Price wars are the norm today, not the exception. Procurement teams are under relentless pressure to slash costs, competitors are aggressively undercutting prices, and customers are demanding more value for less money. If you don't negotiate strategically, you risk losing deals to rivals ready to offer deep discounts or superior advantages.
价格战是当今的常态，而不是例外。采购团队面临着削 减成本的无情压力，竞争对手咄咄逼人地压低价格，而 客户则要求花更少的钱获得更多的价值。如果不进行策 略性谈判，就有可能将交易拱手让给随时准备提供超低 折扣或卓越优势的竞争对手。
The reality is simple: if you don't master price and value negotiations, your competitors will.
现实很简单：如果你不掌握价格和价值谈判，你的竞争 对手就会掌握。
Agenda 议 程:
- Check-in: What are some of the key challenges you face in negotiations?
签到: 您在 谈判中面临哪些主要挑战？
- Using the 4 Pillars of Value to uncover hidden buyer motivations and leverage them to your advantage
使用 4 大价值支柱挖掘隐 藏的买家动机，并将其转化为您的优势
- Navigate beyond Procurement or even Technical buyers and negotiate with Economic Buyers
不仅关注采购甚至技术买家的需求，更要与出 资买家进行协商和 谈判
- Identify and exploit competitive advantages to differentiate yourself from the competition
确定并利用竞争优势， 在竞争中脱颖而出
- Action Planning
行动计划
获取更多关于本公司信息
Or something to feed your soul 或 以下精神粮食:
