V Skill HF-D8.1-005 cross-sector 9 skills

Price negotiation

Sets room and limits on price and conditions in advance, exchanges concessions during the conversation and closes within the own margin.

How hrmforce measures this

Multiple exercises, multiple assessors, dimension-wise scoring.

Level	Behaviour at this level
N1 Guided	Follows the established price list and discount rules and refers deviating customer requests to the manager. works under supervision and follows instruction · routine, one variable at a time · own task
N3 Proficient	Prepares a range and trading items for each negotiation and holds on to the agreed lower limit under pressure. sets own approach and seeks input proactively · several variables, some ambiguity · own team or process
N5 Leading	Sets the pricing and discount policy of the organisation and personally negotiates the framework contracts with the largest parties. sets the standard and the policy · strategic, under high uncertainty · organisation, value chain or profession

N2 and N4 are deliberately not anchored. Raters place them between the anchors, following the O*NET convention.

These skills inherit the assessment route and the behavioural anchors of this construct.

T	Skill	Definition	Demand outlook 2026 to 2030
V	Preparing a negotiation strategy Negotiation planning	Determines goals, room, trade items and limits in advance for a price conversation with a customer.	stable
V	Substantiating the price Price justification	Explains with costs, quality and customer benefit why the requested price is reasonable.	stable
K	Applying the discount policy Discount policy	Knows the permitted discount tiers and mandates and grants discount only within those limits.	stable
V	Trading concessions Concession trading	Gives a concession only in exchange for something of value, such as volume, term or reference.	stable
K	Determining the BATNA BATNA	Determines in advance the best alternative to no deal and uses it as a lower limit.	stable
G	Withstanding buyer pressure Resisting buyer pressure	Stays calm and holds position when a buyer applies pressure with deadlines or threats.	stable
V	Negotiating payment terms Payment terms negotiation	Agrees payment term, prepayment and securities and weighs the risk for the own organisation.	stable
V	Announcing a price increase Price increase communication	Announces a rate increase to existing customers with substantiation and handles the reactions professionally.	stable
V	Negotiating a multi-year framework deal Framework agreement negotiation	Negotiates volumes, tiers and indexation for a framework agreement spanning several years.	stable