Surja IT Academy and the Wiglaf Institute present

Price Management in Selling & Negotiations

Dates Available

Location

Surja IT Academy
424 E. State Parkway, Suite 228
Schaumburg, IL 60173

$495 per person. Space is limited. Click here to register.

Seminar Description

Enhance your skill sets, best practice knowledge, and performance in our one day executive education seminar on Price Management in Selling & Negotiations.

Specifically designed for executives involved in complex selling efforts or price negotiations, this course instructs in communicating the value in the sales process and capturing the value in price negotiations.

The core perspectives taken is that of sales as a change agent and its role in managing perceptions.

It is an intensive, one day workshop delivered through discussion and participatory pedagogy. Four exercises are included to improve the professional’s acumen in price management.

Come yourself or send your sales team.

Source material has been drawn from leading authors such as:

• Getting to Yes by R. Fisher & W. Ury,
• Private lecture notes compiled from T. Schelling, G. Wu, J Sebenius, D, Kahneman, J Knetsch, R. Thaler, and others leading researchers from Harvard, University of Chicago, & DePaul.

A course workbook will be provided to all participants.

$495 per person. Space is limited. Click here to register.

About the Instructor
Tim Smith, PhD, is an Adjunct Professor of Marketing at DePaul and the Directorial Editor of The Wiglaf Journal where he focuses on sales, marketing, and entrepreneurship in business markets. Dr. Smith was an experienced salesperson prior to founding Wiglaf LLC. He has also won numerous awards for his teaching capability and students routinely rate him above average.

Seminar Outline

Introduction

• Importance of Price Management & Negotiations
• Principals of Negotiations

Negotiation Exercise 1

Price Communication

• Nature of a Good Price
• Understanding Price Boundaries
• Managing Price Signaling in Sales Process
• Importance of Communicating Value
• Understanding your BATNA

Negotiation Exercise 2

Lunch

Long-Term Customer Contracts

• Game Theory of Repetitive Interaction
• Managing Price Increases
• The Role of “Fairness”
• Rules of Fairness

Negotiation Exercise 3

Nature of Win-Win

• Creating Value in the Negotiation Process
• Claiming Value in Negotiations
  

Negotiation Exercise 4

Tactical Tools to Negotiation

• Avoiding Psychological Traps in Negotiation
• Using Decision Trees
• Role of Reciprocity

$495 per person. Space is limited. Click here to register.

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