The 3.2study psychology, master frequency
For a supply of sth. number is not only an objective number, is also a psychological number. \respond to price, your demand is willing to consider. From a bargaining analysis: when to block classification bargaining, five means at bargain prices five times. The water clock, not only for the price of two stops, at least to attack more than two times. After each bargain don't forget to ask the \each improvement to measure distance, rated a each other's attitude, in order to change the point of attack for.
4counter strategy
A counter-offer is a party to the negotiations on the other side of the quote and their goals, active or should be asked to present their price conditions, it is often by the buyer in one or more times for a supply of sth. should the seller requirements and make. In foreign trade negotiations, to effectively counter must follow certain principle:
4.1 in the counter before must fully understand each other and price all content, accurate understanding of each other put forward condition true intentions.
4.2in order to find the quotation 's true intentions, can offer itemized on the transaction terms, to explore the basis of quotation or elastic range, pay attention to listen to each other's explanation.
4.3if your price is beyond the scope of a negotiated agreement, and you have to put a counter-offer condition differs very big, do not have to rush to put a counter-offer, but should be rejected the offer. For example: a Chinese relatives want to sell four bungalow to emigrate. Many people at that time they offer, to buy houses. The K than those offered by other buyers offer much higher. This quote has attracted seller, seller will reject the other buyer. When required by the seller and the buyer procedures for the sale, did not think of K is presented in this house. There is a public toilet, summer smell is unbearable, said only a maximum of three fourths in the original offer price. The seller has to quit the other buyers and are anxious to go abroad, finally had to sell.
Reference
In 1, Wang Xiao,\first edition;
In 2, Pan Xiaojue, Xie Chengzhi,\business negotiation and communication skills.\
In 3, Zhang Minglu, Ceng Guoan,\Southwestern University of Finance and Economics press,2006March third edition.
In 4, Zhou Haitao,\the success of business negotiations skills\China Textile Press,2006July first edition;
In 5, Liu Wenguang,\first edition.
In 6, Chen Wenhan,\business negotiation practice\[ M ]. Beijing: Publishing House of electronics industry,2005.8
In 7, Zhao Chunming,\Economic Publishing House,2000.6
In 8, Dong Guangkun,\the business negotiation and intercultural communication\
In 9, Jin Zhengkun,\and Business University,2005
10, Hong Gang,\the art of negotiation success concession\[ J ]. Zhengzhou Coal Management Cadre Institute,2001.6
In 11, Zhao Jicun,\the negotiation skills\[ J ]. Economic management ( Economics and management magazine )2002.9
Feeling thanks letter
Three years of university study time is close to the end, I think of my university, my parents, my teachers and students to express my heartfelt thanks. Thank my family of my three years of university study silently support; thank our school for giving me the opportunity to study at the University for three years, so I can continue to learn and improve; thanks to the teachers and students three years of my concern and encouragement. Teachers in the classroom teaching with passion, under inculcate; the students in learning enthusiasm in life seriously, enthusiastic and active, all of these let me three years full of touches, this thesis I got the help of teachers and classmates, including my thesis guidance teacher to my guidance. From the thesis to study the establishment of research method, and the various problems encountered in the process, all without exception is sun 's guidance, the paper completes the process, high teacher serious attitude, and superb professional knowledge have left deep impression to me, so that I benefit.
Thank the person: Guan Yuping
厦门华天涉外职业技术学院 学生毕业设计（论文）
浅析外贸谈判中的议价技巧
学 院： 专 业： 班 级： 学 号： 姓 名： 指导教师：
二〇一二年五月
中 文 摘 要
外贸谈判活动是在经济活动中，谈判双方通过协商来确定交换有关的各种条件的一项必不可少的活动，而外贸谈判的目的是为了获得满意的商品性能价格比,也就是期望所谓的物美价廉。因此,商业谈判一个必不可少的项目比便是“议价”，议价在一定程度上也可以说是商业谈判的核心任务。议价应善于收集与谈判内容有关的信息，善于进行认真分析思考，抓住问题的本质，以适时，适量，适价，适人4个关键要点为基础，才能准确的讨价还价，在商务谈判中取得赢面机会！
关键词：外贸谈判、议价要点、议价技巧
ABSTRACT
Foreign trade negotiations is an essential activity in economic activities, the negotiating parties through consultation to determine the exchange of a variety of conditions, the purpose of trade negotiations in order to get the commodity cost performance, that is, expect the so-called inexpensive. Therefore, an essential item of business negotiations than is the \be said is the core task of the commercial negotiations. Bargaining should be good to collect information relevant to the content of the talks seriously good at analytical thinking, to grasp the nature of the problem, based on four key points of timely, adequate, appropriate price, fitness, in order to bargain in the business negotiations chance of winning opportunities!
Keywords: foreign trade negotiations, the bargaining points, bargaining skills