Improvement of price negotiation skills

Improvement of organizational and individual price negotiation skills

Symbol picture price negotiation banknotes in hands

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

Project Management at Trier University of Applied Sciences:

Prof. Dr. Jörg Gutsche
Prof. Dr. Jörg Gutsche
Professor FB Wirtschaft

Contact

+49 651 8103-584
+49 651 8103-416

Location

Schneidershof | Building K | Room 207

Consultation

Vgl. Profilseite auf Stud.IP
Prof. Dr. Udo Burchard
Prof. Dr. Udo Burchard
Professor FB Wirtschaft

Contact

+49 651 8103-234
+49 651 8103-416

Location

Schneidershof | Building K | Room 201a

Consultation

nach Vereinbarung
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