" data-v=\"4\" data-block-id=\"b185df2\"><style>.stk-b185df2 {background-image:url(\/wp-content\/uploads\/2026\/04\/shutterstock_2671609889-scaled.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;overflow:hidden !important;margin-right:-16% !important;}@media screen and (min-width: 768px){.stk-b185df2 {flex:var(--stk-flex-grow, 1) 1 calc(50.999999999999986% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-b185df2 {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-b185df2-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-b185df2-inner-blocks\"><\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-fe2d139 two-col-container content-right\" data-block-id=\"fe2d139\"><style>.stk-fe2d139 {padding-top:40px !important;padding-right:0px !important;padding-bottom:40px !important;padding-left:0px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-fe2d139-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-fe2d139 {padding-top:0px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-fe2d139-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-56d5bf6 stk-block-background conten-img-left stk--has-background-overlay\" data-v=\"4\" data-block-id=\"56d5bf6\"><style>.stk-56d5bf6 {background-image:url(\/wp-content\/uploads\/2025\/06\/Tech-innovations.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-left-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;margin-right:0% !important;margin-left:-16% !important;}@media screen and (min-width: 768px){.stk-56d5bf6 {flex:var(--stk-flex-grow, 1) 1 calc(51% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-56d5bf6 {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-56d5bf6-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-56d5bf6-inner-blocks\"><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-ec897a5 stk-block-background content-info-right\" data-v=\"4\" data-block-id=\"ec897a5\"><style>.stk-ec897a5 {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;}.stk-ec897a5:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-ec897a5 {flex:var(--stk-flex-grow, 1) 1 calc(49% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-ec897a5 {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-ec897a5 {padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-ec897a5-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-ec897a5-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-6e040fc\" data-block-id=\"6e040fc\"><style>.stk-6e040fc {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-6e040fc .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-3412\" src=\"\/wp-content\/uploads\/2025\/06\/Tech-innovations.jpg\" width=\"800\" height=\"567\" alt=\"Negoziante con il grembiule controlla un tablet tra scaffali di barattoli\" srcset=\"\/wp-content\/uploads\/2025\/06\/Tech-innovations.jpg 800w, \/wp-content\/uploads\/2025\/06\/Tech-innovations-300x213.jpg 300w, \/wp-content\/uploads\/2025\/06\/Tech-innovations-768x544.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/span><\/figure><\/div>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-x-large-font-size\" style=\"margin-top:0;line-height:1.3\"><strong>Proposte e accordi personalizzati<\/strong><\/h3>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family wp-block-paragraph\" style=\"line-height:1.7\">Oggi molti clienti si aspettano soluzioni su misura che soddisfino esattamente le loro esigenze. Elaborare queste soluzioni senza fare promesse eccessive o compromettere la redditivit\u00e0 pu\u00f2 rappresentare un ostacolo difficile da superare per i negoziatori.<\/p>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family wp-block-paragraph\" style=\"line-height:1.7\">Nella <a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-nelle-vendite\/\">negoziazione nelle vendite<\/a>, i negoziatori devono saper individuare le esigenze, adattare le offerte e concludere accordi personalizzati, tutelando al tempo stesso i propri interessi e i propri asset.