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(Weds) NEGOTIATING WITH NEGOTIATORS with Avy Punwasee, CPP & Michael Stanisz

(Weds) NEGOTIATING WITH NEGOTIATORS with Avy Punwasee, CPP & Michael Stanisz


Your pricing team can set great targets and recommendations for pricing moves, but success always comes down to sales’ ability to execute these recommendations. Each negotiated deal has the potential for the price to be dropped. Often it’s dropped unnecessarily or far deeper than needed. Additionally, when a business decides to raise price, the execution skills of business leaders, marketing and sales are critical for success. Too often price increases fall far short of expectations. Whether sales discounted price or were unable to increase price, the business assumes the competitive and market dynamics were not favorable when the real reason is often weak execution.

This workshop will cover proven strategies, best practices and tactics the business, marketing and sales teams need in order to successfully negotiate a deal with no or minimal price decreases and to effectively implement price increases. It will also cover the critical role of the pricing team in encouraging and guiding sales towards these best practices.

Attendees Will Learn:

  • How pricing can partner with sales to improve price realization
  • Behaviors for influencing customers and the market
  • How to make your smartest price discounting decisions


Meet Your Instructors

Joanne Smith
President - Price to Profits Consulting

Joanne Smith is the author of The Pricing and Profit Playbook (Bradley Publishing – October 1, 2013), the President of Price to Profits Consulting, and the former DuPont Corporate Head of Marketing, Pricing and Customer Loyalty. She is an expert in B2B marketing, pricing, business development and customer loyalty. She achieved her bachelor’s degree from Drexel University and completed advanced marketing and sales with Kellogg School of Management Program. She is a certified Six Sigma Champion.