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Price Protection

Sales Negotiating Skills for Account Managers, Sales Executives, Account
Executives, Program Managers, and Database Sales Representatives


Price protection is today's mantra. And negotiating with various buying types: purchasing specialists, buyers, commodity managers, technical managers, design engineers, release engineers etc. is difficult. They are savvy, educated and know the tactics and gambits of negotiation.

Here is a 1.5 day negotiation program targeted to today's challenging, competitive business-to-business environment.

At the end of the workshop participants will be able to:

  1. Differentiate between when they should be "selling" and when to negotiate
  2. Define what a mutual gain outcome really means
  3. Identify and deal with traditional negotiating tactics and tricks
  4. Understand and indentify power positions and how to increase your power
  5. Know how and when to gather additional information to develop creative options
  6. Structure the negotiation process to know what trade-offs are reasonable and when to walk-away from a deal

The workshop uses case studies and roleplay scenarios customized to your situation and industry.

Learn how we can customize it for your organization by contacting us through the contact page, in the comments area simply put "price protection", or call at 888-209-4694