In practice, there are still some problems in single-source procurement, such as opaque information, lack of supervision in examination and approval procedures, unclear operating rules and lack of legal responsibility. How to obtain goods or services that meet the buyer's needs and the transaction price is lower than the average market price in single-source procurement is a difficult problem for the buyer.
I realize that mastering the initiative of negotiation is the key to improve the effectiveness of single-source trading. Only according to different negotiation contents, objectives and opponents, using different negotiation skills and advancing the negotiation process can the buyer or procurement agency achieve good results. Then, how to talk about single-source procurement with a single supplier in order to achieve the best procurement effect? The small series of bidding and bid protection summarizes five strategies for readers' reference-
(A) "white face" and "black face"
"White face" and "bad face" complement each other is a common tactic among the people. In fact, these are two aspects of mutual competition and mutual compromise. Any negotiation without compromise or compromise will not find a point of convergence between the two sides. Therefore, the negotiating team should have a division of labor, and the roles of "white face" and "black face" alternate and cooperate with each other.
Generally speaking, in the negotiation process, the procurement agency, as the organization manager, first arranges the department manager to attend, and the person in charge of the office or department does not attend the negotiation meeting at first. Let the person in charge sing "Bad Face" first. When the negotiation enters a white-hot stage and it is difficult to make progress for a while, the person in charge of the office or department will appear as the second negotiator who sings "bad face", and the two will appear alternately and take turns until the negotiation reaches its goal. Because the other party left a bad impression on the first negotiator in the dispute, the appearance of "white face" will become another village.
(2) Have a plan in mind
Sun Tzu's art of war says that knowing ourselves and knowing ourselves is invincible, and we should make full preparations before negotiations and find out the market. Single-source procurement can be divided into two situations: "fake single" and "true single". The so-called "pseudo-single" means that buyers can find similar goods or services in the market, but they can only buy from a single supplier due to some factors. For this kind of procurement project, the purchaser should know the average price of similar goods, products or services from the market in advance, or study the procurement announcements and bid-winning announcements of other brother units in advance, fully understand the market information through online downloading, telephone consultation and other channels, and determine the bottom line of price negotiation.
As for "truly single" projects, it usually happens in "sole source" procurement projects that use specific patents or proprietary technologies. In this case, the purchaser should know the selling price from the same goods or services provided by the supplier to other customers, ask the negotiating supplier to provide the recent closing contract of similar projects in advance, and finally determine the closing price and set the negotiation bottom line through the understanding of the contracts provided. Only in this way can we grasp the initiative in the negotiation process and ensure that the transaction price is lower than the average market price and the additional services are higher than the peer units.
(3) Avoid reality and be empty
General suppliers often think that buyers pay the most attention to price and can do the opposite, just don't talk to him about price first. You can start with after-sales service, give away consumable parts, etc., which is more acceptable to suppliers. Once these agreements are reached, we will cut to the chase and negotiate the price. Generally speaking, suppliers will not take back the extra parts promised before.
If the price negotiation is deadlocked, we can further win the other party's compromise on the preferential measures of payment terms and delivery time. This method is usually used for medical equipment and other projects that need to use a lot of consumables and reagents in the later stage.
(4) Playing hard to get
In the negotiation, you don't have to be sharp-edged and tense, but you should be prepared. If Cheng's three axes are very powerful, but they are all finished, there is no chance. Therefore, it is possible to achieve unexpected results by showing weakness to your opponent first in the game. The use of this method is closely related to the object of negotiation and varies from person to person. Using the wrong person may be self-defeating.
In the negotiation, you can first show the benefits you can get from the project transaction, so that the other party can see the tangible benefits. When it comes to the interests that are harmful to the other party, the unwillingness to make concessions shows that the other party is indifferent to the negotiation, and the other party will take the initiative to make concessions because it is unwilling to give up the upcoming interests in order to reach a deal.
On 20 12, the Vocational Education Center School of Wujin District, Changzhou City, Jiangsu Province purchased a single-chip microcomputer equipment from Zhejiang Yalong Company, which was the designated equipment for the winning competition. During the negotiation, the purchaser first expounded the urgency of the school purchasing equipment and the importance of holding the winning competition. And the suppliers involved in the negotiation think that Party A wants his things and is arrogant in price.
Before the end of the day's negotiations, I asked the other party, "Didn't you make any concessions in today's negotiations?" The account manager said, "This is national unity. The school must buy our equipment to participate in the competition, and the competition is about to begin. Think for yourself. " So, I declare the negotiation terminated and we can discuss when to make concessions. A week later, the other company sent a gentle account manager to the door and asked to enter the negotiation procedure again, and the negotiation made real progress.
In fact, this disguised designated product will quickly reduce its price after the competition starts. Playing hard to get and defending are strategies that both sides will use. The disadvantage of this is that it may complicate the negotiation work. The problem is that the two negotiators should cooperate closely, and the negotiators who start negotiations should not give in to the tough opponents quickly. Negotiators who come to power later should be soft and firm, and should not let the other side have luck.
(5) Grass boats borrow arrows
The metaphor of straw boat borrowing arrows may not be accurate enough. I mean, adopting the strategy of "assuming … meeting" at the negotiation table can expand the negotiation space and seek more chances of success. For example, in the negotiations, the following questions are constantly raised: "If I pay in advance, will the price be cheaper?" If we provide other venues for free and so on. Can you reconsider your investment in equipment? "
In 20 15, when the Vocational Education Center School in Wujin District, Changzhou City, Jiangsu Province negotiated with a company on the "School-enterprise cooperation project of PC+ integrated talent training in a service center", the school promised to increase the investment in venues and personnel during the negotiation process, and obtained the investment and support of Lenovo Company for equipment and technology. In the stage of exploration and proposal, this way of asking questions is a positive way, which helps both parties to choose the best transaction method that is beneficial to both parties. Therefore, the strategy of "assuming that …… will" is more effective in the initial stage of negotiations.
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