<\/p>\n<\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-84591df two-col-container\" data-block-id=\"84591df\"><style>.stk-84591df {padding-top:40px !important;padding-bottom:40px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-84591df-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-84591df {padding-top:0px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}}@media screen and (max-width: 767px){.stk-84591df {padding-top:0px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-84591df-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-83a5cd6 stk-block-background content-info-left\" data-v=\"4\" data-block-id=\"83a5cd6\"><style>.stk-83a5cd6 {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;}.stk-83a5cd6:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-83a5cd6 {flex:var(--stk-flex-grow, 1) 1 calc(49% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-83a5cd6 {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-83a5cd6 {padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-83a5cd6-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-83a5cd6-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-06316e7\" data-block-id=\"06316e7\"><style>.stk-06316e7 {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-06316e7 .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-3414\" src=\"\/wp-content\/uploads\/2025\/06\/shutterstock_2258570821-scaled-1.jpg\" width=\"800\" height=\"450\" alt=\"Scatola di cartone aperta con imballaggio ecologico e un biglietto \u00ab100% riciclabile, riutilizzabile\u00bb\" srcset=\"\/wp-content\/uploads\/2025\/06\/shutterstock_2258570821-scaled-1.jpg 800w, \/wp-content\/uploads\/2025\/06\/shutterstock_2258570821-scaled-1-300x169.jpg 300w, \/wp-content\/uploads\/2025\/06\/shutterstock_2258570821-scaled-1-768x432.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/span><\/figure><\/div>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-x-large-font-size\" style=\"margin-top:0;line-height:1.3\"><strong>Sostenibilit\u00e0<\/strong><\/h3>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family wp-block-paragraph\" style=\"line-height:1.7\">Il tema della sostenibilit\u00e0 non pu\u00f2 essere ignorato. Richieste come l&#8217;approvvigionamento etico o gli <a href=\"https:\/\/www.scotwork.com\/it\/negoziazione-per-il-settore-manifatturiero-e-dellimballaggio\/\">imballaggi eco-compatibili<\/a> aggiungono costi e complessit\u00e0 alle trattative e si scontrano con le negoziazioni orientate al prezzo.<\/p>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family wp-block-paragraph\" style=\"line-height:1.7\">Date ai vostri negoziatori le competenze per presentare la sostenibilit\u00e0 come un valore aggiunto nella trattativa.<\/p>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-b68dd38 stk-block-background conten-img-right stk--has-background-overlay\" data-v=\"4\" data-block-id=\"b68dd38\"><style>.stk-b68dd38 {background-image:url(\/wp-content\/uploads\/2025\/06\/shutterstock_2258570821-scaled-1.jpg) !important;background-position:center center !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;overflow:hidden !important;margin-right:-16% !important;}@media screen and (min-width: 768px){.stk-b68dd38 {flex:var(--stk-flex-grow, 1) 1 calc(50.999999999999986% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-b68dd38 {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-b68dd38-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-b68dd38-inner-blocks\"><\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-columns stk-block-columns stk-block stk-6b37c48 two-col-container content-right\" data-block-id=\"6b37c48\"><style>.stk-6b37c48 {padding-top:40px !important;padding-right:0px !important;padding-bottom:80px !important;padding-left:0px !important;margin-bottom:var(--stk--preset--spacing--none, 0px) !important;}.stk-6b37c48-column{flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-6b37c48 {padding-top:0px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-6b37c48-column\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-5ba337d stk-block-background conten-img-left stk--has-background-overlay\" data-v=\"4\" data-block-id=\"5ba337d\"><style>.stk-5ba337d {background-image:url(\/wp-content\/uploads\/2025\/06\/shutterstock_2482254831-scaled-1.jpg) !important;background-position:center right !important;background-repeat:no-repeat !important;background-size:cover !important;border-top-left-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;margin-right:0% !important;margin-left:-16% !important;}@media screen and (min-width: 768px){.stk-5ba337d {flex:var(--stk-flex-grow, 1) 1 calc(51% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-5ba337d {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-5ba337d-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-5ba337d-inner-blocks\"><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-a767790 stk-block-background content-info-right\" data-v=\"4\" data-block-id=\"a767790\"><style>.stk-a767790 {background-color:#fffffe !important;border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;box-shadow:7px 5px 30px #48497927 !important;padding-top:80px !important;padding-right:60px !important;padding-bottom:80px !important;padding-left:60px !important;}.stk-a767790:before{background-color:#fffffe !important;}@media screen and (min-width: 768px){.stk-a767790 {flex:var(--stk-flex-grow, 1) 1 calc(49% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-a767790 {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-a767790 {padding-top:20px !important;padding-right:20px !important;padding-bottom:30px !important;padding-left:20px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-a767790-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-a767790-inner-blocks\">\n<div class=\"wp-block-stackable-image stk-block-image stk--hide-desktop stk-block stk-8ea16dc\" data-block-id=\"8ea16dc\"><style>.stk-8ea16dc {border-top-left-radius:7px !important;border-top-right-radius:7px !important;border-bottom-right-radius:7px !important;border-bottom-left-radius:7px !important;overflow:hidden !important;}@media screen and (max-width: 1023px){.stk-8ea16dc .stk-img-wrapper{width:100% !important;height:100% !important;}}<\/style><figure><span class=\"stk-img-wrapper stk-image--shape-stretch\"><img loading=\"lazy\" decoding=\"async\" class=\"stk-img wp-image-3413\" src=\"\/wp-content\/uploads\/2025\/06\/shutterstock_2482254831-scaled-1.jpg\" width=\"800\" height=\"480\" alt=\"Persona al portatile con icone omnicanale: carrello, globo, negozio e messaggi\" srcset=\"\/wp-content\/uploads\/2025\/06\/shutterstock_2482254831-scaled-1.jpg 800w, \/wp-content\/uploads\/2025\/06\/shutterstock_2482254831-scaled-1-300x180.jpg 300w, \/wp-content\/uploads\/2025\/06\/shutterstock_2482254831-scaled-1-768x461.jpg 768w\" sizes=\"auto, (max-width: 800px) 100vw, 800px\" \/><\/span><\/figure><\/div>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-x-large-font-size\" style=\"margin-top:0;line-height:1.3\"><strong>Innovazioni tecnologiche<\/strong><\/h3>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family wp-block-paragraph\" style=\"line-height:1.7\">Le nuove tecnologie promettono di trasformare il settore retail, ma possono anche destabilizzare le partnership esistenti e i modelli di pricing, rendendo le negoziazioni molto complesse e sempre pi\u00f9 basate sui dati.<\/p>\n\n\n\n<p class=\"has-x-small-font-size has-montserrat-font-family wp-block-paragraph\" style=\"line-height:1.7\">I negoziatori devono imparare a preparare con cura ogni singola negoziazione e a sfruttare i dati per rafforzare il proprio posizionamento e la propria capacit\u00e0 di adattamento.<\/p>\n<\/div><\/div><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n<\/div><\/div>\n\n\n\n<div class=\"wp-block-group alignfull padding-LR-20-600 has-base-background-color has-background has-global-padding is-layout-constrained wp-container-core-group-is-layout-0b7e14e5 wp-block-group-is-layout-constrained\" style=\"padding-top:var(--wp--preset--spacing--large);padding-right:var(--wp--preset--spacing--x-small);padding-bottom:var(--wp--preset--spacing--large);padding-left:var(--wp--preset--spacing--x-small)\">\n<h2 class=\"wp-block-heading ans-teach-h2 has-georgia-font-family has-max-36-font-size\" style=\"padding-bottom:var(--wp--preset--spacing--x-small)\"><strong>Negoziare con la GDO<\/strong><\/h2>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Un corso di negoziazione per la GDO serve a due figure che siedono ai lati opposti dello stesso tavolo: chi vende alla grande distribuzione organizzata, cio\u00e8 key account manager, trade marketing e direzione commerciale delle aziende FMCG e dei fornitori di largo consumo, e chi compra per la grande distribuzione, cio\u00e8 buyer e category manager. Scotwork forma entrambe con <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione\/\">Advancing Negotiation Skills (A.N.S.)<\/a>, tre giornate consecutive in azienda oppure in edizione Open a Milano, in italiano o in inglese.