Commercial decisions under pressure
Teams practice choices in a competitive market with limited time and meaningful consequences.
Zagreb, June 3–5, 2026
Why participate
Negotiation practice in context
Negotiations are part of the same business model rather than a disconnected communication exercise.
Category, promo, price, and P&L in one system
Participants see how local actions change market share, profitability, and business resilience.
Cross-functional alignment
The program helps sales, category, trade, and finance teams work in one management language.
For whom?
Commercial function
Sales, commercial teams, and KAM
For teams that need a stronger view of partner logic, sharper negotiations, and more profitable commercial decisions.
Category and growth
Category management and trade marketing
For functions shaping assortment, shelf, promotion, investments, and joint value creation with partners.
End-to-end view
Business leaders, finance, and operations
For managers who need a holistic view of the consumer business and a clearer understanding of how functions affect strategy and P&L.
Next level
Current and future business leaders
For strong managers moving from a functional lens to a strategic one and wanting to see the consequences of their decisions faster.
Program process
What happens
across 3 days
Four stages combine into one market scenario, from entering the model to the financial result.
Program process
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Teams and roles
Participants enter the market model and distribute responsibility inside the teams.
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Management decisions
Decisions are made on strategy, assortment, investments, promo, and commercial conditions.
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Negotiation round
Scenarios are tested in live dialogue between retailers and manufacturers.
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P&L and feedback
Each team sees the financial result, market share, and receives facilitator feedback.
Participation outcome
What you will take away
The program does not give abstract insights. It creates practical management outcomes: stronger decision logic, clearer P&L understanding, and a more mature negotiation position.
01
Decision quality
Stronger decision logic in situations of competition, constraints, and pressure on results.
02
P&L view
A clearer understanding of how concessions, investments, category work, and commercial actions change the financial result.
03
Negotiation thinking
A more mature view of the other side and the habit of preparing negotiation scenarios systematically rather than situationally.
04
Systems thinking
A holistic view of the market, cross-functional links, and the impact of one function on the business as a whole.
Certificate of participation
Proof of industry capability
This is not a decorative bonus. It is the final confirmation of full participation in the simulation and the final debrief of decisions.
Issued after full participation in all sessions and the final results debrief.
Useful for internal talent development, career progression, and a participant’s professional profile.
Participant feedback
What participants say
Trusted by leading global and regional FMCG brands and retailers
Reserve a spot in the open cohort
Leave a participation request and we will confirm seat availability and share the program details.
- City
- Zagreb
- Dates
- June 3–5, 2026
FAQ
Frequently asked questions
Short answers to the practical questions around the open cohort: registration, team participation, language, and program format.
How much does participation cost?
The standard participation fee for the open format is from 2,500 $ per participant (excl. VAT). Group discounts apply: from 3 participants — 5%, from 5 participants — 10%, from 7 participants — 15%.
Who usually pays for participation?
Open-program participation is typically funded by the participant’s company. For groups from one company, separate conditions are possible.
What language does this cohort run in?
This cohort is delivered in English. For a local-language cohort or a corporate group with bilingual facilitation, get in touch — we can arrange it.
How long is a program day?
The program runs for 3 days, usually around 6 hours per day, including decision rounds, negotiations, and results debriefs.
Can several colleagues join together?
Yes. If you plan to join with a team, we can suggest the right registration option or discuss a separate corporate cohort.
What if no seats are left?
We will suggest the next relevant open date or a corporate format if your company needs a dedicated launch.