Principles and methods, but also learn to skillfully use bargaining strategies and skills, which is the guarantee of successful negotiations.
Card, some bargaining skills are:
(1) Throwing stones to ask for directions
If you want to take the initiative in the negotiation, you must know each other as much as possible.
A certain step, the influence on the other party and the other party's reaction, throwing stones to ask for directions is one of the ways to understand the other party's situation.
Tactics.
For example, in the price stage discussion, if you want to test whether the other party has room for manoeuvre in the price, you can put forward:
"If we increase the purchase quantity, can you consider the preferential price?" Then according to the other party's offer,
Choose and compare, bargain.
Usually, any; A "stone" can let the other party have a further understanding, and it is difficult for the other party to refuse.
Absolutely.
(B) Quotation strategy
The quotation of transaction negotiation is an insurmountable stage, and only on the basis of quotation can both parties bargain.
Counter-offer (please refer to the discussion in the previous "negotiation stage" for this part of the description, and do not do it here.
Comments).
(3) Price increase and price reduction strategies
In negotiations, usually no one bids, the other party immediately agrees, and both parties make a written decision.
We need to raise and lower the price many times before we compromise with each other and determine a consistent price standard.
Because the bidder doesn't know how much the other party wants, under what circumstances, this strategy
The key to application is how high the other party can accept. Generally speaking, the price increase is based on scientific calculation.
On the basis of accurate observation, judgment and analysis, of course, endurance, experience, ability and confidence are also good.
Important.
In bargaining, both sides are not sure how far they can go and what they can get. Therefore, the more time.
After a long time, the situation will be more favorable to the party with confidence and endurance.
Underpricing can be said to be a crack in price increase. If the buyer bids first, it can be lower than expected.
There is room for bargaining. If the seller makes an offer first and the buyer lowers the price, there are many ways to do it:
1. Expose the opponent's tricks and point out the essence directly. For example, calculate the cost of another product and squeeze out the rights.
The moisture content of our quotation.
2. Set an amount that constantly exceeds the budget, or a price upper and lower limit, and then focus on these goals.
Yes, a bargain.
3. Fight back by raising prices. If you give in to the other side in price, you must be compensated in other ways.
4. Hold a group meeting to brainstorm and formulate countermeasures.
Before signing the contract, ask the other party to make some kind of guarantee in case of going back on our word.
The more people the other party signs the contract, the better, so it is difficult for the other party to change his mind.
(D) Preferential price strategy
The range of price concessions is directly related to the interests of the concessions, and the ideal way is to reduce each concession.
Step, it can make the other party not fall into chaos, and successfully curb the infinite concessions that the other party can make. This is because:
1 Give the other party a certain discount every time you make concessions, which not only reflects the sincerity of the concession party, but also preserves the other party's.
Face, let the other side have a certain sense of satisfaction.
Concessions are getting smaller and harder, making the other side feel that our concessions are not easy and exhausting.
Try to meet each other's requirements.
The last way to give in is to give the other side a warning. We made maximum concessions, in some cases.
Next, the last concession was even bigger, even more than the last one. This is a sign of our sincerity in cooperation, and it is also important.
Information about signing a contract.
(5) Final offer
Finally, we should grasp the time and method of bidding, because if the two sides don't give in to each other, it will be ten.
The final offer in the case of angry confrontation is tantamount to issuing an ultimatum, which is likely to be considered by the other party as a kind of
Threaten and endanger the smooth progress of the negotiations. When the two sides can't reach an agreement on the price, if the offeror sees it,
The other party has an obvious tendency to reach an agreement, so it is more appropriate to make a final offer at this time.
Of course, the final bid can help or damage the bargaining power of the proposer. If the other party believes it,
The proposer will win, and if he doesn't believe it, his momentum will weaken. Choosing words and making sentences at this time depends on the situation.
And this bank is closely related to the success of this strategy.