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Chi vende alla GDO: aziende FMCG e largo consumo<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Per un&#8217;azienda FMCG la trattativa con un&#8217;insegna non si esaurisce nel prezzo. Il contratto annuale mette sul tavolo listino, sconti, contributi, servizi e calendario delle promozioni, e ogni voce pesa sul margine. Quando i costi salgono, la richiesta di aumento dei listini diventa la negoziazione pi\u00f9 delicata dell&#8217;anno. I key account e i team di trade marketing imparano a prepararla, a dare un valore a ogni concessione e a ottenere qualcosa in cambio di ogni contributo o promozione, invece di concederli senza contropartita. Approfondimenti nella pagina sulla <a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-nelle-vendite\/\">negoziazione nelle vendite<\/a> e nell&#8217;articolo su <a href=\"https:\/\/www.scotwork.com\/it\/blog\/come-negoziare-aumento-prezzo-clienti\/\">come negoziare un aumento di prezzo con i clienti<\/a>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Chi compra per la GDO<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Buyer e category manager trattano con molti fornitori e hanno obiettivi di margine e di assortimento da rispettare. Devono ottenere condizioni migliori senza compromettere le relazioni con i fornitori chiave, valutare le richieste di aumento e distinguere una richiesta motivata da una semplice posizione di partenza. Il percorso per i team acquisti \u00e8 descritto nella pagina sulla <a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-negli-acquisti\/\">negoziazione negli acquisti<\/a>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading has-georgia-font-family has-medium-font-size\" style=\"margin-top:var(--wp--preset--spacing--small)\">Come si lavora in aula<\/h3>\n\n\n\n<p class=\"has-montserrat-font-family has-small-font-size wp-block-paragraph\" style=\"line-height:1.7\">Nel corso aziendale, prima dell&#8217;aula parliamo con voi e con i partecipanti per capire quali trattative affrontano, e scegliamo casi ed esercitazioni sulle loro problematiche: il rinnovo del contratto annuale, il piano promozionale, la richiesta di aumento. L&#8217;80% del tempo \u00e8 pratica, con negoziazioni dal vivo, analisi video e feedback individuale dei consulenti. Formiamo sia chi vende sia chi compra, e costruiamo i casi tenendo conto delle ragioni di entrambe le parti. Tutti i dettagli nella <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione\/\">pagina del corso A.N.S.<\/a>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading ans-teach-h2 has-georgia-font-family has-max-36-font-size\" style=\"padding-bottom:var(--wp--preset--spacing--x-small)\"><strong>Domande frequenti sulla negoziazione con la GDO<\/strong><\/h2>\n\n\n\n<div class=\"schema-faq wp-block-yoast-faq-block\"><div class=\"schema-faq-section\" id=\"faq-question-gdo-1\"><strong class=\"schema-faq-question\">Esiste un corso di negoziazione specifico per la GDO e per le aziende FMCG?<\/strong> <p class=\"schema-faq-answer\">S\u00ec. Nella versione aziendale, <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/ans-corso-avanzato-di-negoziazione\/\">Advancing Negotiation Skills (A.N.S.)<\/a> si costruisce sulle trattative che il vostro team affronta con la GDO: prima del corso parliamo con voi e con i partecipanti e scegliamo casi ed esercitazioni sulle loro problematiche. Nell&#8217;edizione Open a Milano i partecipanti arrivano da settori diversi: il corso \u00e8 lo stesso, tre giornate consecutive, ma i casi non sono dedicati alla grande distribuzione.<\/p> <\/div><div class=\"schema-faq-section\" id=\"faq-question-gdo-2\"><strong class=\"schema-faq-question\">Il corso \u00e8 adatto anche ai buyer e ai category manager della GDO?<\/strong> <p class=\"schema-faq-answer\">S\u00ec. Scotwork forma sia chi vende alla grande distribuzione sia chi compra per la grande distribuzione. Buyer e category manager lavorano su prezzo, condizioni, assortimento e relazioni con i fornitori. Il percorso per i team acquisti \u00e8 descritto nella pagina sulla <a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-negli-acquisti\/\">negoziazione negli acquisti<\/a>.<\/p> <\/div><div class=\"schema-faq-section\" id=\"faq-question-gdo-3\"><strong class=\"schema-faq-question\">Come si negozia un aumento di listino con un&#8217;insegna della GDO?<\/strong> <p class=\"schema-faq-answer\">Spiegare le ragioni dell&#8217;aumento non basta: il buyer ha a sua volta obiettivi di margine e budget gi\u00e0 definiti. Conviene capire che cosa gli impedisce di accettare e negoziare le modalit\u00e0 dell&#8217;aumento, cio\u00e8 quando, come, su che cosa e in cambio di che cosa, invece di ridurlo. Ne parliamo nell&#8217;articolo su <a href=\"https:\/\/www.scotwork.com\/it\/blog\/come-negoziare-aumento-prezzo-clienti\/\">come negoziare un aumento di prezzo con i clienti<\/a>.