V Skill HF-D8.1-005 cross-sector 9 umiejętności
Price negotiation
Sets room and limits on price and conditions in advance, exchanges concessions during the conversation and closes within the own margin.
W jaki sposób serwis hrmforce to mierzy
- Metoda oceny
- Assessment centre · rho 0.29 (SD 0.09)
- hrmforce narzędzie
- Big Fifty, Competency Check, 360 Feedback
- Kompetencje (50-ramowe)
- Negotiation
- Możliwość szkolenia
- medium
- Prognoza popytu na lata 2026–2030
- stable
Multiple exercises, multiple assessors, dimension-wise scoring.
Kotwice behawioralne
| Poziom | Zachowanie na tym poziomie |
|---|---|
| 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 i N4 celowo nie zostały przypisane do konkretnych punktów odniesienia. Oceniający umieszczają je pomiędzy punktami odniesienia, zgodnie z konwencją O*NET.
Podstawowe umiejętności
Umiejętności te dziedziczą ścieżkę oceny oraz punkty odniesienia behawioralne tej konstrukcji.
| T | Umiejętności | Definicja | Prognoza popytu na lata 2026–2030 |
|---|---|---|---|
| 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 |