Negotiation plan is foreign trade negotiator in talks on the objectives of the negotiations before the contents and steps of the arrangement, negotiators behavior and direction pointer. Negotiation plan main content has: determine the objectives of the negotiations; timing; negotiation place arrangement etc..
The 2.1negotiation objectives
Negotiation objectives to target is a negotiation to achieve specific goals, it indicates the direction and goal of negotiations. Enterprises of the negotiation objectives are to guarantee the successful negotiation of the foundation. In determining the objectives of the negotiations, we must fully distinguish between what you want and need content, and it is listed. The negotiations have many common problems will appear, including price, quantity, quality, delivery, discount, after sale service. Before the talks, list their goals, to consider the other party may concern, according to the priority of points out, then list a rival target, consider each other may be concerned about.
2.2time arrangement
\if the schedule is not fully prepared, rush, rush, flighty and impetuous, difficult to calm in the negotiations on the implementation of various strategies; if the schedule is delayed, not only spend a lot of time and energy, but with time delay, a variety of environmental factors will change also may miss some important opportunities.
The 2.3negotiation venue selection
Negotiating the choice of location, often involving the negotiation of environmental psychology back problem, advantageous negotiation place can increase their bargaining power. For example: Japan iron and coal resource shortage, while Australia is rich in iron and coal, Japan is keen to buy Australia's coal and iron, and in the international market, the Australian side was anxious to find a buyer. Logically speaking, the Japanese people 's negotiating position lower than in Australia, at a disadvantage, and the Australian side at the negotiating table and occupy the initiative position. In order to obtain the advantage in negotiations, a Japanese businessman
always try various devices to the other side of the negotiators to Japan to talk about the business. Once the Australians to Japan, Japan and Australia at the negotiating table mutual status changed. Japan this successful negotiation just that home has many advantages in negotiation. In their familiar negotiations with each other, all will be used, in daily life, diet, sleep stop are not affected, since they are host identity, processing various negotiation affairs are more active, more sufficient leverage.
The second chapter of foreign trade negotiations in the bargaining skill points
In international trade, price negotiation is most sensitive, the most complex, and most need certain skill. Often in a Bargaining ( for a supply of sth. ) in the course of negotiations between the two parties, the quality can be honed and embodiment, such as response is agile; can use polite to all conversations; is overbearing, or persuade through reasoning; can do to a proper extent retort, but not hurt each other; whether seize opportunity\Therefore trained in different environments, the appropriate time, qualified, suitable price, the amount of application ability is the core of bargaining, bargaining, is the key.
1timely
Have a good grasp of the opportunity to offer, it can promote the rapid turnover of orders. When a customer inquiry, we are not in a hurry to quote. If the customer does not determine the specific model or on the market, suitable fuzzy pricing, such as: our product models have several, price from scratch. Don't quote. When the customer directly for price, as far as possible through the questions and answers in the form of understanding the customer. For example, can ask the number of customers need, quality requirements, there is no special needs, best can grasp the customer's budget and peer quotation. We must understand the customer 's direct user or middlemen.
2human
Each company has its operational procedures. When quoting to distinguish the contact is the undertaker or decision, the undertaker and the decision whether the person is the same person. And contractors should offer a little higher, let a person
have a bargaining space, let the undertaker won the price of the sense of achievement and a chance to show up. With decision-makers negotiations, to make a pause tone after the decisive strike, the strike price is to be decisive point, let a person feel your quotation after careful consideration that market prices.
3right price
The price is appropriate according to the customer's product positioning, market quotation and negotiation is formulated in terms of the. To develop an appropriate price to pay attention to: offer amount cannot be integer, should be zero, so that customers from the perspective on offer precise sense, such as 12.5 yuan, but also cannot too fragmentary, such as 12.535. To allow bargaining space, generally 15-20% elastic space, appropriate price should have sufficient conditions, let people understand consumption.
