A buyer's perspective to negotiation


As a result of joining this event the participant will know how to think like a buyer which will enable them to get better results at the negotiation table

Recommended audience

Sales/Business Development professionals working in B2B sales

Type of audience

UK and International


In this webinar, Mark will share his buying secrets after working in procurement for over 17 years. You will learn how buyers think and why they behave the way they do. And, more importantly, what you can do as a sales professional to be better equipped at the negotiation table. You will receive tools, tips, and tricks on the principles of negotiation as well as a buyer's and seller's perspective on negotiations. Combined, these two perspectives will give you insights and the ability to take a more strategic approach to your negotiation. In the end, it's all about getting more value from dealing with your customers. Don't miss the opportunity to learn about the buying secrets firsthand.

Key takeaways

  • Understand the principles of negotiations
  • A proven process how to think like a buyer
  • Tools to take a more strategic approach to negotiation

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


Mark Schenkius, Founder of ROI10

Mark Schenkius is founder of ROI10, a globally operating training and consultancy firm focused on making you successful in sales and negotiations. He has worked for Mars Inc. for over 17 years in a variety of procurement functions, and has extensive experience providing training to both sales and procurement professionals. He is also a lecturer in Business Economics at Fontys University of Applied Science and author of "The Other Side of Sales", which gives sales professionals unique insights into the mysterious world of buying.

Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact membershipservices@the-isp.org for more information.



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