Foreign trade sales negotiation skills

Any negotiation must pay attention to the actual effect. It is necessary to solve their own problems within a limited time. Some negotiators are eloquent and whispering, and they can always overwhelm each other in the process of negotiation. However, after the negotiations, they found that they did not get much. The results were disappointing and did not match the performance of the negotiations. It can be seen that there is no benefit in the negotiations.

If you are a seller, I believe that you will often encounter difficult opponents. They are not convinced of your product offer, but also emphasize that you are happy with the current supplier, there is no possibility of exchange. If you do not believe in their ghosts, the consequence is to completely lose the business.

No buyer in the world will easily lose a good deal. The reason why you refused is because they are trying to understand your cards, so no matter what happens, I hope you can stick to it again. This is not for you. What will be caused. Just one second before you are about to give up, usually they will ask: "What is your lower price?" The fox's tail finally came out. Before that, the complicated paving was for this sentence.

What will you do at this time? Tell them the low price? never! When they hear a lower offer, will they be willing to give up? of course not! They will continue to force you in a non-cooperative manner, even if the two sides fail to reach a deal, they are also winners, because the buyer has mastered your lower bottom line, whether it is the next time you negotiate with or trade with other companies, they have advantages. In the hand, the initiative is in the grip.

Your better response is to ask them to come up with a suitable price and spy on the buyer's cards. Of course, they will not be so straightforward. These negotiators are simply axe. Buyers will keep their mouths on their cards and kill them. The lofty beliefs, and they will force you to say specific numbers. How to do it? If it is me, I will stick to it and see who is more patient. I will repeat the previous words: "Or do you have a more suitable price?" Then take the strategy described in this section: Silence. 100% silence, not a word!

This is a tough time, especially for an extroverted person. If there is a clock in the negotiating room, it is even more horrible. The rhythmic ticking seems to be the countdown to life. The death knell of the cowboy in the west before the duel, the room is silent, the only thing that can be heard is the rapid breathing of both sides... The time is gone in a minute, you feel the time is so difficult, look at each other's Expression, he is also the same nervous, although he still looks at you with a smile, but his smile is slowly stiffening, his eyes are gradually empty, he is waiting for your collapse, you will?

Under normal circumstances, the first party to open is the concession party, and even the rhetoric is very similar: "Well, I will give in 5%. This is a later concession. If you disagree, then the negotiations will be terminated now." It's so simple, the seemingly inconclusive trades suddenly turn around. Of course, the person who wants to speak first is not you, preferring to bite his lip and not open. This is not an innate super power. Silence also requires training. Do you believe it or not?

Silence can not only force the other party to make concessions, but also conceal their own cards. Don't express your position easily before you understand your opponent's intentions. In normal negotiations, there are always two solutions to the same problem, that is, your plan and the other's plan. Your plan is known. If you don't know the other's plan, you are proposing your own. After the quotation, it is necessary to try to understand the other party's plan and then make further actions.

There are four aspects of information included in any negotiation. Two of them are what you know - your offer and reserve price, and the reserve price of the other party is difficult to understand, so only the third information can be found to occupy the negotiation advantage, that is, the other party's offer price. In fact, the other party will try to hide their offer price, and no one wants to let go.

Just like a best-selling mystery novel, the clues are interlocking and the plot is confusing. When you read the first five chapters, you will be confused, and you will be unable to do anything before the thousands of threads. As the story progresses, a small link makes You suddenly suddenly opened, and then you can find the answer to the story. All mystery is in this small link, all the mystery novels are led by small problems, not the opposite, the same is true for negotiations.

case analysis:

A labor dispute that my friend experienced personally is enough to illustrate the magical effect of silence. It's hard to imagine a well-known company in the country treating employees so harshly that they don't sign labor contracts or provide social insurance. In the current objective environment of oversupply of human resources, more employees have chosen the principle of fulfillment. My friend Qiao Yida has been serving this company for two years, working hard, and dare not slack off. Due to the pressure of employment and family, she also adopts this kind of philanthropy to maintain her work. Of course, we This kind of thinking can never be encouraged, but it is understandable in terms of personal subjective will. After all, everyone has different life concepts and different conditions. Therefore, everyone has the right to choose their own path. Your thoughts cannot be imposed. give others.

Just as Joey was exhausted for work, a frustrating news broke her inner peace, and the company downsized the staff – she was fired.

Qiao Yida believes that the company is unfair to him and decided to ask the company for relevant compensation fees, and the cancellation fee and insurance premium totaled 15,000 yuan. She faxed the compensation statement to the company's human resources department in writing. The strange thing is that the other party has no objection to any of her conditions and there is no sign of consent. Time passed by, and the other party still had no clear answer.

