Negotiating for the future at Nespresso Premium
Symmetry of attention, reciprocity, “coopetition”, empathy... the language used to describe the negotiating process at Nespresso is a world away from traditional power-based tactics. Julien Morel, sales director for Nespresso France, explains all.
Julien Morel began his career in supply chains and purchasing, an area he has been working in for the last 10 years – first at Masterfoods France, followed by the biscuit manufacturer Lu (known as Danone at the time) and then Hill’s Petfood (part of the Colgate Palmolive group). He joined Nespresso in 2009 to set up the operations department, bringing supply chain, purchasing and customer relations under one roof. In September 2014 Julien took over sales management for business customers (companies, cafes, hotels and restaurants) and specialized distribution for Nespresso France.
Excerpt from Business Digest N°286, May 2018
Read the full 3-part feature
Point of View
Negotiating the Impossible
Interview with Julien Morel, Sales Director France at Nestle Nespresso
Negotiating for the future
It's up to you!
Walk away from negotiation with stronger relationships
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