Through communication, we can understand the requirements and differences between the two sides of the negotiation, find a solution to the contradictions between the two sides, and achieve a win-win result.
Matters needing attention in procurement negotiation:
1. The process in which the negotiating parties constantly adjust their respective needs, get close to each other and finally reach an agreement.
2. Negotiation is not the choice of "cooperation and conflict", but the unity of contradictions.
Negotiators should pay attention to each other's interests, not one's.
4. There are a series of comprehensive evaluation criteria for the success of the negotiation, among which the predetermined goal of one party is the only criterion.
5. Pay attention to the combination of science and artistry.
Characteristics of business negotiation
1. For the purpose of obtaining economic benefits.
2. Take value negotiation as the core.
3. Pay attention to the strictness, accuracy and completeness of the contract terms.
Comparison of negotiation methods
Soft negotiation
Difficult negotiations
Principle negotiation
target
come to terms
win victory
Solve the problem satisfactorily
starting point
Make concessions in order to improve relations
Regardless of the relationship, ask the other party to make concessions.
Separate problems from relationships, solve problems and enhance relationships.
The way of doing things
Find a solution acceptable to the other party.
Find out what you are willing to accept.
Plan multiple schemes for both parties to choose from.
express
Try to avoid being emotional.
The contest of willpower between the two sides
Reach an agreement according to objective criteria
result
Give in to each other's pressure.
Put pressure on the other side to yield.
Give in to principles rather than pressure.
Master the negotiation process
Preparation stage:
1. Self-analysis: goal
2. Opponent analysis: strength, demand and sincerity, negotiators.
3. Negotiators and venue arrangements
Contact stage:
1. Create a negotiation atmosphere.
Know each other
3. Amendment scheme
Substantive stage:
1. Correct quotation: The seller bids cautiously as late as possible, and the buyer must never bid first or reveal the difference between the price in mind and the current quotation.
2. Repeated consultation: point out or inquire about the quotation basis in the price and discuss the unreasonable factors in the rationality.
3. Good communication and persuasion skills:
1) Establish a harmonious atmosphere.
2) Strengthen self-cultivation and be good at considering and understanding problems from various angles, including each other's.
Mastering the negotiation process (continued)
3) Pay attention to listen to each other's opinions.
4) Pay attention to express your views correctly and clearly.
5) Check the effectiveness of communication between the two parties at any time to ensure accurate understanding of each other's opinions and problems.
Agreement stage of negotiation
1. Do business, don't be blindly optimistic.
2. Drafting and signing of the contract
1) Who drafted it is very important.
2) Applicable law is also crucial.
3) Strict terms and control risks.
Mastering the negotiation process (continued)
Key points of negotiation:
1. Grasp the concerns of both sides.
2. Grasp the principal contradiction.
3. Seeking truth from facts: Grasping the facts
4. Grasp the national conditions and legal characteristics of China.
5. Market competition
price negotiation
Price negotiation is the core of any business negotiation.
Principle: 1. Businessmen don't do business at a loss.
2. Don't deprive the seller of reasonable profits.
3. Win-win principle: Otherwise, the losing party will make up for its losses by other means.
The key to price is reasonableness.
Factors affecting prices
1. Determination of technical requirements: accuracy, standard, design scheme, patent/special technology, etc.
2. Delivery time length
3. Payment method and currency
4. Procurement channels
5. Insurance route
6. Method of transportation
7. Price relationship between main commodities and auxiliary commodities
Several prices
1. Positive price and negative price
2. Actual price and relative price
3. Hardware price and software price
4. Fixed price and floating price
5. Comprehensive price and individual price
6. Reasonable price and high cost performance.
goods?genuine?and?prices?reasonable
1. There are no winners and losers in price negotiation. Some can only be prices acceptable to both parties.
2. A reasonable price is a price that can reflect the interests of both parties.
3. Reasonable price can meet the requirements of long-term cooperation between both parties.
4. Reasonable price means that local interests are subordinate to the overall interests.
5. Reasonable price is the unity of technical requirements and economic requirements.
Soviet-style negotiation-win at all costs
The initial requirements are always tough, with the aim of lowering the expectations of the other party;
Limited power:
Emotional transformation tactics: get excited, quarrel and leave.
Treat each other's concessions as compromise and weakness.
