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Quotation Skills In Business Negotiations

2008/9/8 15:29:00 41826

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The main contents of business negotiation are four major items: price, delivery date, payment method and guarantee condition, and price factor is the focus of negotiation.

In negotiations, quotations are essential.

Then, which side should quote first?

Do you quote first or later?

Is there any other way of quotation?

Now let's talk about these problems in detail.

According to convention, a negotiator should make an offer first, and the bidder and the tenderer shall first submit the report to the bidder. The seller and the buyer shall first report to the buyer.

The advantage of the first offer is that it can influence and restrict the other party first, and limit the negotiation to a certain framework. Finally, the agreement is reached.

For example, if you quote ten thousand yuan, it is very difficult for your opponent to expect a counter-offer of one thousand yuan.

Clothing vendors in some parts of the South mostly use quotations first, and the prices they offer generally exceed the price they want to pay twice or even several times.

If 1 shirts were sold for 60 yuan, traders would be satisfied, but they offered 160 yuan.

Considering that there are very few people who are willing to make a counter-offer of 60 yuan, only one person in a day is willing to bargain on the basis of 160 yuan.

Of course, the seller has to have a "price" for the first offer, so that he can not ask for a price, so that the other side disdains negotiation. If you ask the vendor how much the egg is 1 jin, then the peddler replied, "300 yuan, 1 jin", will you still bother to bargain with him?

Although the first offer is good, it also reveals some intelligence, so that after listening to each other, the price can be compared with the price which is hidden in the mind, and then be adjusted.

Edison, a famous inventor of the United States, got a patent when he worked as an electrical technician in a company.

The manager of the company expressed his willingness to buy the patent and asked him how much it would cost.

At that time, Edison thought, as long as he could sell 5000 dollars, it was very good, but he didn't say it, but urged the manager to say, "you must know the value of my invention patent to the company, so please let me know your price.

"The manager quoted the price," how about 400 thousand yuan?

"What else can be done?

Of course, the negotiations ended smoothly without any trouble.

Edison got unexpected huge sums of money and provided funds for future invention and creation.

The first offer and the later offer have their advantages and disadvantages.

In the negotiations, we must decide whether to "preoccupy people" or choose to "take the lead". We must be flexible in handling different situations.

Generally speaking, if you are fully prepared and know your own, you must strive to quote first; if you are not an expert, and the other side is, then you must calm down, offer the price, get information from the other party's quotation, correct your thoughts in time, if your opponent is an amateur, then whether you are "professional" or "layman", you must first quote, strive to contain and induce the other side.

Most experienced traders in the free market are well versed in this way.

When the customer is a smart housewife, they take the technology of first quotation and prepare the other party to lower the price. When the customer is a careless young man, they usually ask the other person "how much", because the other party may report a higher price than the seller's expectation.

The first offer and the later offer are part of the strategy, while some special quotation methods involve language skills.

The same quotation, using different expressions, the effect is different, the following is an example.

The provincial insurance company takes part in the insurance for the mobilization of LPG users, and publicize that it will pay only one yuan per day for liquefied petroleum gas insurance. If there is an accident, it will receive an insurance premium of up to ten thousand yuan.

This argument uses the method of "dividing quotations".

It is a price decomposition technique. It takes the concept of quantity or time of use as divisor, and divides the price of goods into a small number of price dealers, so that buyers can feel a cheap and cheap feeling for the original price.

If the annual premium is 365 yuan, the effect will be much worse.

Because people think that 365 is a small number.

And by dividing the price into one dollar per day, people can easily hear it in their minds.

From this point of view, since there is a "division of quotations", there will be an "additional quotation method".

Sometimes, fear of high prices will frighten the customers away, and break the price down into several levels, and gradually raise the number of quotations, and finally add up to the high price that they wanted to make at once.

For example, the stationery dealer sells a set of ink and paper inkstones to the painters.

If he makes a high price at once, the painter may not buy it at all.

However, stationery dealers can first quote the price of the pen, asking for a very low price. After the paction, the price of ink is not charged, and the price is not high.

The painter has bought a pen and ink, and naturally wants to "make a good job". He can not bear to give up paper and inkstone. In negotiations, it is difficult to make concessions in terms of price.

With the addition quotation method, most of the sellers rely on the serial combination and matching.

Once the buyer buys 1 of the components, the 2 and 3 components can not be cut off.

In view of this situation, as a buyer, the serialization characteristics of commodities should be considered before negotiation, and the seller's attempt to find "seller's quotations" in time for negotiation will frustrate the temptation.

A good salesman seldom asks directly when he sees a customer: "what price do you want?"

On the contrary, he would say quietly: "I know you are an expert, experienced, and will not pay 20 yuan at all, but you can not buy it at a price of 15 yuan."

These words seem to be right, but in fact they are quoted, and the price is restricted to 15 to 20 yuan.

This method of quotation, which covers both high limit and low limit, conveys the message that bargaining is permissible, but must be within a certain range.

For example, in the above case, the scope of bargaining is virtually between 15 and 20 yuan.

In addition, the two sides sometimes do not quote first because of their respective plans. At this point, it is necessary to adopt a "aggressive approach" to let the other party quote first.

There are many ways to win the battle. Here is only a strange trick: deliberately speaking the wrong words, so as to set out the information of the other side.

If both sides refuse to make an offer, then you might as well suddenly say, "Oh!

I know, you must want to pay 30 yuan!

"The other party may argue at this time:" why do you say so?

I only pay 20 yuan.

"In fact, he first quoted the price, so you can bargain on this basis.

From the above narration, we can see that there are some similarities between the quotations in commercial negotiations and the prices of commodities. In some respects, the quotation in negotiations is a disguised commodity pricing, so the quotation techniques in negotiation can draw lessons from the methods and Strategies of commodity pricing.