Negotiations between the two sides continue to give ultimately a process of value exchange. Concessions not only need to grasp the opportunity they need to master some basic skills, perhaps a small concession will involve the strategic layout, and the inch of land to prevent hasty concessions are undesirable. Some negotiators have no principle of repeated concessions, concessions do not know the true purpose of the final result is often painted himself into a hopeless situation, but opponents are in the wait and see. These negotiations are in addition to a lack of understanding of the negotiations, but also has its own character because, they do not want to hurt a small face, bad mood, affect future transactions. Understanding that the negotiations are very common in the industry, but it is extremely dangerous. Negotiations are negotiations, and the other outside of work you can Cuxitanxin become very good friends, but we should at the table against each other, to clearly represent you is by no means acts of individual enterprise, you may make an easy concession reduced profits or losses, reducing the market into even affected the income of employees are maybe, maybe people think that their actions do not have such consequences, but if every negotiators are holding such an idea, Farewell, then Youxiu bankruptcy of enterprises will fall.
Personality change due to the outcome of negotiations Examples abound, weak character and make it easier for negotiators to make concessions, and such buyers are willing to work with negotiators, they are always difficult to accept some demands, then continue to exert pressure on again and again to force negotiators to accept. I know a number of negotiators, their lives are relatively free, but at the negotiating table is a different person, act resolutely and a good role to complete the change. So I think the character will not affect the growth of the negotiators, so long as the normal state of mind, and strengthen the determination of the negotiations, you will not easily compromise, even if your at a disadvantage.
Concessions in the negotiations, the principle is: no returns, no concessions. Do not think you give good will touched each other, the negotiations become more simple and effective, this is only wishful thinking, in fact just the opposite, you do not have any requirements in the concession, the other party will be even more emboldened inch of land to prevent, and also would imply that you make more concessions, wants to make concessions in exchange for other concessions are not possible. Remember: the negotiating table is not the place to make friends. The total number of sales staff need to have a party that talks to make concessions, or negotiations will not continue. This idea sounds good, but the question is why should you give first? You may make concessions to the other party will think that you are sincere, but the wily opponent will not think so, they will not be your good faith by the moved, on the contrary, they will think you a sign of weakness, the negotiations will be more and more hardened attitude, you will be intensified to force concessions again. You may have experienced this scenario. Your heart a thousand million hard to develop a significant customer, although the recognition of your other products, but has not agreed to accept the price of the product, you certainly can not let cooked ducks fly, and desperation to make a price concession, but warned that the next according to the standard price when ordering the implementation of the other keen on the idea. Great difficulty once again be heading for their goods, and beyond your expectations, they are not recognized standards not only price, but also a threat if you do not give a considerable discount, they will cooperate with other vendors, but never between you and the At this moment, your lungs may be about to explode, but what other way, they not only will not compromise on this issue, but also will not compensate you for the cost of hospitalization.
So, when the other person ask you to give, they should ask for something in return, or else he should not make concessions. I remember a large well-known supermarket opened in Beijing, suppliers can use the "flock" to describe, on behalf of a weak brand and the other side into the store to discuss, very tough negotiations, the other requirements are too stringent, particularly the 60-day account of it makes it difficult to accept, negotiate access to the impasse and the possibility of rupture at any time. During the day, the other purchasing managers called me and wanted me to provide a live production of the device, to attract more consumers. I just have a device idle in warehouses, but I did not immediately straightforward promise, I remember I was this reply: "Manager Chen, I will try to coordinate this matter back to the company, in the shortest time for you to answer, but you Can you give me a normal payment account period? "Finally, I won an equal contract, make and sell the supermarket because it attracted more tourists and a win-win negotiations on such a form, of course, compromise can not be ignored the role played by skills. Even when an impasse in the negotiations do not give lightly, do not think that will only make concessions to the normal conduct of the negotiations, how do you know the other party will not compromise? With the arrival of a buyer's market, an end to the era of profits , any product margins are declining, corporate profits are maintained at a reasonable range. However, many companies lack the sales staff are more profitable idea in their mind is in addition to sales orders, the overall lack of basic concepts, coupled with guidance and leadership of the errors do not build the whole company system, leading them to complete the sales task or because Weile performance bonus given at the generous price discounts.
When all the sales staff are constantly on price concessions, then the profit of the company what means? Kanjia is the buyer's instincts, even if the price is acceptable, they will express dissatisfaction, but also ask you to give, even if it is 1% discount. Do not look down one percentage point, if the other party with annual sales of 500 million, to a point that is 50 000, you have no way to immediately fill the loss, if difficult. Price reduction in buyer demand, you can use other ways to replace the concession, such as support for a range of Returns, intensify propaganda and to provide manpower support, so as to avoid falling prices caused unnecessary losses to the enterprise. From the buyer perspective, as long as the transaction was more effective, then no matter what method is acceptable. At each stage of the concession and the concession should be the value corresponds every coin has two sides independently, in a compromise, both sides have different requirements, different perspectives, values embodied there is a big difference, After you get the other side to make concessions in the process of return, whether the value obtained by the two sides on such a key concession.
For example, in one transaction, you expect the other to shorten checkout period, you make a concession in price, while the other side of the concession is self-delivery, then the concession value for you is not so. My advice here: when you make concessions in one area, we must clearly ask for give you the desired return, Huozhe in terms of concessions before you add "if" word, if the other party can not provide you with return value, you can not set up concessions.
Compromise principles: ▲ care concessions to make the other aware of your every concession is difficult, so looking forward to the other side, give each the rate not be too large. ▲ try to force the other party first concessions on key issues, while the side in the opponent's strong request, or in the secondary aspects of the issue of small concessions. ▲ makes unnecessary concessions, concessions are needed each other to exchange with certain conditions. ▲ know your opponent's real situation, the conditions needed in each other's positions on the stick. ▲ make concessions to advance the plan, all of the concessions should be ordered, will have no practical value in real terms and to distinguish, in different stages and conditions of use.