<\/p> <\/div><\/div>\n\n<\/div>\n\n\n\n<div class=\"wp-block-group alignfull padding-LR-20-600 has-base-background-color has-background has-global-padding is-layout-constrained wp-container-core-group-is-layout-341d2962 wp-block-group-is-layout-constrained\" style=\"padding-top:0;padding-right:var(--wp--preset--spacing--x-small);padding-bottom:0;padding-left:var(--wp--preset--spacing--x-small)\">\n<div class=\"wp-block-group alignwide sec-val-dea global no-padding-LR-991 has-global-padding is-layout-constrained wp-block-group-is-layout-constrained\" style=\"padding-top:0;padding-bottom:var(--wp--preset--spacing--large)\">\n<div class=\"wp-block-group alignwide container padding-LR-40-991 has-contrast-background-color has-background has-global-padding is-layout-constrained wp-container-core-group-is-layout-c846c3aa wp-block-group-is-layout-constrained\" style=\"border-radius:7px;padding-top:0;padding-right:0;padding-bottom:0;padding-left:0\">\n<div class=\"wp-block-stackable-columns alignfull stk-block-columns stk-block stk-c29911c\" data-block-id=\"c29911c\"><style>.stk-c29911c {padding-top:62px !important;padding-right:80px !important;padding-bottom:60px !important;padding-left:80px !important;}.stk-c29911c-column{--stk-columns-spacing:var(--stk--preset--spacing--none, 0px) !important;flex-wrap:wrap !important;--stk-flex-grow:0 !important;}@media screen and (max-width: 1023px){.stk-c29911c {padding-top:20px !important;padding-right:0px !important;padding-bottom:20px !important;padding-left:0px !important;}}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-content-align stk-c29911c-column alignfull\">\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-db94d94\" data-v=\"4\" data-block-id=\"db94d94\"><style>@media screen and (min-width: 768px){.stk-db94d94 {flex:var(--stk-flex-grow, 1) 1 calc(40% - var(--stk-column-gap, 0px) * 2 \/ 3 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-db94d94 {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}@media screen and (max-width: 1023px){.stk-db94d94 {padding-bottom:20px !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-db94d94-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-db94d94-inner-blocks\">\n<h2 class=\"wp-block-heading has-base-color has-text-color has-link-color has-georgia-font-family has-max-36-font-size wp-elements-1\" style=\"line-height:1.1\"><strong><strong><strong><strong><strong><strong>Pronti a migliorare i risultati di negoziazione nel settore retail?<\/strong><\/strong><\/strong><\/strong><\/strong><\/strong><\/h2>\n\n\n\n<div class=\"wp-block-stackable-button-group stk-block-button-group stk-block stk-e66eb2a\" data-block-id=\"e66eb2a\"><style>.stk-e66eb2a {margin-top:20px !important;}<\/style><div class=\"stk-row stk-inner-blocks stk-block-content stk-button-group\">\n<div class=\"wp-block-stackable-button stk-block-button stk-block stk-02a7007\" data-block-id=\"02a7007\"><style>.stk-02a7007 {margin-top:0px !important;}.stk-02a7007 .stk-button{background:#f5d9cf !important;}.stk-02a7007 .stk-button:hover:after{background:#2b2a34 !important;opacity:1 !important;}.stk-02a7007 .stk-button:before{border-style:solid !important;border-color:#f5d9cf !important;}.stk-02a7007 .stk-button:hover:before{border-color:#f5d9cf !important;border-top-width:1px !important;border-right-width:1px !important;border-bottom-width:1px !important;border-left-width:1px !important;}.stk-02a7007 .stk-button__inner-text{font-size:18px !important;color:#0f0e17 !important;font-family:\"Montserrat\", Sans-serif !important;}.stk-02a7007 .stk-button:hover .stk-button__inner-text{color:#ffffff !important;}@media screen and (max-width: 1023px){.stk-02a7007 .stk-button__inner-text{font-size:18px !important;}}<\/style><a class=\"stk-link stk-button stk--hover-effect-lift\" href=\"https:\/\/www.scotwork.com\/it\/contattaci\/\"><span class=\"has-text-color stk-button__inner-text\">Parla con un consulente Scotwork<\/span><\/a><\/div>\n<\/div><\/div>\n<\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk--hide-tablet stk--hide-mobile stk-block stk-47ff3bb\" data-v=\"4\" data-block-id=\"47ff3bb\"><style>@media screen and (min-width: 768px){.stk-47ff3bb {flex:var(--stk-flex-grow, 1) 1 calc(8.33333333% - var(--stk-column-gap, 0px) * 2 \/ 3 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-47ff3bb {flex:var(--stk-flex-grow, 1) 1 calc(0% - var(--stk-column-gap, 0px) * 1 \/ 2 