NEGOTIATION SKILLS FOR PRICERS AND SALES
NEGOTIATION SKILLS FOR PRICERS AND SALES: COMBATING PROFESSIONAL PROCUREMENT TACTICS
(level 400, B2B Themed)
Wednesday Workshop #9 – October 24th
Businesses face unprecedented pricing pressure due to the sophistication of modern procurement organizations. Pricing, sales, and finance leaders across all industries are being 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 margins. This course will provide in-depth and practical pricing and negotiating approaches to counter even the most challenging procurement strategies. Attendees will learn how the procurement organization has evolved to its current, sophisticated 21st century model and the implication of this evolution for suppliers. We will discuss tools, strategies and approaches modern procurement uses to extract more value and price from their suppliers, as well as how to design winning pricing strategies and tactics to counter these strategies.
Capture more of the value you deliver by learning from two instructors who have worked on both sides of the negotiating table.
Attendees will learn:
16 common buyer games and how to combat each one
The 8 most important value levers for procurement and how you can beat them at their own game
Simple steps that commercial and pricing teams can take to capture more value
LYDIA DI LIELLO
CEO and Founder, Capital Pricing Consultants LLC
CHRISTOPHER D. PROVINES
CEO, Value Vantage Partners