【文章內(nèi)容簡(jiǎn)介】 tunity to improve the deals you make! 要準(zhǔn)備好根據(jù)不同的情況調(diào)整態(tài)度 Be ready to change from one mode to another as the situation dictate. 談判策略 Negotiation Tactics 要么接受要么放棄－明碼實(shí)價(jià)策略 TakeItorLeaveIt A Demand and Offer Tactic ? 電話單是明碼實(shí)價(jià)的交易 The phone bill is a take it or leave it deal ? 有充足理由定一個(gè)固定的價(jià)格 Many good reasons exist for using a firm price. ? 使用固定價(jià)格時(shí)應(yīng)采用下列方法解除對(duì)方的敵對(duì)情緒 Methods to reduce hostility when using a ―firm’ price: ? 制訂公平交易規(guī)則 Support the price with regulations like fair trade ? 公司的政策 Support it with pany policy ? 公開(kāi)的價(jià)格列表 Published list price ? 公開(kāi)的統(tǒng)一折扣價(jià)目表 Published standard discount lists ? 將價(jià)格展示給所有的人看 Displaying the price for all to see ? 表明價(jià)格對(duì)大家都一視同仁 Demonstrate that the price is the same for all ? 舉個(gè)好的例子，證明價(jià)格是公道的 Provide a good explanation Justify the price 談判策略 Negotiation Tactics 如何應(yīng)對(duì)明碼實(shí)價(jià)的報(bào)價(jià) Countering a TakeItorLeaveIt Offer ? 最好的辦法是改變交易的性質(zhì) The best method is to change the nature of the deal. ? 把問(wèn)題擴(kuò)大化，將不同的服務(wù)、數(shù)量、質(zhì)量或新 /不同的產(chǎn)品都牽扯進(jìn)來(lái)。 Broaden the problem to include different services, quantities, qualities, or new or different products. ? 把固定報(bào)價(jià)和非固定報(bào)價(jià)的條款混淆起來(lái)，然后一定一個(gè)底線。 Mix items that are not takeitorleaveit with those that are and then negotiate the bottom line figure ? 為了試探對(duì)方是否有決心咬定一個(gè)價(jià)格，你可以： You may want to test a ―Firm Price Resolve‖ by: ? 突然離席 Walking out ? 假裝沒(méi)聽(tīng)到，繼續(xù)談 Continue talking as if you never heard it ? 向高層管理人員抗議 Protest to higher management ? 試探減少服務(wù)是否可以降低價(jià)格 Determine if less services can reduce the price 談判策略 Negotiation Tactics 亮底牌策略 —最有效的策略之一 The Bogey Tactic One of the Most Effective 就好比說(shuō)： The Bogey works like this: 你想買(mǎi)輛新車(chē)。為此你得付 10000美圓。 You want a new car. You have to pay $10,000 to replace your old car with the preferred new car. 你告訴經(jīng)銷(xiāo)商：我喜歡這輛車(chē)，但我只有我奶奶留給我的價(jià)值 8000美圓的地產(chǎn)。這是包付支票。 You tell the dealer: ―I love the car but I’ve only got $8000, which my grandmother left me $8000 in her estate. Here is the certified check.‖ 談判策略 Negotiation Tactics 亮底牌策略 —最有效策略之一 —2 The Bogey Tactic One of the Most Effective 2 這個(gè)策略幾乎立竿見(jiàn)影，它包括了三個(gè)談判法則 The Bogey begins to work almost immediately and involves three negotiation principles: ? 你夸獎(jiǎng)別人總是另有目的的。就等于你在向他求助。通常你會(huì)如愿以償。 Whenever you praise the ego of the other person, you expect something in return. You quietly asked for his help. You often get it. ? 賣(mài)方比買(mǎi)方更了解產(chǎn)品。 這個(gè)策略讓他們有機(jī)會(huì)顯示這一點(diǎn)。 Sellers know more about their product than buyers. The bogey gives them a chance to show that. ? 如果努力，雙方都可找到更劃算的交易。 There is always a better deal available for both parties if they search for it. The bogey starts the search. 談判策略 Negotiation Tactics 對(duì)付亮底牌策略 Countering a Bogey Tactic 銷(xiāo)售員可通過(guò)以下方法抵消客戶的亮底牌策略： A salesperson can offset a buyers bogey and make it work for him by: ? 在談判前準(zhǔn)備好備用選擇（價(jià)格 /數(shù)量、包裝、產(chǎn)品混合和設(shè)計(jì)等等） Having alternate options (price/volume packages, product mix, designs etc.) available before you e to the negotiation ? 找出真正的決策者 Find out who is the real decision maker ? 弄清誰(shuí)有錢(qián)、誰(shuí)付帳。改變付款條件、測(cè)試底線。Find out who has the money, and who pays the final bill. Change the payment terms, test the bogey. ? 讓買(mǎi)方做對(duì)他有益的事 Let the buyer do some things for herself ? 呆在原地，不采取任何行動(dòng) Stay where you are, don’t do anything 談判策略 Negotiation Tactics 銷(xiāo)售員可使用的亮底牌策略 Bogeys a Salesperson Can Use ? 你要是把定單都給我，我們可以做這單生意 We can do it if you can give me 100% of the order ? 你要是買(mǎi) 5噸 /改變交貨方式或 …… ，我們可以接受 We can do it if you buy 5000 kg, change delivery, or.. ? 最小訂貨量 Minimum order ? 你要是想買(mǎi) 42號(hào)的，就得搭配上些 48號(hào)的貨物 If you want size 42, you have to buy some size 48 談判策略 Negotiation Tactics 擠壓策略 —有意想不到的效果 The Crunch Tactic Works Better than it should 擠壓策略是這么回事： It works like this: 買(mǎi)主收到對(duì)同一個(gè)產(chǎn)品的 3個(gè)不同報(bào)價(jià)： $、$。 他對(duì)三個(gè)銷(xiāo)售員分別說(shuō)： The buyer has three offers for the same product. The bids are $， $He tells each salesperson one of three things: ? 你得給個(gè)更好的價(jià)。 “ You have got to do better than that.‖ ? 你得給我質(zhì)量更好的貨。 “ You have to do or deliver something much better.‖ ? 你的價(jià)格差不多 …… “ You are close...‖ 他們通常會(huì)照辦 They generally do. 談判策略 Negotiation Tactics 對(duì)付擠壓策略 Countering the Crunch Tactic ? 找出問(wèn)題。你需要做什么調(diào)整 Find out what the problem is. Exactly what is it you need to modify ? 查出別人是否也提供同樣的產(chǎn)品 /服務(wù)組合。 Find out whether others are offering the same product/service mix ? 問(wèn)買(mǎi)方想要什么價(jià)格。 Ask the buyer what price he or she needs to close ? 為自己的價(jià)格辯護(hù)。說(shuō)明包括了什么費(fèi)用，強(qiáng)調(diào)這是整體價(jià)格。 Defend your price. Explain what it includes, stress the total package ? 顯示你的過(guò)往記錄很出色，守信。 Show that your track record is special. That you meet your promises ? 突出你產(chǎn)品的質(zhì)量和效益。 Stress your quality and benefits ? 不要讓步太快。 Don’t e down too fast 談判策略 Negotiation Tactics 循序漸進(jìn) —“如果 …… ，會(huì)怎樣”策略 Zeroing In The ―What If?‖ Tactic “如果 …… ”策略旨在探查賣(mài)方的信息。 “ What if?‖ is designed to pry informat