CAS Campus Logo
Version 6.1.21
(01)
Startseite | Login
Sie sind nicht angemeldet.
Nach oben
[i18n:label.footer.ownertext]
Hilfe

B2B Pricing: Negotiation, Calculation, Strategy

.
Organisatorische Informationen Kursbeschreibung
.

generalinformation open Allgemeine Angaben

Lehrveranstaltungsnummer:
26660
Kursbezeichnung (Deutsch):
B2B Pricing: Negotiation, Calculation, Strategy
Kursbezeichnung (Englisch):
B2B Pricing: Negotiation, Calculation, Strategy
Veranstaltungsart:
MSc Kurs
Semester:
HS 2018
.

 Termine

Termin Anzahl Termine Beginn
Mo, 11:30 - 15:15, IP-C-001 Family Business Auditorium Hörsaal / Lecture Hall
Mo (03.09.2018), 13:45 bis 15:15, K-201 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-202 ohne Fenster / No Window / Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-203 Wand / Wall / Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-203/05 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-204 ohne Fenster / No Window / Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-205 Wand / Wall / Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-207 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-210 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-211 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-212 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-301 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-302 ohne Fenster / No Window / Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-303 Wand / Wall / Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-303/05 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-304 ohne Fenster / No Window / Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-305 Wand / Wall / Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-307 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-310 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-311 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-312 Seminarraum / Study Room
Mo (03.09.2018), 13:45 bis 15:15, K-313 Seminarraum / Study Room
Di (04.09.2018), 11:30 bis 15:15, C-107 Hörsaal / Lecture Hall
Mo (10.09.2018), 13:45 bis 15:15, K-201 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-202 ohne Fenster / No Window / Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-203 Wand / Wall / Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-203/05 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-204 ohne Fenster / No Window / Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-205 Wand / Wall / Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-207 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-210 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-211 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-212 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-301 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-302 ohne Fenster / No Window / Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-303 Wand / Wall / Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-303/05 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-304 ohne Fenster / No Window / Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-305 Wand / Wall / Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-307 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-310 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-311 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-312 Seminarraum / Study Room
Mo (10.09.2018), 13:45 bis 15:15, K-313 Seminarraum / Study Room
Fr (14.09.2018), 11:30 bis 15:15, IP-C-001 Family Business Auditorium Hörsaal / Lecture Hall
Fr (14.09.2018), 13:45 bis 15:15, K-202 ohne Fenster / No Window / Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, K-204 ohne Fenster / No Window / Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, K-302 ohne Fenster / No Window / Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, K-304 ohne Fenster / No Window / Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, K-310 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, K-311 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, K-312 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, K-313 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-102 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-103 Boruk Krulik Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-104 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-105 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-106 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-107 E. Krautkrämer Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-108 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-109 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-110 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-111 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-112 Seminarraum / Study Room
Fr (14.09.2018), 13:45 bis 15:15, G-113 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, G-003 Prof. Horst Albach Hörsaal / Lecture Hall
Do (20.09.2018), 08:00 bis 11:15, G-104 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, G-106 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, G-107 E. Krautkrämer Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, G-108 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, G-109 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, G-110 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, G-111 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, G-112 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, G-113 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, E-204 kein Fenster / No Window Paul's Corner / Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, E-209 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, E-210 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, E-212 Wand / Wall / Kein Fenster / No Window Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, E-212/14 Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, E-213 kein Fenster / No Window / Seminarraum / Study Room
Do (20.09.2018), 08:00 bis 11:15, E-214 Wand-Kein Fenster / No Window / Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, G-104 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, G-106 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, G-107 E. Krautkrämer Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, G-108 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, G-109 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, G-110 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, G-111 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, G-112 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, G-113 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, E-204 kein Fenster / No Window Paul's Corner / Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, E-209 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, E-210 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, E-212 Wand / Wall / Kein Fenster / No Window Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, E-212/14 Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, E-213 kein Fenster / No Window / Seminarraum / Study Room
Do (20.09.2018), 15:30 bis 18:45, E-214 Wand-Kein Fenster / No Window / Seminarraum / Study Room
Do (20.09.2018), 17:30 bis 18:45, G-003 Prof. Horst Albach Hörsaal / Lecture Hall
Geplante Lernergebnisse und Kompetenzen (Deutsch):
RELEVANCE OF THE COURSE

