In this course, students (pricing, marketing & corporate account executives) will learn to better negotiate with customer executives and customer procurement teams, which across all industries over time are becoming more sophisticated buyers and stronger negotiators.  Students will review more advanced topics beyond a traditional negotiations course; this course is intended for executives who already have had some negotiations training.

Attendees will learn:

• 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