Secretarial knowledge > negotiation skills

Winning in the negotiations (1)

The purpose of the negotiations is to reach a win-win solution. However, in real life, one is to squeeze the orange juice, and the other is to use orange peel to bake the cake, after all, it is too rare. You are sitting in front of a buyer, and you have the same purpose in your heart. There is no magic win-win solution here. What he/she wants is the lowest price, and what you want is the highest price. He wants to take money out of your pocket and put it in his pocket. Strong sales negotiations are completely different. It teaches you how to win at the negotiating table and let the other person feel that he also won. In fact, it is this ability that determines whether a person can become a master of strong sales negotiations. As with chess, the use of strong sales negotiation skills must follow a set of rules. The biggest difference between negotiating and playing chess is that the other party does not know these rules during the negotiation and can only predict your game. The chess player refers to these strategic moves in chess as the "game". Let the situation on the board benefit you when you start. The Central Bureau must maintain your advantage. Use your advantage when entering the endgame, and the other party will be used to sell the goods. Opening: For the successful layout of the rules 1: the quotation is higher than the card you expected, leaving room for your negotiations. During the negotiation process, you can always lower the price, but it is never possible to raise the price. Therefore, you should ask for the best bid price, that is, the quote you want is best for you, and the buyer can still see the deal is good for him. The less you know about each other, the higher the price should be, for two reasons. First of all, your assumptions about the other party may be wrong. If you don't know much about the buyer or his needs, maybe he is willing to pay more than you think. The second reason is that if you are doing business for the first time, if you can make a big concession, it will be more cooperative. The more you know about the buyer and its needs, the more you can adjust your offer. The downside of this approach is that if the other party doesn't know you, your initial offer may be daunting. If your offer exceeds the best bid price, it implies that your price is flexible. If the buyer feels that your offer is too high and your attitude is "buy, buy, don't buy," then the negotiations have not yet begun. You can avoid the high price that makes each other's fears by "if you have a more accurate understanding of your needs, you can adjust this offer. But now your order quantity, packaging quality and timely inventory In terms of requirements, we can only get a minimum of $2.25 per piece. In this case, the buyer may think: "The asking price is too high, but it seems that you can talk about it. I have to work harder to see how much it can be pressed. After raising the higher than expected price, the next question should be considered: How much more should it be? The answer is: use the target price as the fulcrum. The price of the other party is lower than your target price, and your initial offer should be higher than your target price. for example. The buyer is willing to pay $1.60 for your product, and the price you can afford is $1.70. The pivot price principle tells you that you should start offering $1.80. If the final outcome of the negotiations is a compromise, you reach your goal. Of course, not every time you talk about the discount price, but if you have no other way, this is also a good idea. First page Previous page number:[1 2 >>] Next page last page

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