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.
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