销售谈判技巧入门知识

1、销售谈判技巧入门知识 Profitable Negotiation Principlesn为每一次谈判做方案为每一次谈判做方案nPlan for Every Negotiationn了解这桩生意的重要性和广泛性了解这桩生意的重要性和广泛性nHow important and extensive is this dealn方案与实际谈判耗时的比率方案与实际谈判耗时的比率nRatio of planning time to table timen销售谈判是一个过程而非结果销售谈判是一个过程而非结果nA sales negotiation is a process, not an event!n弄清

2、自己的目标弄清自己的目标,首要目标和次要目标各是什首要目标和次要目标各是什么么nKnow Your Objectives, Primary and Secondary n对谈判要达成的目标心里有数对谈判要达成的目标心里有数nKnow Your Walk-Away Point令谈判出成果原那么令谈判出成果原那么令谈判出成果原那么令谈判出成果原那么-2 Profitable Negotiation Principles 2n要留机动余地要留机动余地nLeave Room to Maneuvern起点要高，且理由充足起点要高，且理由充足nOpen high and provide justifica

3、tionn重要的是解决问题而不是维护自己的立场重要的是解决问题而不是维护自己的立场nFocus on resolving issues, not on defending positionsn寻求成交业务的方法寻求成交业务的方法nLook for ways to create the deal n总是让客户也有利可图总是让客户也有利可图nAlways leave your buyer a way to win令谈判出成果原那么令谈判出成果原那么-3 Profitable Negotiation Principles 3n小心控制让步行动小心控制让步行动nManage Your Concessi

4、ons Carefullyn有克制的让步才有价值有克制的让步才有价值nConcessions have no value unless withheldn不做没有回报的让步不做没有回报的让步nNever give a concession without getting something in returnn对己方做的让步了然于胸对己方做的让步了然于胸nKeep track of concessionsn你总是可以反悔你总是可以反悔nYou can always take a concession back! 方案方案Planning 确定并归类要讨论的问题确定并归类要讨论的问题我方及对方的

5、我方及对方的Identify and Rank Order the Issues - Ours & Theirsn目标：目标： Objectives: n我们希望到达什么目标？我们必须到达什么目标？我们希望到达什么目标？我们必须到达什么目标？n What would we like to have? What must we have?n把事情按重要性排序把事情按重要性排序n List the things in order of importancen将不怎么重要，但有可能促成交易的广告刊物或宣传彩页包括将不怎么重要，但有可能促成交易的广告刊物或宣传彩页包括在内在内 Include

6、low-priority issues and “throwaways that may be used to help complete the dealn从对方的角度提同样的问题。要现实些！从对方的角度提同样的问题。要现实些！n Ask the same questions from their viewpoint. Be Realistic!n对谈判要达成的目标心里有数对谈判要达成的目标心里有数 Know your walk-away pointn风险：我们会有什么损失？风险：我们会有什么损失？ Risks: What do we have to loose?n糟糕的方案糟糕的方案Bad

7、-Case and Worst-Case scenariosn交易成交对我们有何好处？不成交有何害处？交易成交对我们有何好处？不成交有何害处？n What if we do this deal? What if we dont?n他们有什么风险？他们有什么风险？How about their risks?方案方案Planning预测并方案活动预测并方案活动我方及对方的我方及对方的Predict and Plan for Movement - Ours & Theirsn优势优势Leverage:：l我们有何实力？我们有何实力？l What strengths do we have?l如

8、何给对方加压？如何给对方加压？l How can we put pressure on the other side?l如何说服他们？如何说服他们？ lHow can we persuade them?n弱点弱点Limitations:l有什么会制约我们？有什么会制约我们？l What restrictions may hold us back?l有什么棘手的事情？有什么棘手的事情？lWhat may be problematic for us?方案方案Planning 预测并方案活动预测并方案活动我方及对方的我方及对方的-2 Predict and Plan for Movement - O

