Negotiation skills: Concessions are not just "retreating"

[China Glass Network] For example: You represent a medical device sales company to negotiate business with a large hospital. One of the equipments is priced at 800 yuan, you can reduce the price to 720 yuan, so the space you negotiate is 80 yuan. How to give up this 80 yuan is worth exploring. Here are a few common ways to give in.

Give the bottom line a suspected

Step by step, pressing hard to make you

80 yuan, 90 yuan, 100 yuan 1100 yuan.

This method is extremely stupid at the beginning to let all the space out. First of all, the other party will think that you can easily make such a large margin by falsifying the price. There must be a lot of room for profit. He will continue to press hard on the price, which will make you unable to bear, leading to a deadlock or even a breakdown. Even if a deal is reached, the other party will doubt your sincerity and thus affect the next cooperation.

Small penetration is not practical

Resentful opponents do not buy

5 yuan, 15 yuan, 25 yuan, 35 yuan.

At first, such a small range will definitely not agree, and will ask you to make concessions again. So you give up 15 yuan and 25 yuan in two steps, but they are still ruthlessly rejected by the other party. In order to avoid the breakdown of the negotiations and get the order, you Only the later 35 yuan can be given to the other party. After you give up all the negotiations, will you get the order as you wish? This business is very difficult to deal with. The reason is very simple: after each concession, the other party will feel that you are deliberately testing, decoying the price and being serious, causing the other party to resent you and forming a psychological alert, even if you give up More, the other party is not happy.

Four flat and stable prices

The opponent touches the law and kills you more

20 yuan, 20 yuan, 20 yuan, 20 yuan.

On the surface, this is a kind of concession, and each concession is not large, and the risk of negotiation breakdown is also low. In fact, in all forms of concession, any two identical concessions are not advisable. Although the other party does not know how much you can make, but understands the rule of 20 yuan each time, the other party will expect the next 20 yuan after the next concession.

First big and then small, stimulate and seek desire

Let the other party feel that the price has been cut to the bottom line

40 yuan, 20 yuan, 15 yuan, 5 yuan.

It is more reasonable to rely on the previous concessions, and it is necessary to fully stimulate the buyer’s desire to negotiate. Don't make easy concessions in the middle of the negotiation. Every time you make a concession, you should ask the buyer to give back in other aspects. The later concessions will make the other party see that you are extremely difficult. You think that you have reached the bottom line, resulting in a win-win situation for both parties. transaction.

Turn concessions into offensive means

Rewarding the trend and winning the big benefits

A large well-known supermarket opened in Beijing, and suppliers “swarmed”. Wang, a machine manufacturer representing a weak brand, negotiated with the other party to enter the store. The negotiations were extremely difficult. The requirements of the other party were very demanding. In particular, the 60-day payment period was difficult for manufacturers to accept, and the negotiations entered a stalemate and could break at any time. One day, the other party's purchasing manager called Wang, hoping that the manufacturer would provide a set of on-site production equipment to attract more consumers without signing a contract.
Wang knew that there was just a set of equipment idle in the warehouse, but he did not immediately agree. He replied: "Chen Manager, I will return to the company to try to coordinate this matter and give you a reply in a short time, but can you give I have a normal account period?" Later, he won an equal contract. The supermarket attracted more passengers because of the current sale. A win-win negotiation was formed. Of course, the concession cannot be ignored. The role of the skill.
Negotiation is a process in which the two sides continue to make concessions and reach the exchange of interests. Concessions need to grasp the timing, but also need to master some basic skills, perhaps a small concession will involve the entire strategic layout, sloppy concessions and inconsistency are not desirable.

Some negotiators are eager to seek success, and they don't know the true purpose of the concession. The end result is often to push themselves into desperation, while the opponent is watching. This understanding of negotiation is very common in the industry, but it is extremely dangerous. Don't think that your kind concessions will touch each other and make the negotiations simpler and more effective. This is just a wishful thinking. In fact, on the contrary, if you do not have any required concessions, the other party will be more fearless, and will not let it go. It will imply that you make greater concessions, and it is impossible to exchange concessions for the other party's concessions. It is important to remember that the negotiating table is not a gift from friends. The core is the dispute of interests. Therefore, you should not be soft when using the concession strategy.

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