商务谈判price negotiation

PriceNegotiation一,TheprocessesofPriceNegotiation1,Bidding(报价）2，Bargainingonprice3，Breakingdeadlocks4，Movingtowardsanagreement二,TheuesfulexpressionsonPriceNegotiation一,TheprocessesofPriceNegotiation1,Bidding(报价）Twotacticsforoffer（1）JapaneseStyle：Thesellerwillshowyouthelowestpriceinordertointerestthebuyer.（2）WesternEuropeStyle:makeanofferinaveryhighprice,leavingalargespaceforyoutonegotiate,andthesellerwillgiveyousomediscount,tryingtoattractyoutomakeadeal.2，Bargainingonprice(1)Thereason,procedureandstepsofBargain(2)BargainingStrategiesReasonSincetheofferisinahigherpoint,andthecounter-offerisinalowerpoint,bargainingisanunavoidablethinginBN.Andactually,itisusuallythecoreofaBN.•Procedureofnegotiation:–Inquiry→offer→counter-offer→acceptance•stepsAreasonablebargainingwillbedivided•into3steps:–Generalbargaining–Bargainingonadetailitem(totheobviousunreasonableone)–OverallbargainingBargainingStrategies（1）Trytotalkaboutthequalityifthebuyerisnotsatisfiedwiththeprice,orshowthemaroundthefactory,tryingtomakethemagreewithyouontheprice.（2）Trytoavoidthecomparisonofpricewiththeothersuppliers,ortalkabouttheotherthings,oryoushouldsaytheycan’tcomparewitheachother.（3）Youneedtobeveryfamiliarwithyourproductsandshowthestrongpointsoftheproductswhenyourefusetotalkaboutyourprice.（4）Noonewillrefuseyoursmallgifts,soifnecessary,pleasesendyourclientssomesmallgiftsatthenon-tasksoundingprocess.（5）Don’toverdotherespectorflatterthecounterparts,otherwiseitmaycreateabadeffect.3，Breakingdeadlocks（1）Reasonsfordeadlock（2）Howtobreakdeadlocks?Reasonsfordeadlock:Bothpartieshavewidelydivergentobjectives(deadlockbydisagreement).Onepartymistakesfirmnessforrigidityandwillnotmakeconcessionseventokeepthenegotiation“alive”(deadlockbyhurtoffeeling).III,Asadeliberatetacticduringanegotiationtoforcethecounterparttoreconsideritspositionandmakeconcessions(deadlockbythreatening).Howtobreakdeadlocks?a,Expressthefriendship(mustbehonest,sincereandopen-minded)b,Askforhelpfromamediatorc,Askforhelpfromarbitrationd,Askforhelpfromtheheadquarterse,Hawk&dovestrategy/blowhot-blowcoldstrategy/goodguy-badguyroutinef,Changthetopicinconflicting4，MovingtowardsanagreementThepurposeofnegotiationistoreachagreement,nottoscorepointsinargument.However,inmostcircumstances,quicksettlementsshouldbeavoided.TheytendtoresultinextremeoutcomesandfavorthemoreexperiencednegotiatorTacticsforfacilitatingprogresstowardsagreement:a,Graspsomesignalsofwillingtomakethedealb,Sendasignalofwillingtomakethedealtothecounterpartc,Recapandsummaryd,Makethelastofferorcounter-offerLimitatione,Temptingbyprofitablepricef,Byverbalandnon-verballanguageg,Bymakingpromisesh,Byillustrationandpersuasion二,TheuesfulexpressionsonPriceNegotiation(1)Ourpriceisreasonableascomparedwiththatintheinternationalmarket.(2)I'mafraidIdon’tagreewithyouthere.(3)Yourpriceishigherthanthosewegotfromelsewhere.(4)Youshouldtakequalityintoconsideration.(5)Itwouldbeverydifficultforustopushanysalesifwebuyitatthisprice.如果按这个价格买进，我方实在难以推销(6)Ifyourpriceisfavorable,wecanplaceanorderrightaway.如果对方价格优惠，我们可以马上订货。(7)Wemayreconsiderourpriceifyourorderisbigenough.如果你方订货数量大，价格我们还可以考虑。(8）Allthesearticlesareourbestsellingones.这些产品都是我们的畅销货。(9)Yourpriceisonthehighside.你方价格偏高。(10)Let’smeeteachotherhalfway.让我们各让一步。