9、urs & Theirs 2n策略策略. 记住谈判双方的阵线记住谈判双方的阵线 Strategies. Remember All Sides - Ours & Theirs:l销售进展如何？我们何时停止销售，开始谈判？销售进展如何？我们何时停止销售，开始谈判？ Where are we in our sales process? At what point do we stop selling and begin negotiating?l我们我们/他们会有什么大动作？他们会有什么大动作？lWhat broad approach will we/they take? l我们我们

10、/他们会为了什么而作出较大的让步？他们会为了什么而作出较大的让步？lWhat are the major things we/they are willing to give up to get the main thing(s) we/they want?l我们我们/他们如何定位自己？他们如何定位自己？ lHow will we/they position ourselves/themselves?l我们我们/他们期望的时间范围是他们期望的时间范围是？l What time frame(s) do we/they expect?l我们我们/他们期望结果是什么？他们期望结果是什么？l How

11、do we expect it to go? What do they expect?方案方案Planning预测并方案活动预测并方案活动我方及对方的我方及对方的-3 Predict and Plan for Movement - Ours & Theirs 3n:战术：战术： Tacticsl在销售中如何推动客户？在销售中如何推动客户？lHow will we facilitate their movement through the sales process? l我方团队中应由谁充当什么角色？我方团队中应由谁充当什么角色？lWhat roles must be filled by

12、 our team?l我们打算做什么让步？这么做有何好处？我们打算做什么让步？这么做有何好处？ lWhat concessions do we plan to make? In return for what?l对方会有什么要求？会做什么让步？对方会有什么要求？会做什么让步？lWhat do we expect them to ask for? What are they willing to give up?l我们要用什么策略？我们要用什么策略？ What ploys, if any, should we plan to use? l安排谁观察他们，识别他们的策略、领会他们发出的安排谁观察他

13、们，识别他们的策略、领会他们发出的信号、弄清他们行为的含义和他们内部的相互作用信号、弄清他们行为的含义和他们内部的相互作用Who will watch them to identify their ploys, figure out their signals, and interpret their behaviors and internal interactions?方案方案Planning 预测并方案行动预测并方案行动我方及对方的我方及对方的-4 Predict and Plan for Movement - Ours & Theirs 4n应对策略：应对策略： Counter

14、-Tactics:n我们将如何应对他们可能采取的策略？我们将如何应对他们可能采取的策略？n How will we respond to their probable tactics?n他们又会对我们的策略有什么反响？他们又会对我们的策略有什么反响？nHow do we expect them to respond to ours?方案方案Planning选择并检定参与人员的资格选择并检定参与人员的资格我们我们及他们的及他们的Identify and Qualify the Players - Ours & Theirsn确定所有人员的名字、职位和所担负的任务确定所有人员的名字、职位和

15、所担负的任务nIdentify All by Name, Position, and Rolen根据需要、方法、威信和影响力来检定对方人员资格根据需要、方法、威信和影响力来检定对方人员资格nQualify Theirs by Need, Means, Authority, Influencen根据要点预计地点、时间和方式专家、辅助人员和年资等检定我根据要点预计地点、时间和方式专家、辅助人员和年资等检定我方人员的资格。方人员的资格。n Qualify Ours by Point (Participate where, when, and how) Expert, Support, Other &

16、amp; Seniorityn最后要考虑：最后要考虑： Final Considerationsn与对方的关系是竞争性、合作性还是协作性的？与对方的关系是竞争性、合作性还是协作性的？ nIs our relationship Competitive, Cooperative, or Collaborative?n我们希望会场的气氛是我们希望会场的气氛是积极的、中性的还是消极的？积极的、中性的还是消极的？ What meeting climate do we expect - Positive, Neutral, or Negative?n我们的反响我们的反响/行动应是行动应是友好的、中立的还是

17、咄咄逼人的？友好的、中立的还是咄咄逼人的？ How do we respond or act - Friendly, Neutrally, or Aggressively?谈判的方式谈判的方式Ways to Negotiatel合作态度合作态度双赢双赢lCooperative Mode - Win / Winl竞争态度竞争态度一方赢一方赢lCompetitive Mode - One Party Winsl随意的态度随意的态度lThe Attitudinal Model有组织的态度有组织的态度lThe Organizational Model个人化的态度个人化的态度lThe Personal

