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Negotiation Skills For Pricers and Sales with Lydia Di Liello & Christopher D. Provines

Negotiation Skills For Pricers and Sales with Lydia Di Liello & Christopher D. Provines


NEGOTIATION SKILLS FOR PRICERS AND SALES: Combating Professional Procurement Tactics

Businesses today are facing unprecedented pricing pressure due to the sophistication of modern procurement organizations. Pricing, sales and finance leaders across all industries are increasingly involved in challenging sales negotiations driven by well-trained procurement groups. Negotiation is a core business skill necessary for anyone in business. Pricing professionals and sales teams need to up their game to defend pricing, value proposition and profit margins.

This course will provide in-depth and practical pricing and negotiating approaches to counter even the most challenging procurement strategies. We will explore how the procurement organization has evolved to its current sophisticated 21st century model and the implications of this evolution for suppliers. We will dissect the tools, strategies and approaches modern procurement uses to extract more value and price from their suppliers. We will review 16 common buyer games and how to combat each one, and best practices for designing winning pricing strategies and tactics to counter procurement strategies and grow your business and margins.

Attendees Will Learn:

  • The 8 most important value levers for Procurement and how you can beat them
  • Simple steps that commercial and pricing teams can take to capture more value
  • Firsthand from 2 instructions who have worked on both sides of the negotiating table


Meet Your Instructors

Lydia Di Liello
CEO & Founder - Capital Pricing Consultants, LLC

Lydia is the CEO and founder of Capital Pricing Consultants, a revenue management and business consultancy dedicated to improving profitability for its clients through strategic, operational and tactical recommendations. With more than 25 years of global revenue management and business leadership expertise, she holds an MBA from Youngstown State University and is a member of the PPS Board of Advisors.

Christopher D. Provines
Founder - Value Vantage Partners and Adjunct Professor - Rutgers Business School

Chris Provines is a speaker, author, educator and advisor to firms ranging from Fortune 50 businesses to recent . He specializes in helping businesses compete more effectively and profitably through value-based strategies. He is CEO of Value Vantage Partners, and an award winning adjunct professor at Rutgers University. He received his MBA from Rutgers University and is on the PPS Board of Advisors.