《Afternoon I want to negotiate and how to do- (B)（下午我想谈判,如何去做,(B)）》由会员分享，可在线阅读，更多相关《Afternoon I want to negotiate and how to do- (B)（下午我想谈判,如何去做,(B)）（4页珍藏版）》请在金锄头文库上搜索。
1、1Afternoon I want to negotiate and how to do? (B)The first article Marketing Communications in China, published online after a dozen friends called me and told me that after reading some inspiration, I decided to write this incentive a serial, negotiations have not received training for a friend, th
2、e face of the sudden negotiations, should pay attention to what issues, what techniques can be used. Here Next, there will be (C, (d, (five and so on. 1, so that the first negotiating partners offer In the negotiations for the content of their own do not know, let the opponent first offer is a matte
3、r of course, but for his own understanding, why make the first offer the other side? Because, you never know what is the purpose of the cards the opponent. For instance, he in order to get you the customer, to make you Yahuo, in order to grab in force before its competitors, the cards he was low, su
4、ch as his customers to give up in order to test your sincerity, he can out of 2high cards, so Before each negotiation, you can not learn his true purpose, because, first, the cards you need him. I own a personal experience, went to a channel system of domestic negotiations in the negotiations, I und
5、erstand the point deduction the largest drainage system is 24 points, that is, as long as less than 24 points, all in our range of acceptable within. “Mr. Wang, point deduction on the contract terms, how much do you think fit?” I asked, to let others offer. “As usual, we point deduction is 22%.” Une
6、xpectedly, the other for the first time in my quote within the budget, for me, 22 is absolutely acceptable. I thought a moment, decided to cheek to make their own demands. “Mr. Wang, I think this point deduction for not to us, we have C system in the country is 15% point deduction, but monthly.” “15
7、% support in a special time, but usually at least 20%.” I did not expect the other party all of a sudden the bottom line leaked. Finally, the contract for the 20% point deduction, I successfully completed the task. 2, do not direct competitors promise Even though they have been out of the conditions
8、 within the scope of your acceptance, we can not immediately agreed to each 3other. Even to say “yes”, say “Yes, if.” With additional conditions, waiting for a reply. To “fight from opponents get more benefits.” During the negotiations, to be always ready to fight for the greater good. And when you
9、ask others in this way when the other party would be more pleased. “Mr. Wang, 20% of you said, we can accept, but we hope to reduce the slotting allowance of 2,000 yuan.” I replied to, not directly agreed negotiating partner. “Well, two thousand yuan slotting allowance, I consult about the boss.” He
10、ar this word, I know my objective was achieved. I found a pattern, the face of the terms proposed, regardless of whether the promise, you should say: Yes, if, if more than their acceptable range, you can fight this way to supplement other benefits, if the scope of their own Within this way you can g
11、ain more benefits. 3, concessions, the rate of decline In the negotiations, will certainly make concessions, the other will give, you will be concessions, but concessions, they must pay attention: decreasing amplitude, frequency control three times. For example, if the concession, you can make out o
12、f 10. Then you should give rhythm :5-3-2, must not be a :3-3-4. 4Only give you more hours of magnitude, in each others mental think on: Your bottom line has become increasingly close. And if you give the same amount of range, then the opponent the impression that you can also make concessions. Remem
13、ber: In the concession, you increase more and more concessions. 4, the exchange agreement Negotiations, you give is not unconditional. If the person is not a rookie, he knows that his concession is not unconditional. Well, since the two sides of the concession is not unconditional, that is, concessi
14、ons can be exchanged, are inter- for the. “Mr. Wang, you see this, we can accept sponsorship $ 20,000, but we can take a look at the store to us within two Standees.” “In this case, I happen to have here two Standees, in general, fee is 5,000 yuan each, if you have sponsorship, you can consider the two together 5,000 yuan, you can see it?” In this case, both sides give and take, his concession is that you need, you give is what he needs, what they need, this is the case, negotiations will continue.