18、Mode1.合作态度合作态度双赢双赢Cooperative Mode - Win / Win采取这种态度买卖双方都有利可图但不会损及对方利益采取这种态度买卖双方都有利可图但不会损及对方利益 Both Buyer and Seller can increase their profit without one hurting the other. 通过以下调整，可做成更好的交易通过以下调整，可做成更好的交易A better deal may be waiting in:更合作的发货安排更合作的发货安排Better coordinated delivery schedule修改规格修改规格Revi

19、sed specifications调节运输调节运输Transportation accommodations改善包装改善包装Packaging accommodations修改付款条件修改付款条件Payment terms额外的购置额或别的选择额外的购置额或别的选择Additional purchases or options买卖双方间责任的调整买卖双方间责任的调整Adjustment of who does what between seller and buyer包括第三方与否包括第三方与否Involve or dis-involve third parties技术效劳和营销合作技术效劳

20、和营销合作Technical Service and Marketing Cooperation其它其它Others双赢双赢= =明智、有效和互惠明智、有效和互惠Win / Win = Wise, Efficient, and Mutually Profitable5. 坚持到底坚持到底Follow Through4. 处理实际冲突处理实际冲突Manage Real Conflicts3. 消除外表上的冲突消除外表上的冲突Handle Apparent Conflict2. 创造融洽气氛创造融洽气氛Build Rapport1. 方案方案Plan守信守信Maintain Commitment制

21、止、协商制止、协商Deter, Bargain重新组织：重新组织：“如果如果会怎会怎样呢？样呢？Reframe, “What if.?交流信息交流信息Exchange Information研究、团队合作研究、团队合作Research, Team Up2.2.竞争态度竞争态度只有一方赢只有一方赢Competitive Mode - One Wins 谈判总是有竞争的成分的谈判总是有竞争的成分的Negotiation always has an element of competitionn从竞争的角度看属于好的言行：从竞争的角度看属于好的言行： Good Behavior From a Com

22、petitive Stand Point:n打住话头！不要泄露你的动机、权限和时限打住话头！不要泄露你的动机、权限和时限SHUT UP! Be secretive about your motives, power limitations and time pressures.n不要轻信！谈判中我们看到的只是事情的表象不要轻信！谈判中我们看到的只是事情的表象Dont Trust! Things are not what they appear to be in negotiations.n降价。卖方永远不要主动提出，而买方那么一定要提降价。卖方永远不要主动提出，而买方那么一定要提议议Cost

23、Breakdowns. Sellers should never give them. Buyers should always request them.n不要卤莽行事。在作好准备前千万不要作决定。不要卤莽行事。在作好准备前千万不要作决定。Do not Shoot from the Hip. Never settle an issue until you are prepared for it.2.2.竞争态度竞争态度只有一方赢只有一方赢Competitive Mode - One Wins 谈判总是有竞争的成分的谈判总是有竞争的成分的Negotiation always has an el

24、ement of competitionn让步让步Concession Making:l给自己提供谈判的余地给自己提供谈判的余地Give yourself room to negotiatel如果你的起步太低或太高，会引起对方的敌对情绪如果你的起步太低或太高，会引起对方的敌对情绪If you start too high or too low, they will react with hostilityl逐渐让步逐渐让步Give in slowlyl不要放弃针锋相对不要放弃针锋相对Do not give in tit-for-tat. l不要因为临近最后期限而做很大的让步不要因为临近最后期限

25、而做很大的让步Do not concede large amounts under pressure of deadline.3.随意的态度随意的态度 Attitudinal (Rapport) Moden我们谈判的不仅是货物及效劳，还有意见。还有一些因素也是价我们谈判的不仅是货物及效劳，还有意见。还有一些因素也是价格的一局部：格的一局部：We negotiate attitudes as well as goods and services. Subtle Factors are Part of the Price:n信任信任Trust n友谊友谊Friendshipn老实老实Integri

