EM Normandie rolls out the red carpet for Negotiation Wizards!
For its 30th Edition on March 4 & 5, EM Normandie’s Sales Negotiation Contest was hosted by Hôtel Royal Barrière in Deauville. 165 Final Year students from Business Schools and Universities, selected by their home institutions, tested their negotiation skills against 80 Sales and Purchasing professionals. Carrefour, Hilti, HP, Mondelez International, Oracle, Société Générale and Whirlpool were partners in this event, and Page Personnel, Renault, SDV (Groupe Bolloré) and Sony joined this search for new sales talents. All in all, 11 Negotiation Tracks, each sponsored by a firm, were offered for candidates to choose from.
On the first day, candidates attended round-tables facilitated by Cadre Emploi, a partner of the event with Le Figaro étudiant, on the evolutions in sales functions and companies’ recruitment needs. This was followed by a seminar per track on negotiation techniques given by partner companies. Each candidate was then given a negotiation brief to be defended the next day. All participants attended a Cocktail Party and Gala Dinner in the Ambassadors Ball Room at the Barriere Casino, chaired by Michel Langrand, the President of Velux France, an EM Normandie Grande Ecole Programme Alum (Class of ‘76), and the Sponsor for this 30th Edition.
On March 5, negotiations were in full swing. Each candidate had 20 minutes to convince a buyer to list the product or service, observed by a panel of professionals who evaluated their negotiation capabilities, conviction and overall handling of the customer. During the Contest, sponsors and students had time to meet in a forum to exchange on employment and career openings offered by those companies present. 11 prize winners were eventually called up on the platform at the end of the final day.
« This Contest has become by now an institution and a genuine recruitment event. Over the last 30 years, about 3,500 candidates have taken part, and one can safely say that nearly 30% were recruited directly on this occasion’, says Carine Guibbani, the Deputy Director of Marketing and Corporate Relations. ‘Identifying and retaining good sales personnel is a must for companies. We contribute to this with a deliberate intention to promote careers in Sales, and to show young people, who sometimes make disparaging comments about such careers, that the latter are at the heart of corporate strategies for development, and consequently offer many opportunities!’.