Every customer wants value, and every supplier says that they provide value. But, when it comes time to negotiate the contract it’s all PRICE, PRICE and more about PRICE. So, how do you break out of the price only conversation and really negotiate to provide and/or receive value?
Value can be quantified, tracked and measured over time. But, most people don’t have a common framework for talking about and documenting value in a customer/supplier relationship. It’s no wonder that when the contract comes out, everybody is focused on negotiating price.
Get ready to learn an innovative approach to negotiating value. Drawing from her third book Getting to We: Negotiating Agreements for Highly Collaborative Relationships, and more than 20 years of experience,Jeanette Nyden J.D., will show you how to identify and preserve value.
Here’s what you’ll learn:
– The four types of commercial value that buyers care about and suppliers can deliver
– Case studies that demonstrate the four types of value
– Suggestions to establish a formula to quantify value
You’ll walk away understanding the types of value and how to look for and quantify that value. These techniques can be applied immediately to your next commercial negotiation.
After registering, you will receive a confirmation email containing information about joining the webinar.
Please register for Procurement Professionals Webinars Series: Learn an Innovative Approach to Negotiating Value with Jeanette Nyden on Mar 25, 2015 3:00 PM CET
Jeanette Nyden J.D. empowers account executives to maximize key customer relationships by providing tactical, customized contract negotiation coaching from the planning phase through to execution. By working with Ms. Nyden clients have increased scope without increasing total spend, introduced much needed innovation and repaired a “combative” relationship prior to contract renewal.
Ms. Nyden is a recognized expert in the field having co-authored Getting to We: Negotiating Agreement’s for Highly Collaborative Relationships, written Negotiation Rules! A Practical Approach to Big Deal Negotiations and co-authored The Vested Outsourcing Manual: A Guide for Creating Successful Business and Outsourcing Relationships.
Ms. Nyden has worked with organizations such as TD Bank, CIBC Bank, Brookfield Johnson Controls, CH2MHill, T-Mobile, Jones Lang LaSalle, Microsoft, and Federal Emergency Management Agency (FEMA). Ms. Nyden is an adjunct professor at Seattle University and has taught courses at the University of Tennessee’s Center for Executive Education.
Ms. Nyden earned her B.A. and Juris Doctorate from Southern Illinois University. Between 2002 and 2007, Ms. Nyden donated hundreds of hours mediating disputes for the Pierce County Center for Dispute Resolution, a non-profit organization.
Ms. Nyden can be reached at 206-723-3472 or firstname.lastname@example.org