KAM-Key Account Manager Program – AIC – Automotive Intelligence Center

KAM-Key Account Manager Program

  • Programa KAM

    KAM-Key Account Manager Program

    The drastic changes that are happening in the world are affecting the entire buying and selling strategy of automotive components.

    The KAM-KEY ACCOUNT MANAGER Advanced Programme seeks to provide an understanding of the OEMs and TIER 1s’ requirements in order to develop a successful price negotiation strategy in this new context.

    The goal is to help professionals gain the necessary skills to work with OEMs and TIER1s and to achieve the best conditions in the negotiation of their contracts, in the context of the current crisis..


    The training will be held entirely in English.


    October 8th, 9th and 10th

    LENGTH: 24h 

    • Understand the purchasing strategies of OEMs and Tier 1s and the interests of buyers.
    • Develop tactics to relieve the pressure in the negotiation of prices until reaching a beneficial final agreement.
    • Acquire knowledge, skills and abilities for prevention, management and resolution of conflict.
    • Learn about aspects of psychology in order to apply them to the negotiation.
    • Adopt effective mechanisms to counter OEMs pressure to reduce prices to pre-crisis levels.
    • General Directors, Commercial Directors, Project Leaders and Account Managers who deal with clients.
    • Any professional who wants to develop his/her skills in order to improve negotiations with clients.
    Table contents

    MODULE 1: Price negotiations with OEMs – History, Basics and current context  

    Price negotiation. Common requests for price reduction and their conditions. Strategy preparation to face a price negotiation. New purchasing strategies and supplier selection process. The buyer role and the balance in the negotiation. The power of argumentation and how to achieve an agreement.

    MODULE 2: Price Increases and Price Defense

    Helpful tools to counter back the intense pressure of the OEMs to reduce prices down to the pre-crisis level – Negotiating price increases and defend prices with shrinking indices.

    MODULE 3: Psychology and Dramatics in Tough Price Negotiations

    Psychology in negotiation. How to spot rule-breaking, manipulation attempts, and intentional escalation of negotiation drama. How to regain control of the negotiation from a weak position.

    Price details

    AIC/ACICAE members: 2.500€ + VAT

    Non-AIC ACICAE members: 2.950€ + VAT

    10% discount will be applied from the second registration for those organizations that register more than one professional.

    PAYMENT METHOD: Bank transfer indicating participant name and program title.

    Holder: Fundación AIC-Automotive Intelligence Center Fundazioa

    BBVA: ES48 0182 1290 3102 0150 6187

    KUTXABANK: ES24 2095 0611 0091 0787 3466