Keywords: equipment procurement; negotiation; skills
Discussion on equipment purchasing process of negotiation skills
Li Qing, Liu Yang
Beijing forestry university, Beijing, 100083, China
Abstract: In this paper, the author summarizes the purchasing experience in negotiation, proposes In this paper, the author summarizes the purchasing experience in negotiation, proposes negotiation skills, such as do our homework ahead, communicate with decision objects, negotiation in our university, rational and moderate, appropriate recognition, be a good listener. appropriate recognition, be a good listener, trans-positional thinking, think before you decide, never reluctance, which are the skills that
Key words: purchasing equipment; negotiation; skill
Social progress, the prosperity of commodities for today's equipment procurement provides a broad arena, purchasers can be in a wide range of choices, Comparison, negotiation, optimal procurement of equipment and materials, which at the same time also puts forward higher requirements on the procurement negotiation quality of procurement personnel. Procurement staff must pay attention to procurement negotiation strategy, master the necessary negotiation methods, measures, skills, tactics and means, so that in the equipment procurement negotiations to win the expected results.
Negotiation process is essentially information transfer, exchange, feedback process, information on the surface of the two sides through the text, language and other ways to express clear conditions, behind the way there is the transfer mode, place, time, tone of voice, etc. expressed in the process of the implied conditions, compared to the two, and sometimes the implied information to reflect the real idea of negotiating each other's heart, by analyzing the implied information procurement personnel are often able to grasp the initiative, get twice the result with half the effort. By analyzing the implied information procurement personnel are often able to seize the initiative and achieve twice the result with half the effort. Therefore, mastering the analysis, expression of implicit information negotiation skills, is a negotiation tool that procurement staff should learn.
1 negotiation before making adequate preparation
Adequate preparation in advance is one of the key elements of successful negotiations. According to the size of the amount of equipment purchased, whether it is the establishment of the procurement negotiation team, or to take the principle of two-person line, it is necessary to "know yourself and know the enemy, a hundred victories". Purchasing staff of the purchased equipment to have an understanding of the equipment, including the main accessories, wearing parts, consumables and understanding of the market and prices. If the equipment purchased is an imported product, but also on whether the equipment can be exempted from tax or tax rates have full knowledge. Higher education equipment purchasing personnel in the negotiation before the school also have to make a full understanding of the relevant regulations, the acceptable floor, expectations and so on. At the same time, beforehand, but also on the supplier's situation for a certain understanding of the easy to reach *** knowledge in the pre-negotiation, easy to produce differences in the negotiation of the late stage, and will focus on the key aspects of the key issues on paper in order to reference at any time in the negotiation. The lack of necessary knowledge to prepare, first of all, can not get the opponent's respect, and secondly, will not be able to grasp the key issues and make unnecessary concessions, the final results of the negotiations is certainly not the most ideal.
2 directly with the supervisor or have the final decision-making power to talk about the object
Often, direct contact with the equipment purchasing personnel in the early stage is not the final decision-maker, but the salesman, business representatives or department managers, as these negotiations often do not hold the final decision-making power in the negotiation process will be encountered in the negotiation process to the other side of the decision to negotiate the results of the negotiations, the need to ask for instructions to the higher leadership and deliberately delayed the negotiation time. Deliberately delay the negotiation time problem. Purchasing staff should try to find suppliers in the department have the ability to make decisions to communicate, try to negotiate directly with high-level managers face-to-face. When you can not convince the "head of the other side", we must find another way to point the negotiation spearhead "the other team". This is just like the ancient siege of the city, as long as the first to take the fortress outside the city, you can drive straight in. In the case of failure to persuade, it should change course and try to shake the position of the "other side of the head" through the "other side of the group".
3 Negotiation place as far as possible in the unit
In the unit for the negotiation of procurement contracts, on the one hand, because of familiarity with the environment and occupy the psychological advantage; on the other hand, can also improve the transparency of the procurement work, to eliminate personal transactions. In the procurement negotiation process, choose the unit familiar with the negotiation place, not only can create the advantageous position of negotiation, but also can get the necessary support of other colleagues at any time, at any time according to the process of negotiation, the situation reported to the leadership to save time. When the procurement staff temporarily have urgent matters to temporarily leave the negotiation seat, must ensure that we have at least 2 more negotiators present, and record the main content of the negotiations. If necessary, close the information, or take the information directly out of the negotiation room, the negotiation should strictly abide by commercial confidentiality, no one shall not negotiate business with the bidder alone, shall not negotiate business in non-working hours, and do not introduce relatives to participate in the negotiation activities. Procurement staff to strictly abide by professional ethics will make the other side of the negotiation as a respectable negotiation object.
4 reasoned and measured, retreat for progress, avoid pride and avoid impatience
Before the negotiation, the procurement staff should be clear and familiar with the key needs of the instrumentation, in the process of negotiation, reasoned and measured, to seize the key factors in the non-principle of the problem and non-critical indicators can be moderate concessions, the use of retreat for progress, to avoid the secondary contradiction, to solve the main problem, so as to achieve the desired procurement
Purchasing staff should be clear and familiar with the key needs of the instrument. Objective. To leave the supplier with an impression: we are professionals, fully prepared, every concession we make is difficult and valuable. In addition, do not easily show your cards, the supplier's instruments and equipment and accessories and related prices one by one to comment on, and gradually guide, try to make the supplier to improve the quality of instruments and equipment to meet our needs and provide a reasonable offer. In the negotiations to maintain a skeptical and sincere attitude, not only let the supplier feel our sincere attitude of cooperation, but also let the supplier feel that we have other options to choose the object of cooperation, which will make the negotiations in a relatively easy to reach an agreement on the state. Many people think that procurement negotiations is "bargaining", in fact, this is a misunderstanding, successful negotiation is a demand-side and supply-side through the mutual exchange of information, cognition to achieve a balance, the conditions of compromise, to meet each other's bottom line of a process in which the demand-side and supply-side should be carefully studied, planned and analyzed! The other party's requirements and conditions, the final signing of the agreement is not only the price determination, but also the demand for **** knowledge. Procurement staff should be familiar with the terms of the procurement contract in the key conditions, but not too entangled in the price and cost terms, a single price reduction is not a successful negotiation, in price or other aspects of the results of more than the supplier's bottom line, may lose each other's trust and ultimately lose a good partner. When the negotiations are at a standstill when the topic should be changed in a timely manner, the use of maneuvering will improve the success rate of the negotiations. Such as when the two sides on a detail of the deadlock, to maintain a cool head, take a courteous attitude, appropriate transfer or pause the topic, so that the other side has time to the superior instructions to maneuver, and ultimately achieve the intended compromise goal. Procurement negotiations must avoid the pride and anxiety, arrogance and impatience is too easy to expose the bottom line, so that the opponent to see the weaknesses. At the same time, too much pride will also unconsciously make disrespect for each other's words and deeds, intensify conflicts, increase confrontation, and ultimately increase the difficulty of the negotiations.