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-47ff3bb-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-47ff3bb-inner-blocks\"><\/div><\/div><\/div>\n\n\n\n<div class=\"wp-block-stackable-column stk-block-column stk-column stk-block stk-0a72a21\" data-v=\"4\" data-block-id=\"0a72a21\"><style>@media screen and (min-width: 768px){.stk-0a72a21 {flex:var(--stk-flex-grow, 1) 1 calc(50% - var(--stk-column-gap, 0px) * 2 \/ 3 ) !important;}}@media screen and (min-width: 768px) and (max-width: 1023px){.stk-0a72a21 {flex:var(--stk-flex-grow, 1) 1 calc(100% - var(--stk-column-gap, 0px) * 0 \/ 1 ) !important;}}<\/style><div class=\"stk-column-wrapper stk-block-column__content stk-container stk-0a72a21-container stk--no-background stk--no-padding\"><div class=\"stk-block-content stk-inner-blocks stk-0a72a21-inner-blocks\">\n<p class=\"has-base-color has-text-color has-link-color wp-elements-2 wp-block-paragraph\" style=\"font-style:normal;font-weight:500;line-height:1.7\">Parlate con un esperto di negoziazione Scotwork per individuare la giusta combinazione di formazione, dal <a href=\"https:\/\/www.scotwork.com\/it\/corsi-di-negoziazione\/negotiating-foundation-workshop-corso-di-negoziazione\/\">Negotiating Foundation Workshop<\/a> ai percorsi avanzati, <a href=\"https:\/\/www.scotwork.com\/it\/consulenza-in-negoziazione\/\">supporto alle trattative<\/a> e risorse per il vostro team. Vi aiuteremo a identificare le lacune nelle competenze, ad affrontare le pressioni concrete della negoziazione e a costruire un percorso pratico verso risultati migliori.<\/p>\n<\/div><\/div><\/div>\n<\/div><\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Scotwork: un partner di fiducia nel retail Scotwork ha aiutato con successo ben 13 delle 15 principali aziende retail globali a migliorare le prestazioni negoziali delle proprie organizzazioni. Lo stesso approccio \u00e8 disponibile per settori affini come il settore alimentare e delle bevande. I nostri esperti di negoziazione lavorano con voi per creare un programma&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-7844","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Corso di negoziazione per GDO, retail e FMCG | Scotwork<\/title>\n<meta name=\"description\" content=\"Corso di negoziazione per le aziende FMCG che vendono alla GDO e per chi compra: listini, contratti annuali, promozioni. 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Scotwork forma sia chi vende alla grande distribuzione sia chi compra per la grande distribuzione. Buyer e category manager lavorano su prezzo, condizioni, assortimento e relazioni con i fornitori. Il percorso per i team acquisti \u00e8 descritto nella pagina sulla <a href=\"https:\/\/www.scotwork.com\/it\/competenze-di-negoziazione-negli-acquisti\/\">negoziazione negli acquisti<\/a>.","inLanguage":"en-US"},"inLanguage":"en-US"},{"@type":"Question","@id":"https:\/\/www.scotwork.com\/it\/negoziazione-per-il-settore-retail\/#faq-question-gdo-3","position":3,"url":"https:\/\/www.scotwork.com\/it\/negoziazione-per-il-settore-retail\/#faq-question-gdo-3","name":"Come si negozia un aumento di listino con un'insegna della GDO?","answerCount":1,"acceptedAnswer":{"@type":"Answer","text":"Spiegare le ragioni dell'aumento non basta: il buyer ha a sua volta obiettivi di margine e budget gi\u00e0 definiti. Conviene capire che cosa gli impedisce di accettare e negoziare le modalit\u00e0 dell'aumento, cio\u00e8 quando, come, su che cosa e in cambio di che cosa, invece di ridurlo. Ne parliamo nell'articolo su <a href=\"https:\/\/www.scotwork.com\/it\/blog\/come-negoziare-aumento-prezzo-clienti\/\">come negoziare un aumento di prezzo con i clienti<\/a>.","inLanguage":"en-US"},"inLanguage":"en-US"}]}},"_links":{"self":[{"href":"https:\/\/www.scotwork.com\/it\/wp-json\/wp\/v2\/pages\/7844","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.scotwork.com\/it\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/www.scotwork.com\/it\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/www.scotwork.com\/it\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.scotwork.com\/it\/wp-json\/wp\/v2\/comments?post=7844"}],"version-history":[{"count":4,"href":"https:\/\/www.scotwork.com\/it\/wp-json\/wp\/v2\/pages\/7844\/revisions"}],"predecessor-version":[{"id":13374,"href":"https:\/\/www.scotwork.com\/it\/wp-json\/wp\/v2\/pages\/7844\/revisions\/13374"}],"wp:attachment":[{"href":"https:\/\/www.scotwork.com\/it\/wp-json\/wp\/v2\/media?parent=7844"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}