--- title: "Masterclass: Moving from Price to Total Value in Procurement Negotiations" description: Intel’s Mark Whelan shows how commitment, format choice and dollar-valued non-price factors drive procurement negotiation outcomes. Watch on demand. --- [![Beroe-Logo](https://hs.beroeinc.com/hubfs/Beroe-Logo.svg)](https://www.beroeinc.com/) [Contact us](https://www.beroeinc.com/contact) --- ## In The Know · Beroe Customer Masterclass Masterclass: Moving from Price to Total Value in Procurement Negotiations ## Intel’s Mark Whelan shows how commitment, format choice and dollar-valued non-price factors decide negotiation outcomes at enterprise scale. --- ## 2–4% ## extra savings when suppliers know “if you win, you have the business” ## $500K ## the premium a 5-point scoring gap hides on a $10M deal ## 40% ## of attendees say stakeholders limiting competition is the biggest drag on negotiation success Get instant access to the recording Request your personalized demo​ We’ll match you with a specialist and tailor the walkthrough to your spend profile, categories, and inflation exposure.​ - *Your categories shown live in Inflation Watch during the session* - *30-min tailored walkthrough - no generic product tour* - *Scenario modelling demo using your spend profile* - *Cost driver and forecast data relevant to your direct and indirect categories* ![Forecast](https://hs.beroeinc.com/hs-fs/hubfs/Forecast.gif?width=130&height=130&name=Forecast.gif "Forecast") Forecast with confidence Forward-looking cost structure insights across direct and indirect categories ![Inflation\_Light](https://hs.beroeinc.com/hs-fs/hubfs/Inflation_Light.gif?width=130&height=130&name=Inflation_Light.gif "Inflation_Light") Deep inflation insights Combine market trends with internal data for AI-driven recommendations ![Scenario-Analysis\_Light](https://hs.beroeinc.com/hs-fs/hubfs/Scenario-Analysis_Light.gif?width=130&height=130&name=Scenario-Analysis_Light.gif "Scenario-Analysis_Light") Simulate price scenarios What-if modelling to quantify financial impact and protect margins ![Drive-Cost-Efficiency\_Light](https://hs.beroeinc.com/hs-fs/hubfs/Drive-Cost-Efficiency_Light.gif?width=130&height=130&name=Drive-Cost-Efficiency_Light.gif "Drive-Cost-Efficiency_Light") Unlock cost efficiencies Identify savings and negotiation levers by benchmarking unit costs ## Leverage is won or lost before the first supplier meeting. Procurement runs two negotiations: one with stakeholders and one with the market. When we asked attendees what most reduces negotiation success, 40% named stakeholders limiting competition – ahead of preparation time, supply shortages and deal complexity.  Mark Whelan and Christian Paul explain why the internal negotiation sets the ceiling on the external one. A firm “if you win, you have the business” commitment delivers 2–4% extra savings over “if you win, we’ll advocate for you”. A scorecard that stops at points instead of dollars can hand a supplier a $500K premium that nobody signed off. ## What you'll walk away with 01 **Why commitment is your mandate to negotiate.** Documenting “who can win what” surfaces hidden supplier preferences and turns consequences into leverage. 02 How to choose the format from the objective, not from habit. Competitive deals reward depth (the right mechanism), bilateral deals reward breadth (every lever prepared), and predictability hands suppliers the advantage. 03 **How to build leverage with incumbents who know they’re hard to replace.** Map what is truly locked in, read the supplier’s and the salesperson’s incentives, and run one voice with pre-briefed escalation paths. 04 How to put a dollar value on non-price factors. Split criteria into static and negotiable, keep scorecards to the top 3–4 must-haves, and make every premium defensible to the CFO. *"“I never think of negotiations in terms of price. I always think of it in terms of value.” – Mark Whelan, Director, Contracts & Negotiations, Intel* Speakers: ![Chris Paul](https://hs.beroeinc.com/hs-fs/hubfs/Chris%20Paul.png?width=300&height=300&name=Chris%20Paul.png "Chris Paul") Christian Paul VP, Negotiation & Agentic AI Products, Beroe A game theorist by training (PhD, KIT), Christian founded nnamu in 2022. Before that, he spent nearly 14 years as a consultant at TWS Partners. ![Mark Whelans Updated Photo](https://hs.beroeinc.com/hs-fs/hubfs/Mark%20Whelans%20Updated%20Photo.png?width=236&height=281&name=Mark%20Whelans%20Updated%20Photo.png "Mark Whelans Updated Photo") Mark Whelan Director, Contracts & Negotiations, Global Supply Chain Operations CoE, Intel Mark leads Intel’s global team for high-value, high-complexity negotiations, bringing game theory and data-driven decision-making to enterprise sourcing after two decades in procurement.  Moderator: Subul Tanveer, Associate Director, Product Marketing, Beroe  Catch a glimpse before you watch: The $500K question your CFO asks after the deal is signed No video selected Select a video type in the sidebar. Why “if you win, it’s yours” is worth 2–4% extra savings No video selected Select a video type in the sidebar. Asking for an auction is like asking for a hammer and a drill No video selected Select a video type in the sidebar. [![\

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