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How to win the game in the negotiation

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 maximum plausible position (MPP), that is, the quote you want is best for you, and the buyer can still see the transaction 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 proposing a higher-than-expected asking 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. Central Bureau: Maintaining the Advantages When the negotiations entered the medium term, the issues to be discussed became more clear. It is important that negotiations do not show confrontational emotions at this time. Because at this time, the buyer will quickly feel that you are fighting for a win-win solution, or you have a tough stance to get the upper hand. If the positions of the two sides are in the north, don't try to fight! Strive to only urge the buyer to prove that his position is correct. It is best to agree with the buyer's point of view at the beginning, and then use the "look, think and finally find" approach to reverse the situation. When the buyer unexpectedly creates hostility towards you, this advanced retreat can give you time to think. For example, if the buyer says, "I heard that you have problems with the shipping department," don't argue with him after listening. That will only make him doubt your objectivity. If you say, "I understand your feelings very much. Many buyers also feel the same. I think that was when we moved the warehouse a few years ago. Now big companies like General Motors trust us, and we never I have had any problems. But do you know what we can always find? After we let the buyer look closely, they always find...?" Another trick that dominates the middle is the trading method. Whenever the buyer asks you to make a concession during the negotiation, you should also take the initiative to make the corresponding request. If you are selling a forklift, you have recently sold a large order to a warehouse hardware store. They asked for delivery 30 days before the opening. Later, the chain's business manager called and said: "Our store was completed ahead of schedule, so I want to open early. Can you send the forklift to the next Wednesday?" Although your first reaction is likely to answer "good", But I suggest you use the trading method. You can tell the business manager, "To be honest, I don't know if it can be delivered so quickly. I have to confirm with the planners to see if they can do anything. But can I ask if we can do it for you? Do, what can you do for us?" Emphasizing this can stop each other's "soft-hardening". If the buyer knows that each time they ask for it, you ask for a corresponding return, which will prevent them from making more demands incessantly. The final game: Winning loyalty is an important method because it can achieve two purposes. One is to give the buyer a little sweetness, and secondly, you can use this to make the buyer agree with things that he did not agree with earlier. Maybe you are selling packaging equipment. You are trying to convince customers to buy the latest model, but he is determined not to. You hesitated, but regained your confidence and decided to try again before bidding farewell. So, after agreeing on all the other points, you said: "Can we look at our latest model again? I don't recommend this equipment to anyone, but considering your production volume and development potential, I I think you still buy a new type of good, just invest more than 500 dollars a month." So you will probably hear the other person say: "Well, if you think it is important, we will buy it." Winning another final The trick is to make a small concession at the last moment. Strong sales negotiators know that the best way to make the other party happy to accept the deal is to make a small concession at the last moment. Although this concession may be ridiculously small, such as extending the payment period from 30 days to 45 days, or providing free equipment operation training, this is still very effective, because the important thing is not how much you give in, but the timing of the concession. . You might say, "We can't change the price, but we can talk about it in other ways. If you accept this price, I can personally supervise the installation and make sure everything goes well." Maybe you originally planned this, but now You found the right time and mobilized the other party politely, so that he responded: "If this is the case, I will accept the price." At this time, he will not feel that he lost to you in the negotiations. Think this is fair trade. Why can't you give the buyer the lowest price directly from the beginning? It is one of the reasons why the other party is easy to accept the transaction. If you make a full concession before the end of the negotiations, you will not have to mobilize the buyer's weight at the last moment. The last moments of the transaction may change everything. Just like in a horse race, there is only one key point, that is, who will cross the finish line first. As a strong sales negotiator with deep negotiation skills, you should be able to control the entire negotiation process freely until the last minute.

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