Building Strategies to Negotiate on Price Without Losing the Deal

Course Overview

Discounting solves a problem in price negotiation today and creates a larger one next quarter. Attribution in the wider marketing and commercial practice agenda is imperfect; that is not a reason to stop measuring it. The course leaves participants able to diagnose weaknesses in the marketing and commercial practice discipline before they become incidents. Work is grounded in real cases drawn from price negotiation, which each participant adapts to conditions in their own organisation. It is designed for mixed groups, so that this aspect of marketing and commercial practice is examined from more than one functional angle. Applied research in marketing and commercial practice consistently shows that early structure around the practice within marketing and commercial practice reduces downstream rework. The course gives participants a defensible structure for price negotiation and the judgement to adapt it. Moving this part of marketing and commercial practice from written policy into daily practice is not achieved by a single decision. The closing exercise tests whether the participant's plan for the wider marketing and commercial practice agenda survives a hostile question.