Give in to yourself and go back on your word.
Never mind the deadline.
Use premise:
1, one-time communication
2. Don't regret in the future
3. The victim doesn't know.
Win-win negotiation mode
1, use the negotiation process to meet the demand.
When you speak, you should always be tactful and maintain the dignity of the other party.
"It is not surprising that there are more customers under management."
Constructive attitude to suggest and contact, eliminate wariness and hostility.
Try to put yourself in the problem. When the other person speaks, he should show recognition and understanding, sympathy and necessary * * * voice. Don't refute it directly.
Don't cause friction because of the way you speak. Avoid absolute and extreme language.
2. Adjust or meet the demand
Conflict resolution:
Analyze the causes of conflict: different experiences, different information, different tasks and roles.
3. Building trust:
In the preparation stage, keep communication and communication. Establish initial trust through communication.
Step 4 get information
Step 5 meet each other's needs
Step 6 use his point of view
7. Turn relationships into cooperation.
8. Take moderate risks
9. Get his help
Five stages of negotiation
prepare
establish relations
Search problem
negotiate
contract
Four basic principles of negotiation
1, for things, not people:
Don't attack individuals, respect individuals.
Both sides are their own masters, each with its own position and viewpoint, and each with its own values. You can't judge and treat others according to your personal likes and dislikes.
2. The focus of negotiation is on business value rather than who's situation. Focus on business interests rather than the other side's position.
People care about meeting the demand, and exploring this real demand is the key to success. Compromise and hard bargaining will not help to reach a real agreement and contract. Don't bargain! ! !
Negotiation is to search for a series of possibilities and options as much as possible before making a decision. Look for opportunities and possibilities for the common interests of both sides.
4. Standards-Adhere to the results and facts based on objective standards.
General skills:
1. picky
Do everything possible to explain the difference from your requirements.
3. Don't use extra functions.
4. Need special functions to suppress the buyer's pride.
5. There is no need to reduce existing services.
6. Bulk purchase discount
7. Long-term cooperation has advantages
8. Assumption of imminent price reduction
9. Competitor's efforts-price reduction, function and competition.
10. If. . . So what?
1 1. I don't know.
12. The last spy
A) the last time
B) Don't irritate each other with words.
13. Providing authoritative documents and evidence-law ...
14. Propose a menu with limited choices. You can choose from the following options ...
15. Delay time-increase the investment of opponents and even the participation of executives, so that the cost of withdrawing from the transaction will increase or lose face. ...
16. nibbling bit by bit-nibbling strategy-does not give an acceptable lower limit.
Countermeasures:
A) Legalize (documents),
B) No power supply,
C) point out his tactics and admit his cleverness.
Mistakes that hinder negotiations
1, "expert" attitude;
2. When making concessions, mud and water are removed;
3. Internal disputes are used by opponents;
4. Being deceived by the other party's attentions;
5. Informal conversation;
6, too eager to clinch a deal;
7. The influence of the other party's position;
8, the wrong goal;
9. High-pressure sales;
10, too few options;
1 1, preconceived;
12, a situation in which one side wins and the other side fails;
13, unable to reach an agreement on the negotiation team;
14, wrong estimation of one's own strength;
The cause of the error
1, poor planning preparation
The whole process was sloppy and tense.
3, the goal is not high, or the heart is not clear.
4, passive, rather than active guidance
5, there is no clear goal.
6. Never put yourself in others' shoes.
7. Stick to your own opinions and be inflexible.
8. No necessary contacts and relationships have been established-no response and feedback.
9, can't understand and mutual recognition (values, etc. )
10, talk too much-a lot of words are lost.
1 1, regardless of win-win situation.
12, more information was leaked.
13, give in first.
14, kill two birds with one stone, not step by step.
15, accept the first quotation.
16, forgetting to make concessions is a transaction, not a gift.
17. Give the best quotation honestly from the beginning.
18, easy to guess and be predicted.
19, underestimating your own strength.
20, forget that they also have what they want.
2 1. If we don't negotiate according to the different personalities of negotiators, constantly analyze and change the unfavorable position in the negotiation, and fully develop strengths and avoid weaknesses, the procurement negotiation will definitely achieve a win-win situation, win commercial interests for the company and gain advantages in the competition.
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