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Across industries, customers are becoming more sophisticated buyers and stronger negotiators. This is especially true for large key accounts. This course will prepare pricing, marketing and corporate account executives to better negotiate with customer executives and customer procurement teams. It covers more advanced topics beyond a traditional negotiations course and is intended for executives who have already had some negotiations training.
The evolution of procurement organizations to a 21st century model and implications for suppliers
The buyers’ playbook and the implications for pricing, offering and negotiations strategy
How to assess the buying process and win at competitive bidding
How to assess and use your solution and company value in negotiations
How to identify and combat 16 common buyer games with smart pricing and sales strategies
10 Proven influence strategies from the science of influence and persuasion to use during negotiation process
Mapping the negotiation strategy and preparing to engage
Mr. Provines is a speaker, author, educator, and advisor to firms ranging from leading Fortune 50 businesses to recent start-ups. He specializes in helping businesses compete more effectively and profitably through value-based strategies. He is an expert in the practical application of value-based pricing and selling as well as strategies to effectively engage customer procurement organizations in value creation and exchange. Chris is CEO of Value Vantage Partners, and an award-winning adjunct professor at Rutgers University, where he teaches pricing strategy, global procurement, and other courses in the Business School. He received his MBA from Rutgers University and is on the board of advisors for the Professional Pricing Society and numerous technology companies.