In practice, single-source procurement also exists in the information is not transparent, lack of supervision of the approval process, the operating rules are not specific, the lack of legal responsibility and other issues. How to get in single-source procurement "meet the needs of the purchaser and the transaction price is lower than the average market price" of goods or services is a problem for the purchaser.
Protecting the bidding editorial experience, in the negotiations to grasp the initiative to negotiate is to improve the effectiveness of single-source transactions. Procurers or procurement agencies only according to different negotiation content, negotiation objectives and negotiation opponents and other specific circumstances, the use of different negotiation skills, to promote the negotiation process, in order to achieve good results. So, single-source procurement exactly how to talk to the only supplier in order to achieve the best procurement results? Insured bidding editor summarizes the 5 strategies for readers to refer to -
(a) "white face" "black face"
"White face" and "black face" complement each other is a common folk tactics, in fact, this is the mutual competition and mutual compromise of the two aspects of any negotiation only competition without compromise or only compromise without competition will not find the two sides of the fit. Therefore, the negotiation team should have a division of labor, "white face" and "black face" role alternation, mutual cooperation.
Generally in the negotiation process, the procurement agency as the organization of the first arrangements for the organization's staff to participate in the department or section in charge of the beginning of the negotiation venue is not present. Let the staff first sing "black face", when the negotiations into the white-hot stage, a difficult time to make progress, this time the office or section head as singing "white face" of the second negotiator and then appeared, alternating between the two, take turns until the negotiations to reach the Purpose. As the other side of the first negotiator in the dispute has produced a bad impression, this time the "white face" will be the emergence of a village in the dark.
(II) in the mind
Sun Tzu's Art of War says, know yourself and know the enemy will not be dangerous in a hundred battles before the negotiations should be fully prepared to find out the market. Single-source procurement is divided into "false single" and "real single" two situations. The so-called "false single", refers to the purchaser can be found in the market for similar goods or services, but only due to certain factors to take from a single supplier procurement situation. For this type of procurement projects, the purchaser should be in advance from the market to understand the average price of similar goods products or services, but also in advance of the study of other sister units of the procurement bulletin, the public notice of the winning bid, through online downloads, telephone inquiries, and other channels to fully understand the market information in order to determine the bottom line of the price negotiations.
As for the "true single" project, generally occurs in the use of specific patents or proprietary technology, "sole source" procurement program. Such cases, the purchaser from the supplier to other customers to provide the same goods or services to understand the selling price, to negotiate in advance to require the supplier to provide a recent similar project contract, through the contract provided by the understanding of the bottom, and ultimately determine the price of the transaction to develop the negotiation bottom line. Only in this way can take the initiative in the negotiation process to ensure that the transaction price is lower than the average market price, additional services higher than peer units.
(C) avoid the truth
General suppliers tend to think that the purchaser is most focused on the price, then you can go the other way around, precisely not to talk to him about the price first. You can start with after-sales service, complimentary supplies and accessories, etc., these are more acceptable to the supplier's range. Once these reached an agreement, and then cut into the subject of price negotiations, the general supplier will not have committed to the front of the additional part of the withdrawal.
If the price negotiations into an impasse, you can pay the way, the supply of preferential measures such as time as a condition to further win the other side of the compromise. This approach is usually used in the medical equipment category, such as the later need to use a large number of consumables, reagents and other items.
(D) want to escape
In the negotiations, it is not necessary to sharp, drawn and quartered, but to build up momentum, if the three axes of the Cheng Bite Jin momentum is fierce, but chopped after the game is out of the question. So in the game first show weakness in the other party, may achieve the effect of surprise. The use of this method is closely related to the negotiation object, to be different from person to person, with the wrong object may be clumsy.
In the negotiation can first actively show the benefits of project transactions can be obtained, so that the other side to see the real benefits. And when it comes to the interests of the other side of the key points are not willing to make concessions, to the opponent to show that the negotiations into the attitude of indifference, the other side will be unwilling to give up the benefits of the upcoming, in order to reach a deal and take the initiative to make concessions.
In 2012, Changzhou City, Jiangsu Province, Wujin District Vocational Education Center School procurement of Zhejiang Yalong company a microcontroller equipment, is to participate in the higher level of the competition designated equipment. In the negotiation, the purchaser first elaborated on the urgency of the school procurement of the equipment, the importance of organizing the superior competition, etc., and participate in the negotiation of the supplier thought that the party has to ask for him, the price of the arrogant attitude, not let a penny.
Before the end of the day's negotiations, I asked the other side: "Today's negotiation you are not making any concessions at all?" That account manager said: "This is a national standardization, the school to participate in the competition certainly need to buy our equipment, and the competition is about to start you think about it." So I declared the termination of this negotiation, when can we concede to renegotiate. A week later the other company re-sent a mild-mannered account manager to the door to request to re-enter the negotiation process, the negotiation has made real progress.
In fact, this kind of disguised designation will fall off quickly once the game begins. Want to capture, defend for attack is a strategy that both sides will use, the disadvantage of doing so, is that it may complicate the negotiation work, the problem is that the two negotiators to work closely together, the beginning of the negotiation of the person do not quickly give in before the opponent with a tough attitude, and later on on the field of negotiators to be soft and tough, can not let the other side of the existence of a fluke.
(E) straw boat borrowing arrows
straw boat borrowing arrows metaphor may not be precise enough, I mean the negotiation table to take the "assumption that ...... will be" strategy, you can expand the negotiation space, seek more chances of success. For example, in the negotiation, constantly put forward the following questions: "If I pay in advance, the price will be cheaper? If we additionally provide free venues and so on, you can reconsider on the equipment investment?"
In 2015, Changzhou City, Jiangsu Province, Wujin District Vocational Education Center School and a company to carry out "a service center PC + integration of personnel training school-enterprise cooperation project" negotiations, the negotiation process in the school promised to increase the site, personnel investment to win Lenovo's investment in equipment, technology and support. In the stage of probing and proposal, this method of questioning is not a positive way, it will help both sides in order to **** the same interests and choose the best way to close the deal. Therefore, "assume ...... will" this strategy, used in the beginning of the negotiation of the general bottoming out stage, more effective.
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