Executive Development Programme Pricing & Negotiation
-- ViewingNowThe Executive Development Programme in Pricing & Negotiation is a certificate course designed to empower professionals with critical skills for career advancement. This programme focuses on two key areas—pricing and negotiation—that are essential in any business environment.
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โข Pricing Strategies: Understanding cost-plus, value-based, competitive, and dynamic pricing models. Analyzing market trends and customer perceptions to optimize pricing decisions.
โข Price Sensitivity Analysis: Identifying price points that maximize profitability and customer value. Utilizing conjoint analysis, van Westendorpโs price sensitivity meter, and Gabor-Granger methods.
โข Negotiation Fundamentals: Establishing negotiation objectives, identifying negotiation styles, and understanding the impact of cultural differences on negotiation outcomes.
โข Preparing for Successful Negotiations: Conducting comprehensive research on the counterparty, setting negotiation boundaries, and developing a negotiation strategy.
โข Advanced Negotiation Techniques: Utilizing the zone of possible agreement (ZOPA), BATNA (Best Alternative To a Negotiated Agreement), and WATNA (Worst Alternative To a Negotiated Agreement) to strengthen negotiation positions.
โข Value Proposition Design: Crafting compelling value propositions that address customer needs, differentiate from competitors, and justify pricing.
โข Pricing Psychology: Leveraging cognitive biases, such as anchoring, framing, and scarcity, to influence customer perceptions and drive pricing decisions.
โข Deal Structuring and Pricing Models: Designing flexible pricing models, such as tiered pricing, subscription pricing, and performance-based pricing, to align with customer needs and maximize revenue.
โข Managing Disputes and Escalations: Developing strategies to handle pricing disputes and escalations, ensuring customer satisfaction, and maintaining long-term relationships.
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