26、tyn亲切亲切Goodwilln可靠性可靠性Credibilityn对权威和合法性的认同及对权威和合法性的认同及Recognition of Authority and Legitimacy, andn对地位的认同对地位的认同Recognition of Status. n利用时机达成协议，令双方都满意利用时机达成协议，令双方都满意Take the time to reach commitment to mutual satisfaction!n实验显示侵略性的人占抱合作态度的人的廉价，但实验显示侵略性的人占抱合作态度的人的廉价，但是是Experiments show that exploit

27、ative people take advantage of those who are cooperative, but .4. 有组织的态度有组织的态度The Organizational Mode谈判代表总是属于某个较大团体的谈判代表总是属于某个较大团体的The negotiator is always part of a larger entity.他他/她如不能为团体利益效劳，必定会给自己带来麻烦她如不能为团体利益效劳，必定会给自己带来麻烦He or she must serve the interest of a constituency or end up in trouble.

28、幕后人员的共同特征：幕后人员的共同特征：Common characteristics for those Behind-the-Scenes: 他们都有各自不同的准那么、责任、对风险的看法和工作量他们都有各自不同的准那么、责任、对风险的看法和工作量They have own rules, responsibilities, attitudes toward risk, and workloads他们的需要和优先考虑的事情也各不相同他们的需要和优先考虑的事情也各不相同They all have different needs and priorities作决定的权力不同作决定的权力不同Dont

29、contribute equally in the decision-making process所获利益不一样所获利益不一样Some gain more than others from the outcome4.有组织的态度有组织的态度2 The Organizational Mode - 2你必须与得力的谈判代表作深入谈判你必须与得力的谈判代表作深入谈判You Must Negotiate in Depth to an effective Negotiator4个最重要的原那么个最重要的原那么Four cardinal rules:弄清谁在哪件事上有决定权弄清谁在哪件事上有决定权Know

30、 who really makes the decision on each issue寻求对方的承诺，并接受对方对你产品和建议的反对意见寻求对方的承诺，并接受对方对你产品和建议的反对意见Seek commitment and accept from people behind your opponent on your product and proposal你的任务是帮助对方从他的组织中得到肯定的答复。促使他接你的任务是帮助对方从他的组织中得到肯定的答复。促使他接受受Your job is to help the opponent negotiate a “Yes from his org

31、anization - Enable him to accept同时你还必须与自己一方的人协商。否那么你就不能满足他们同时你还必须与自己一方的人协商。否那么你就不能满足他们的需要和解决他们关心的问题的需要和解决他们关心的问题You must also negotiate with your own people. If not, you cant serve their needs and priorities.5.个人态度个人态度 The Personal Moden每一次谈判都受一些日程表外的微妙事情影响每一次谈判都受一些日程表外的微妙事情影响Every negotiation is in

32、fluenced by subtle issues that does not appear on any agenda. n看起来很重要的事情经常没那么紧要看起来很重要的事情经常没那么紧要What appears to be the big issues are often not.n以下个人以下个人/看不见的事情经常决定谈判成功与否看不见的事情经常决定谈判成功与否These personal / unseen issues often control if a deal is made or not.l星期一我就要开始度星期一我就要开始度3周的假了周的假了My three-weeks va

33、cation begins on Mondayl我刚换了个老板我刚换了个老板I have just got a new bossl我感冒了我感冒了I am coming down with the flul我家的那口子要我回家参加宴会我家的那口子要我回家参加宴会My spouse wants me home for a dinner partyl我希望感觉良好我希望感觉良好I want to feel good about myselfl我手头的活太多了我手头的活太多了I have more work than I can handle谈判的方法谈判的方法要点要点Ways to Negotia

34、te - Summary以上所谈的因素在每一个谈判中都存在，以上所谈的因素在每一个谈判中都存在，这意味着你可乘机改善业务！这意味着你可乘机改善业务！They all exist in every negotiation and represent an opportunity to improve the deals you make!要准备好根据不同的情况调整态度要准备好根据不同的情况调整态度Be ready to change from one mode to another as the situation dictate.谈判策略谈判策略Negotiation Tactics要么接受要