Qiao Yida had some psychological changes at this time, and she did not want to spend too much time and energy on this matter. She believed that the concession could speed up the negotiation. Therefore, she reduced the compensation requirement and accepted 10,000 yuan. This fax is like a muddy cow. A week has passed, and my friend is ready to give in again.

Qiao Yida's psychology: She hopes that the other party will compensate in full according to the requirements. If the other party can agree that it is undoubtedly a better negotiation result, the two sides can go to the west and die. But maybe her expectations will be lost. If the company is so kind to the staff, some problems can be solved before leaving the job, and there is no face-to-face confrontation. All the employees have no labor insurance. I am afraid at this point. The other party will not easily compromise, otherwise the other employees will make all the requests, for this company, it is considered as “extra expenses”.

Her other option is to go to the court to sue the company. Although this is a normal procedure, it involves new problems. First of all, it is necessary to pay a legal fee. If necessary, it will involve the lawyer's service fee. The amount of the claim is not much. After seven, there is not much left after the eight deduction. This is still based on the case of winning the case. The jargon in the stock market: winning the index lost money. Secondly, she has never been to the court, knowing nothing about the procedures and methods of her work, and she is worried that the lawyers of the other side will find a lot of problems from your complaint, just like the lawyers who are handsome and savage in the movie. It’s unreasonable to make it unreasonable. After all, they are professionals. If things are dragged on in such a long way, it is definitely not good for themselves.

Qiao Yida believes that it is better to solve it privately, but the other party's request for her is neither certain nor negative. Can't guess their true thoughts, is it that the compensation is too high or simply not intending to bear the cost? If it is the former, you can consider making a certain concession. The amount is less acceptable. It is better than nothing. If the latter is miserable, I am afraid that they are ready for labor arbitration, and they have no chance of winning. Based on the above analysis, Qiao Yida decided to reduce the compensation cost and quick decision.

Evaluation of Qiao Yida's negotiation method: In my understanding, she is a good at work, but she is not flattering in negotiations. In this case she made a principled mistake because of lack of experience: I modified my proposal before I received the advice of the other party. She is always worried about how the other party will be. In fact, these are their own subjective guesses. There is no real evidence. They have changed their own ideas without clearing the next move of the other party, and they have changed many times. This is the negotiation. Taboo.

How can she predict that the other party is really indifferent? Will there be no scruples? The other side also has a deadly dead hole, but you have not seen it. If the other side sees you as a headless fly, there is no opinion, and you will be more determined to be a strategy of not moving, and will not change until you drive her crazy.

My suggestion here is to shut up immediately after making a suggestion, and it will be a long period of time, which may have an unexpected effect on improving the negotiation situation.

The psychology of the person in charge of the enterprise: In fact, the strategic choice of the enterprise side is full of risks, and it has the meaning of fighting back. The first thing that can be affirmed is that enterprises are never willing to be fair to the public. Winning or losing is a secondary factor for them. What companies are more interested in is the external image. If this matter must be seen in court, then this is a scandal that is not harmful to the enterprise. Losing money is a trivial matter for the enterprise. After all, the number is not large enough to bear. The impact of the business on the enterprise is enormous, and the degree of loss is difficult to estimate with money.

When a company violates the minimum social morality and openly violates the policies and regulations formulated by the state, how will consumers evaluate the company after being exposed by the media? Will they continue to consume the products of this company as always? Will elites in the industry join the company?

Our conclusion is that companies must not be in court with internal employees. This labor dispute must be resolved privately. If Joey understands this, it will not easily give in.

If the company decides to solve it privately, it does not mean that it will agree with the other party's request. The person in charge will consider the feelings of other employees. If you agree with Qiao Yida's compensation requirements, what should the other employees do the same? The way is to reduce the amount of compensation, so that employees think it is really unprofitable. Therefore, the negotiating master adopted a silent tactic, which made Miss Qiao Yida lose everything and almost won the negotiation.

Evaluation of the negotiation methods of the enterprise: In summary, the enterprise side is not as indestructible as Qiao Yida imagined, they also have fatal weaknesses, but they cover up better. After all, they are experienced veteran negotiation experts. There is indeed a demeanor in the handling of the situation. The negotiation of the enterprise side to obtain a phased advantage is based on a reasonable negotiation strategy and the calmness of the responsible person, and of course the young of Qiao Yida.

Just before the start of the negotiations, the company did not have any advantages. After all, it was the first to lose weight. In the strict sense, there was no chance of winning and the defeat was fixed. But the miracle is happening. As the negotiation deepens, the company will magically defeat it and take advantage of it. Under normal circumstances, this advantage will continue until the end of the negotiations.

This is the negotiation. The outcome is often the difference between one thought. The cards in the hands are good or bad and will not completely determine the success or failure. The key is to look at the skills and wisdom of the players. Even a bad card can be brought back to life. If you don't have the relevant skills, a good hand will lose you.

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