4the amount of
The amount is in bargaining negotiation process control the measurement principle. Customer verbal requests to reduce the prices to tell the reason can not be easily reduced, just buy routine work. If the competitor's price to compare, and even give you see adversary, you have to explain your unit other than the dominant, such as: quality, delivery, brand awareness, and then make the appropriate adjustments. Give customers a request for a price reduction, clerk to move relative to the requirements, this is the principles of negotiation. Unconditional reduction does not increase the customer feels for you, but feel your moisture too high. We can use the order quantity, delivery, payment terms and conditions as bargaining chips. Offer cannot be a severe drop, for example from 21down to 15, if you are a buyer, what do you think? Price bargaining count can not be more than 3 times, frequent price will let customers more on Yong, hate not dry up your profits, let you sell at a loss. Price ratio to be smaller, so that customers realize you almost did not depreciate space, it will be more smooth transaction. In the quotation negotiation, each case has its different characteristic, clerk to master the skills of specific analysis, flexible application.
The third chapter trade negotiations should take bargaining tactics and skills
1opening strategy
Start negotiations in stages, first of all should create a harmonious atmosphere. People usually talks start stage is called the\preparation phase difference is that this stage of negotiations both sides began to contact negotiations into the parenchyma of transitional stage. The negotiations both sides during this time are familiar with each other, as the next step in the formal talks to prepare. In the negotiations, both sides regardless of whether there are stereotypes, once to the table, it should be in a calm mood, frank, not in the beginning to have different subjects or not can not effect a request. For example: one of our local companies in the international economic exchanges involving a small claim, as the representatives of the other party to come to China to visit an user, thus leading the company to instruct our a clerk is responsible for the reception. This would have the claim amount is very small, through friendly consultation can be completely resolved, but because we the salesman one-sided understanding of \efficiency is life\the meaning of this sentence, in foreign has just arrived, allowing no explanation, immediately asked foreign full compensation for our loss, happily industry foreign trader when being poured a pot of cold water, therefore also very not polite speech, negotiation atmosphere immediately tense up. Both give tit for tat,\effect is not ideal. Although our timely replacement of negotiators, made the foreign compensation, but time-consuming, laborious is not worthwhile. This case illustrates many of the lack of experience in negotiation negotiation personnel be anxious for success, the result is more haste, less speed., not only did not reach the established goals, and often due to give oneself over to blind emotions for a supply of sth. in, leading to previous results cast to waste, this is a profound lesson, should cause the attention of.
2bidding strategy
Foreign trade negotiations from one party to the other party when quoting, not only to consider the offer can bring benefits, but also consider the offer is accepted the possibility. Whether the buyer or the seller, should grasp the basic principle of quote:
2.1the seller, the opening price must be \the highest\corresponding, to the buyer, the opening price must be \
2.2the price must be reasonable. If the offer is too high, make the other feel you are not sincere, or even to ignore, March off. For the seller, also cannot \out of the market\
2.3price should be firm, clear, complete, without explanation, the opening price is decisive put forward, so as to give the impression that honest, if about to speak, but saying nothing, mutter and mumble, will cause the other suspect. When quoting very clear, do not add too much explanation, description. Because the other side to your quotation, will certainly be interested in him questioned, so we can according to each other's interests, in a targeted manner to explain and illustrate. Otherwise, the other side will be to find flaws, grasping a handle.
2.4quotations do not report integer, in foreign trade negotiations, if the quoted price is suggestive of an integer, let people to reduce the price. If we have proposed an odd number, it sounds like a tough, strong, negotiations have less room, and get better results.
3bargaining strategy
Negotiations, first party after another request for quotation, quotation improve price behavior, called bargaining. Bargaining should pay attention to the following issues:
3.1persuade through reasoning, when to stop.
Because of the price for a supply of sth. is accompanied by the comment, so for a supply of sth. should be based on respect each other and reasonable manner; and because it is not the buyer bargaining, but inspired, induce the seller to offer price, prepare, if at this time forced the other prices, may not make negotiations to come to a deadlock, adverse to him. So in the early, medium-term bargain bargain price namely each other before, should be\and trust\the greatest benefits even if meet\their move.