35、么放弃明码实价策略要么接受要么放弃明码实价策略-Take-It-or-Leave-It - A Demand and Offer Tacticn 单是明码实价的交易单是明码实价的交易The phone bill is a take it or leave it dealn有充足理由定一个固定的价格有充足理由定一个固定的价格Many good reasons exist for using a firm price.n使用固定价格时应采用以下方法解除对方的敌对情绪使用固定价格时应采用以下方法解除对方的敌对情绪Methods to reduce hostility when using a “fi

36、rm price:n制订公平交易规那么制订公平交易规那么Support the price with regulations like fair traden公司的政策公司的政策Support it with company policyn公开的价格列表公开的价格列表Published list pricen公开的统一折扣价目表公开的统一折扣价目表Published standard discount listsn将价格展示给所有的人看将价格展示给所有的人看Displaying the price for all to seen说明价格对大家都一视同仁说明价格对大家都一视同仁Demonstra

37、te that the price is the same for alln举个好的例子，证明价格是公正的举个好的例子，证明价格是公正的Provide a good explanation - Justify the price谈判策略谈判策略Negotiation Tactics如何应对明码实价的报价如何应对明码实价的报价Countering a Take-It-or-Leave-It Offern最好的方法是改变交易的性质最好的方法是改变交易的性质The best method is to change the nature of the deal.n把问题扩大化，将不同的效劳、数量、质量

38、或新把问题扩大化，将不同的效劳、数量、质量或新/不同的产品都牵扯不同的产品都牵扯进来。进来。Broaden the problem to include different services, quantities, qualities, or new or different products. n把固定报价和非固定报价的条款混淆起来，然后一定一个底把固定报价和非固定报价的条款混淆起来，然后一定一个底线。线。Mix items that are not take-it-or-leave-it with those that are and then negotiate the bottom

39、line figuren为了试探对方是否有决心咬定一个价格，你可以：为了试探对方是否有决心咬定一个价格，你可以：You may want to test a “Firm Price Resolve by:n突然离席突然离席Walking outn假装没听到，继续谈假装没听到，继续谈Continue talking as if you never heard itn向高层管理人员抗议向高层管理人员抗议Protest to higher managementn试探减少效劳是否可以降低价格试探减少效劳是否可以降低价格Determine if less services can reduce the

40、price谈判策略谈判策略Negotiation Tactics亮底牌策略亮底牌策略最有效的策略之一最有效的策略之一The Bogey Tactic - One of the Most Effective就好比说：就好比说：The Bogey works like this: 你想买辆新车。为此你得付你想买辆新车。为此你得付10000美圆。美圆。You want a new car. You have to pay $10,000 to replace your old car with the preferred new car. 你告诉经销商：我喜欢这辆车，但我只有我奶奶留给我的你告诉经销

41、商：我喜欢这辆车，但我只有我奶奶留给我的价值价值8000美圆的地产。这是包付支票。美圆的地产。这是包付支票。You tell the dealer: “I love the car but Ive only got $8000, which my grandmother left me $8000 in her estate. Here is the certified check.谈判策略谈判策略Negotiation Tactics亮底牌策略亮底牌策略最有效策略之一最有效策略之一2The Bogey Tactic - One of the Most Effective - 2这个策略几乎立

42、竿见影，它包括了三个谈判法那么这个策略几乎立竿见影，它包括了三个谈判法那么The Bogey begins to work almost immediately and involves three negotiation principles:你夸奖别人总是另有目的的。就等于你在向他求助。通你夸奖别人总是另有目的的。就等于你在向他求助。通常你会如愿以偿。常你会如愿以偿。Whenever you praise the ego of the other person, you expect something in return. You quietly asked for his help.

