Detailed Discussion On Quotation Techniques In Business Negotiation

The main content of business negotiations is Price The four factors, delivery date, payment method and guarantee condition, are the focus of negotiation. In negotiations, quotations are essential. Then, which side should quote first? First, a good offer or a good offer? 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. Parts of the South clothing Most traders use the method of first quotation, and the price they quoted usually exceeds the price the customer intends 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 quotation, so that the other side can not disdain negotiation. If you ask the vendor how much the egg is 1 jin, then the vendor replied, "300 yuan, 1 jin". Will you still bother to bargain with him? *

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 you can tell the price yourself!" the manager quoted the price quote: "how about 400 thousand yuan?" what else can be done? The negotiation was certainly over without any trouble. Edison has won unexpected huge sums of money and provided for future inventions. capital 。 *

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. *

First offer and later offer It is a question of strategy, and 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.