Array
(
)
        

NEGOTIATION SKILLS FOR PRICERS AND SALES

NEGOTIATION SKILLS FOR PRICERS AND SALES

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

LEVEL 400 COURSE | B2B THEMED

LYDIA M. DI LIELLO

CEO & Founder, Capital Pricing Consultants L.L.C.

View Bio

CHRISTOPHER D. PROVINES

Founder, Value Vantage Partners & Adjunct Professors, Rutgers Business School

View Bio