From the moment China enters the WTO, it means that more multinational companies will come to us, the competition will become more and more fierce, and the space for consumers to choose will become larger and larger. There are many companies that are trying their best to compete for a bigger market share. In such a large environment, the relationship between supply and demand in the market has changed, and the balance of negotiations has tilted. From a macro perspective, the power of producer negotiations is declining and will not change in the next few years. A sensitive question: "Since the big environment is this, should manufacturers give up negotiations?" The answer is of course no, the main reason for the decline in negotiation power is that the seller has not established its own advantages in the case, that is to say, with the buyer. Before the negotiations, I determined that I was at a disadvantage and set myself a wrong position. How can such a mentality succeed in the negotiation?
What kind of mentality does the salesperson of the production company usually negotiate with the big customers? I am afraid that there are many people who are as thin as ice and cautious. They are under the triple pressure of the market, competitors and the negotiating power of the buyer. As long as the pressure on either side is too great, they will yield to the concession. The purpose of their negotiations is not to win more benefits, but to minimize concessions! How can such performance achieve the advantage of negotiation?
The buyer must have the advantage of negotiation? Is the seller at a disadvantage in the negotiations? Nothing!
Maybe the buyer’s customer orders your product by name, they will be eager to reach a deal with you, otherwise the customers will complain and complain, no matter how they disguise their anxious mood during negotiations, how to calm down, but still psychologically Will make you more advantageous. Another example is the buyer's long-term supplier product, which can't be delivered on time, and you are the better choice. They will think that you have an advantage when negotiating. If you have enough care during the negotiation, you will find that the buyer has a lot of urgent needs, and the seller will use this demand reasonably, and naturally will establish a negotiation advantage.
Some people are resolute and decisive in the negotiations; some people are more willing to be modest and calm. No matter what kind of negotiation style, it is an external manifestation that cannot influence the buyer's position. The advantage of getting the negotiation is not your manner, but the key is whether you can change the psychological advantage of the two sides.
There is indeed an objective gap between the two sides of the negotiations. In an industrial chain, production enterprises will be subject to many aspects. For example, the price of color TV enterprises is affected by the CRT enterprises. In the past, Sichuan Changhong hoarding CPT was to establish an objective comparative competitive advantage; the DVD player enterprises were several The chip company that masters the core technology is subject to a certain patent fee for each machine. These realistic conditions cannot be changed. What you can change is the psychology of both sides! In many cases, the negotiator’s psychological feelings or impressions are more influential and persuasive than objective reality.
If the negotiations only stay at the level of objective conditions, then no longer need to study any skills. The advantage of negotiation exists in everyone's mind. If you think you have an advantage and can change the other's position, then you can make a good deal, whether you are a buyer or a seller.
In the early stage of the negotiations, both sides will talk about something that seems to have nothing to do with the overall situation. We call it a "warm field". Is it just a simple greeting? Experienced negotiators know that this is building their own strengths that affect each other's minds. For example, when you want to buy a certain laptop, the owner will introduce to you enthusiastically how the performance of the computer is good and how high the configuration is. It is a cost-effective one in Zhongguancun Street. Is this really the case? If you believe, the owner will improve his bargaining advantage. On the other hand, if you decide to buy this computer, please don't show your willingness to buy, talk about some unsatisfactory details or the gap with other models, then you are likely to trade at a lower price.
The negotiating table is always illusory, true and false, and the information is mastered differently. The buyer will use all kinds of methods to make you believe that they have an advantage over you. The more commonly used and better-performing method is to press you with competitors. They will fully investigate the competitors beforehand. When they negotiate, they suddenly take out dozens of data to make you believe it. This is indeed a trial and error. Inexperienced negotiators will be at a loss and lose all their advantages in an instant. Usually in this scenario, the psychological quality determines the advantages of negotiation. First of all, we must be clear, buyers need to deal with you, otherwise they can directly cooperate with competitors, why waste time and energy to bargain with you. Since there is a need, don't be confused by the competitor's offer, strengthen your negotiating position, and don't make concessions easily.
In the past big and small negotiations, in order to achieve the advantages of negotiation, I have always followed two principles:
1. No matter how simple the transaction is, I am full of patience. Even if it is a small link, if I can't achieve the desired goal, I will not stop here. I never care about the pressure of the company or competitors;
2. Even if it is a more important negotiation, I am not afraid of the breakdown of the transaction. I always insist on my negotiating position and put pressure on the other side.
In short, only by maintaining a good attitude will you win the advantage of negotiation.
Huaming Candle Co., Ltd. , http://www.hbcandle.com