Price negotiation is one of the supreme disciplines of B2B sales. The development of corresponding competencies is therefore of central importance, both on an individual and organizational level. In the context of this research project, the status quo in practice was first of all surveyed on the basis of a survey of 234 practitioners. Five basic competencies were identified, which can be used by a company to systematically and comprehensively analyze its own price negotiation competencies. Based on this, various concrete measures were developed to enable a company to remedy identified deficits in a targeted manner.
|Consortium||Trier University of Applied Sciences in cooperation with ESB Business School, Reutlingen|
|Duration||2015 - 2017|
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