43、You often get it.卖方比买方更了解产品。卖方比买方更了解产品。 这个策略让他们有时机显示这个策略让他们有时机显示这一点。这一点。Sellers know more about their product than buyers. The bogey gives them a chance to show that.如果努力，双方都可找到更划算的交易。如果努力，双方都可找到更划算的交易。There is always a better deal available for both parties if they search for it. The bogey starts t

44、he search.谈判策略谈判策略Negotiation Tactics对付亮底牌策略对付亮底牌策略Countering a Bogey Tactic销售员可通过以下方法抵消客户的亮底牌策略：销售员可通过以下方法抵消客户的亮底牌策略：A salesperson can offset a buyers bogey and make it work for him by:在谈判前准备好备用选择价格在谈判前准备好备用选择价格/数量、包装、产品混数量、包装、产品混合和设计等等合和设计等等Having alternate options (price/volume packages, product

45、mix, designs etc.) available before you come to the negotiation找出真正的决策者找出真正的决策者Find out who is the real decision maker弄清谁有钱、谁付帐。改变付款条件、测试底线。弄清谁有钱、谁付帐。改变付款条件、测试底线。Find out who has the money, and who pays the final bill. Change the payment terms, test the bogey.让买方做对他有益的事让买方做对他有益的事Let the buyer do som

46、e things for herself呆在原地，不采取任何行动呆在原地，不采取任何行动Stay where you are, dont do anything谈判策略谈判策略Negotiation Tactics销售员可使用的亮底牌策略销售员可使用的亮底牌策略Bogeys a Salesperson Can Usen你要是把定单都给我，我们可以做这单生意你要是把定单都给我，我们可以做这单生意We can do it if you can give me 100% of the ordern你要是买你要是买5吨吨/改变交货方式或改变交货方式或，我们可以接受，我们可以接受We can do it

47、 if you buy 5000 kg, change delivery, or.n最小订货量最小订货量Minimum ordern你要是想买你要是想买42号的，就得搭配上些号的，就得搭配上些48号的货物号的货物If you want size 42, you have to buy some size 48谈判策略谈判策略Negotiation Tactics挤压策略挤压策略有意想不到的效果有意想不到的效果The Crunch Tactic - Works Better than it should挤压策略是这么回事：挤压策略是这么回事：It works like this: 买主收到对同一

48、个产品的买主收到对同一个产品的3个不同报价：个不同报价： $1.00/kg、$1.03/kg 和和1.04/kg。 他对三个销售员分别说：他对三个销售员分别说：The buyer has three offers for the same product. The bids are $1.00/kg，$1.03/kg and 1.04/kg. He tells each salesperson one of three things: 你得给个更好的价。你得给个更好的价。“You have got to do better than that. 你得给我质量更好的货。你得给我质量更好的货。“Y

49、ou have to do or deliver something much better.你的价格差不多你的价格差不多“You are close.他们通常会照办他们通常会照办They generally do.谈判策略谈判策略Negotiation Tactics对付挤压策略对付挤压策略Countering the Crunch Tacticn找出问题。你需要做什么调整找出问题。你需要做什么调整Find out what the problem is. Exactly what is it you need to modifyn查出别人是否也提供同样的产品查出别人是否也提供同样的产品/效

50、劳组合。效劳组合。Find out whether others are offering the same product/service mixn问买方想要什么价格。问买方想要什么价格。Ask the buyer what price he or she needs to closen为自己的价格辩护。说明包括了什么费用，强调这是整为自己的价格辩护。说明包括了什么费用，强调这是整体价格。体价格。Defend your price. Explain what it includes, stress the total packagen显示你的过往记录很出色，守信。显示你的过往记录很出色，守信

51、。Show that your track record is special. That you meet your promisesn突出你产品的质量和效益。突出你产品的质量和效益。Stress your quality and benefitsn不要让步太快。不要让步太快。Dont come down too fast谈判策略谈判策略Negotiation Tactics循序渐进循序渐进“如果如果，会怎样策略，会怎样策略Zeroing In - The “What If? Tactic“如果如果策略旨在探查卖方的信息。策略旨在探查卖方的信息。“What if? is designed t

52、o pry information from seller. 这个方法可测试对方是否已准备好解决问题这个方法可测试对方是否已准备好解决问题It is a way to test the readiness to settle可慢慢接近对方的限度可慢慢接近对方的限度It zeros-in on the Opponents limits两个例子两个例子Two examples:如果饲料价格增加如果饲料价格增加$0.03/kg，而我们同意，而我们同意 ， 你会考虑使用你会考虑使用XP吗？吗？ “Would you consider using XP, if your feed cost increa

