Most of us lack negotiating skills so we are reluctant to get into negotiations. However, for rep companies it’s essential to be able to negotiate a fair and balanced deal, otherwise the relationship will ultimately fail. The objective of the negotiating webinar is to help reps understand the need for negotiating, the current supply-demand state of the rep/principal relationship and the major issues that need to be negotiated.

Why negotiate?

  • If you don’t, it can cost you a bundle later on
  • You will gain respect in the eyes of the principal
  • The negotiating process can flush out an undesirable business partner

The current supply-demand state of the rep/principal relationship:

  • Is it a buyer’s or seller’s market for reps today?
  • Why is this important?

The major issues to be negotiated:

  • The termination clause
  • Rights upon termination
  • Shared territory development fees
  • Product liability indemnification

Resources for negotiating