How to conduct procurement negotiations
1. Negotiation is necessary because there are contradictions. Negotiation is almost always associated with compromise, which means paying the price and sacrificing the interests.
2、
Start high and give in slowly. Maintain high expectations. Don't negotiate with yourself first, and the result is to lower your expectations. So please honestly evaluate your expectations and make a decision.
Tell each other directly from the beginning, and then negotiate with each other.
3、
Recognize the bottom line. Be prepared before the negotiation, recognize the bottom line that you can accept and create more chips that can be used. Price is not the only thing. Payment method and after-sales service can be the subject of negotiation. The key is to show the value of the price. The more chips, the greater the probability of success. But remember, don't reveal your bottom line to each other before, during or even after the sale.
4、
Listen more and talk less. Try to let the other person talk, even if the other person is aggressive, keep your mouth shut. Silence can make the other person nervous and give him more explanations, from which you may find important information that he has no intention of revealing.
5. Repeat confirmation. In order to reduce mistakes and make the other person feel that you are listening to him carefully, you should always stop, sum up the previous conclusions and get the other person's approval.
6、
Strive for a win-win situation. There are three kinds of value, one is the cost of the product, the other is the price that the seller wants, and the other is the use value that the buyer wants from the product. We should find a balance between these three values and strive to benefit both buyers and sellers.
7. Don't accept the first offer. Usually there is always something better behind. If you say yes too soon, the other person will think that he has failed-he could have asked for more.
8. Don't give the first quotation. This will completely expose your bottom line to each other. Keep asking each other about their expectations. But in case the other person asks you about your expectations in turn, please refer to Tip 2.
9、
Beware of "sausage-cutting tactics". Don't list the prices item by item unless the other party asks. Otherwise the other party will "shop around" item by item. Don't try to use "sausage-cutting tactics" on the other side, lest the other side answer blows with blows.
10, generally leave the most difficult questions at the end. It can also be put in front as needed, making the small problems behind vulnerable.