53、sed by $0.03/kg and we offered to .?你给你给XP报价报价$1.35/kg 。买主提出如果他大批量购置，可不可以。买主提出如果他大批量购置，可不可以$1.25/kg 。然后他就咬定然后他就咬定$1.25/kg而不再提大批购置的事。而不再提大批购置的事。 You have offered XP at $1.35/kg. Buyer asks you to consider $1.25/kg for a significantly larger quantity. He then goes for the $1.25/kg without the extra pu

54、rchase.谈判策略谈判策略Negotiation Tactics对付对付“如果如果策略策略Countering the “What If? Tactic买主一用买主一用“如果如果的句子就要警觉的句子就要警觉Be alert when a buyer starts asking “What if?!不要当场定价不要当场定价Never price on the spot记住并不是对方的每一个问题都值得答复。用记住并不是对方的每一个问题都值得答复。用“他们不他们不会的或会的或“这会花很多钱来打发这会花很多钱来打发“如果如果的问的问题。题。Understand that not every que

55、stion the buyer asks deserves an answer. Try to block “What ifs by “They wont or “It will cost a great deal 根据是否能立即下定单决定要否作让步。根据是否能立即下定单决定要否作让步。If a concession is offered make it contingent upon receiving the order immediately.把这个情况转化成时机。把这个情况转化成时机。“那您能不能下那您能不能下10吨的定单而不吨的定单而不止是止是5吨呢？或吨呢？或“那您能否让我们那您能

56、否让我们Turn it into an opportunity by asking “Would you consider taking 10 MT instead of 5? Or “Would you consider allowing us to ?谈判策略谈判策略Negotiation Tactics逆向竞价策略逆向竞价策略The “Reverse Auction Tactic就好比：你从三个买主那索取了同一产品的不同报价。之就好比：你从三个买主那索取了同一产品的不同报价。之后你请他们到办公室来议价。时间分别为后你请他们到办公室来议价。时间分别为9：00、9：15和和9：30。Work

57、s like this: You solicit bids from three sellers on the same work. After receiving the bids, you invite them to you office to discuss them. The first at 9:00, the next at 9:15, ant the last at 9:30. 10：00你把第一个买主再次叫到办公室谈业务。你把第一个买主再次叫到办公室谈业务。At 10:00 you call the first into your office to talk busines

58、s.经过回忆各种互相矛盾的观点，你对整件事的微妙之经过回忆各种互相矛盾的观点，你对整件事的微妙之处和风险都更加了解。处和风险都更加了解。After having reviewed the conflicting claims etc., you are better able to understand the subtleties and risks involved in the work.逆向竞价也有风险。卖主们就不喜欢这种策略。逆向竞价也有风险。卖主们就不喜欢这种策略。The “Reverse Auction is not without risks. Sellers hate it.

59、谈判策略谈判策略Negotiation Tactics应对应对“逆向竞价策略逆向竞价策略Countering the “Reverse Auction Tacticn作竞价的最后一个参与者，而非第一个作竞价的最后一个参与者，而非第一个Be last in the auction, not firstn出动最高明的谈判代表出动最高明的谈判代表Use your most skilled negotiatorsn不要急于让步不要急于让步Dont hurry to make concessionsn以你方的实力和效益作为卖点以你方的实力和效益作为卖点Sell your strengths and be

60、nefitsn你的权限不能超越底线。你的权限不能超越底线。Limit your authority to a bottom-line figuren带上专家。买主需要信任某个人带上专家。买主需要信任某个人Bring experts. The buyer wants to believe somebody.n准备创新措施以备事情变糟准备创新措施以备事情变糟Have an innovative approach ready if things go badlyn弄清谁是管事的弄清谁是管事的Know who really makes the decision谈判策略谈判策略Negotiation Tactics蚕食策略蚕食策略The Nibble Tact