negotiation skills 谈判技巧

Negotiation Skills1. Never negotiate if it’s not necessaryBargaining is not negotiating, nor complaining. Sometimes customers just want to express their feelings to us, we shouldn’t treat them as the beginning of negotiation. Try to solve the problem, but needn’t to negotiate. New salesmen tend to negotiate everything with the customers, but neglect some of them is not necessary.2. Never negotiate with yourselfBefore negotiation, we should set up clear objectives in our minds. The target could be divided into several levels, but we shouldn’t hesitate or change them during the negotiation. If we find something wrong, then stop the negotiation or seek for a new round in future. “No deal” can mean a very good negotiation. If we need to go away from the table, just do it.3. Never accept the first offer , and4. Always ask for morePeople are used to keep some space to turn around. Both purchasers and sales will make some compromise during negotiation. The first offer usually gives a limit or anticipation for both sides to start with. For our sales, it is very important to provide the first offer higher than what we want.5. Try not to be the one with the opening positionAs salesmen, we should try to let the customers establish the opening parameters, and then we could adjust our quotation or price policy. But usually the buyers of customers also understand this point. They will try to let us to be on the position. If we have to do so, we could start with from an over comfortable position.6. Talk less and listen moreGenerally speaking, salesmen like to talk a lot to persuade the other sides accepting their ideas or proposals. They keep talking and showing off their eloquence but neglecting what the customers are thinking. When we speak, we are giving away information; when we listen, we are receiving information. To be a good listener means to interact with customers and encourage them to talk and then find out their core demands.7. Never give a gift “for free”To keep balance, if we need to give something, we should get something else. In fact, this rule is effective not only for negotiation.During our business, when I was asked by customers to provide a post-service free, of course it was beyond warranty, I would also ask them to forgive something we did imperfectly or we might do imperfectly in future. The discount today is the opening offer tomorrow.8. Avoid to fall in the “Salami effect”Price is determined by market, not cost. So when we discuss the priceduring a negotiation, we shouldn’t separate it from our cost. In other words, cost is our internal thing. Our cost is not counterpart price. Our customer will never give a higher price just because of the high cost. 9. Avoid the “Rooky feeling”As Dr. Carlos said, to do better, ask ourselves three questions:How much is this concession going to cost me?How much does it mean for the other side?What do I want in return?10. Avoid at any cost the “Quick close”As the Chinese saying goes, "good things never come easy”. Nothing good comes from the quick close. Usually people believe a relatively longer time means sufficient communication. Be patient during a negotiation.11. Never reveal your maximum offer, not even at the end ofnegotiationThe maximum offer is the last line for negotiation. Unless have no choice, we shouldn’t use it. Even we reach an agreement with the customer, we mustn’t show it. Or the counterpart could feel frustration and we lose leeway in future. We should remember that reveal the maximum offer doesn’t matter how close we are to our counterparts. 12. Understand your counterpart’s needsChinese strategist Sun Tzu said, “Know yourself and know your enemy,you will win every war.” Our counterpart is our business partner, not our enemy. But the idea of knowing our counterpart’s needs is really important. It means whether we could raise the most reasonable solutions by which the both sides could realize double win. As industry sales, we have the responsibility to provide an economical and reliable solution for our customers according to their requirements.13. Know your needsIt’s also very important to know ourselves. We should try to figure out our ideal outcome looks like and do business based on it. We defined our SWOT and create additional value for customers.14. Manage the ongoing relationshipEspecially in China, relationship is very important for the business partners. Have a good relationship could make it easy in negotiation.For us, one of the most important things in our daily work is to maintain good relationship with customers.15. Never lieTrust is the basic and important element for cooperation. One unsatisfied customer will tell 8 to 10 others about their dissatisfaction.If we lie, it is impossible to keep business for long-term. For me, if there is something inconvenient to tell my customers, I will not talk about them. But what I have told customers, they must be the truth. 16. Distinguish between “Positions” and “Interests”During negotiation, we shouldn’t only think about the benefits of ourselves based on our position. Without compromise, it’s hardly to reach an agreement. Double-win should be the common purpose for both sides.17. Winning isn’t everythingSometimes, it’s a strategy choice to retreat for advance. We are winning by losing. Sometimes, give up is the best choice.18. Walk away when you reach your objectives and you are in theleading positionSuccess could make people feel exited. The feeling about winning sometimes make us push more than what we should. Especially for sales people, when they reach the target for a deal, some of them like to keep taking a lot, but too much. It’s just like what the Chinese ancient fable described, draw a snake and add feet to it.19. Believe you are worth itKnow our SWOT, and to be confident during the negotiation. We are not wasting time; we are providing valuable products or solutions. For me, although our products are more expensive than competitors, I do believe that our products are much more reliable and cost-effective. 20. Keep the negotiation friendlyDuring the negotiation, people can get angry but the only rule is that both sides can never get angry at the same time. Sometimes, anger isjust a tactic, it’s doesn’t matter whether the emotion is true or not. The important thing is how we react. It’s necessary to manage our emotion and keep the negotiation proceeding friendly.。