What is price bargaining?
Cenové vyjednávání je běžným výskytem při nákupu materiálů nebo zásob. Během cenového vyjednávání existují dvě role: kupující a prodejce. Účelem jednání je určit cenu, která je pro obě strany přijatelná. Po dokončení vyjednávání je dosaženo dohody a produkt se prodává, nebo neexistuje prodej.
In the North American culture, negotiations on prices are limited to large purchases or specific types of sales environments such as flea markets or fairs. Většina lidí bude provádět cenová jednání pro vozidlo nebo domov. Převážná většina maloobchodních prodejen má pevnou strukturu cen, bez prostoru nebo oprávnění k vyjednávání. Tato kultura vyjednávání vede k větší úrovni dovedností vyjednávání ze strany kupujících i prodejců. Ceny jsou také pod neustálým tlakem, aby odrážely skutečný trhEmand. As such, there is a greater degree of fluctuation over time, with the exception of basic items that have long -term patterns of activity.
Existují tři primární položky, které mají dopad na vyjedFoundation of prices: Buyer type, financial consideration and negotiation of team skills. All these items have a specific role in all price negotiations. It is important to consider all five as part of a balanced Scorecard, with weights connected to each item determined by the actual situation.
Buyer types are wide categories used to describe different patterns of buyers' behavior. For example, a convenient hunter is someone who has detailed knowledge or understanding of an item whose main priority is to pay less than market value. Strategic buyer is also looking for a low price, but with regard to the value of the item and the costs needed to significantly increase this value.
Financial considerations are part of each price bargaining, but it is necessary to consider more than just the price of the sticker. Services costs are an important aspect, as well as consumables needed to use the product and the overall life of the product. MPayments are also part of financial considerations because this has an impact on cash flow.
The skill of negotiators on the side of the buyer and the seller has a huge impact on the outcome of these negotiations. An experienced negotiator has a clear understanding of the upper and lower limits and items where there is space for a compromise. Compliance with delivery, payment terms and contracts on service contracts are part of the price negotiations.