We negotiate all the time - with business partners, with our spouse, with our professors, and others. Some say that, in life, we don't get what we deserve, but what we negotiate. This makes negotiation a crucial social skill both inside and outside business. To any business, price negotiations are of the essence because the price is the key profit driver. There are three types of competitive advantage: value advantage, cost advantage, and price advantage. Today, B2B sales people are increasingly faced with professionally trained buyers who put enormous pressure on prices. Many of the concessions that buyers wrestle from sellers pertain to working capital items. Valuing these concessions, calculating package deals, and estimating the deal's value to the customer requires proficiency in cost accounting and spreadsheet modeling on top of negotiation skills. Even if you have taken a general negotiation class before, you will benefit from this course. The link between cost accounting concepts and sales negotiation techniques makes this course unique.

LEARNING OBJECTIVES

The course enhances five categories of competences:

  • factual knowledge (e.g., international negotiation terminology, sales jargon),
  • conceptual knowledge (e.g., analyzing customer value, analyzing deal profitability),
  • price-specific procedural knowledge (e.g., dealing with price objections, communicating financial value to the customer, providing price negotiation feedback),
  • business-relevant procedural knowledge (preparing for business meetings, making the best out of limited preparation time, making precise contributions to discussions, constructively building on a colleague's comments), and
  • metacognitive knowledge (e.g, evaluating one's own negotiation behavior, creating a skill profile for sales people).

CAREER BENEFIT

The course conduces to a wide range of career tracks:

  • Sales careers benefit from price negotiation techniques. Like chess, negotiating is fun if you know the key moves - but can be a painful experience if you don't.
  • Marketing careers benefit from the content on value-based pricing strategy and on the interface between sales and operations.
  • Finance & accounting students learn how financial indicators such as working capital requirement are driven by day-to-day sales activity.
  • Consulting careers benefit from quantifying how managerial decisions affect profit and cash flow.
Geplante Lernergebnisse und Kompetenzen (Englisch):
RELEVANCE OF THE COURSE

We negotiate all the time - with business partners, with our spouse, with our professors, and others. Some say that, in life, we don't get what we deserve, but what we negotiate. This makes negotiation a crucial social skill both inside and outside business. To any business, price negotiations are of the essence because the price is the key profit driver. There are three types of competitive advantage: value advantage, cost advantage, and price advantage. Today, B2B sales people are increasingly faced with professionally trained buyers who put enormous pressure on prices. Many of the concessions that buyers wrestle from sellers pertain to working capital items. Valuing these concessions, calculating package deals, and estimating the deal's value to the customer requires proficiency in cost accounting and spreadsheet modeling on top of negotiation skills. Even if you have taken a general negotiation class before, you will benefit from this course. The link between cost accounting concepts and sales negotiation techniques makes this course unique.

LEARNING OBJECTIVES

The course enhances five categories of competences:

  • factual knowledge (e.g., international negotiation terminology, sales jargon),
  • conceptual knowledge (e.g., analyzing customer value, analyzing deal profitability),
  • price-specific procedural knowledge (e.g., dealing with price objections, communicating financial value to the customer, providing price negotiation feedback),
  • business-relevant procedural knowledge (preparing for business meetings, making the best out of limited preparation time, making precise contributions to discussions, constructively building on a colleague's comments), and
  • metacognitive knowledge (e.g, evaluating one's own negotiation behavior, creating a skill profile for sales people).

CAREER BENEFIT

The course conduces to a wide range of career tracks:

  • Sales careers benefit from price negotiation techniques. Like chess, negotiating is fun if you know the key moves - but can be a painful experience if you don't.
  • Marketing careers benefit from the content on value-based pricing strategy and on the interface between sales and operations.
  • Finance & accounting students learn how financial indicators such as working capital requirement are driven by day-to-day sales activity.
  • Consulting careers benefit from quantifying how managerial decisions affect profit and cash flow.
.