商务英语谈判的报价 Bidding
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A bid should be Clearly Without Comment
Advantages & Disadvantages of First Bid Advantages: More influential Disadvantages: Others can make adjustment in their own thinking and gain fresh advantage; Others may try to attack our bid and drive us down without giving any information about their own position
Conclusion
What really count: Who bid first Economic force, negotiation capacity, knowledge scale, negotiation tactics and some comprehensive factors
wk.baidu.com
Negotiating to our advantage, the guideline is to start with the highest defensible bid.(for buyers, the corresponding phrase is of course "lowest defensible offer".)
The contend of the bid of course usually needs to cover a range of issues. The price is one of them.
5.1.2 Tactics of the presentation of bid 报价的表达策略
Firmly
The requirements of the opening bid
• High • Defensible
• If broken away from the highest price that is acceptable for the other side, it's just a one-sided "beautiful dream". • Putting forward a bid that cannot be defended will damage the negotiation process. It is found to be offensive by the other party.
The opening bid needs to be "the highest"
• 1.The opening bid sets a limit beyond which we cannot desire. Once made, we cannot normally put in a higher bid at a later stage. • 2.Our first bid influences others in their valuation of our offer. • 3.A high bid gives scope for manoeuvre during the later bargaining phases. • 4.The opening bid has a real influence on the final settlement level. The higher we set the more we shall achieve.
Chapter 5 The Bargaining Process 谈判的磋商阶段
1.Tactics of the choice of bid
5.1 Bidding
2.Tactics of the presentation of bid
3.Tactics of responsiveness
5.1.1 Tactics of the the choice of bid 报价的确立策略
Advantages & Disadvantages of First Bid Advantages: More influential Disadvantages: Others can make adjustment in their own thinking and gain fresh advantage; Others may try to attack our bid and drive us down without giving any information about their own position
Conclusion
What really count: Who bid first Economic force, negotiation capacity, knowledge scale, negotiation tactics and some comprehensive factors
wk.baidu.com
Negotiating to our advantage, the guideline is to start with the highest defensible bid.(for buyers, the corresponding phrase is of course "lowest defensible offer".)
The contend of the bid of course usually needs to cover a range of issues. The price is one of them.
5.1.2 Tactics of the presentation of bid 报价的表达策略
Firmly
The requirements of the opening bid
• High • Defensible
• If broken away from the highest price that is acceptable for the other side, it's just a one-sided "beautiful dream". • Putting forward a bid that cannot be defended will damage the negotiation process. It is found to be offensive by the other party.
The opening bid needs to be "the highest"
• 1.The opening bid sets a limit beyond which we cannot desire. Once made, we cannot normally put in a higher bid at a later stage. • 2.Our first bid influences others in their valuation of our offer. • 3.A high bid gives scope for manoeuvre during the later bargaining phases. • 4.The opening bid has a real influence on the final settlement level. The higher we set the more we shall achieve.
Chapter 5 The Bargaining Process 谈判的磋商阶段
1.Tactics of the choice of bid
5.1 Bidding
2.Tactics of the presentation of bid
3.Tactics of responsiveness
5.1.1 Tactics of the the choice of bid 报价的确立策略