Preparation stage: collect information extensively, the more information means the more initiative; Establish a negotiation team including technical experts and information collection experts, review the opponent's information, list and classify the information to be disclosed in this negotiation, and prepare small and tasteful gifts for the contacts.
Contact stage: the lion opens his mouth to make a strategic quotation to compress the expectations of the other party; Adopt HK quotation method or reduced quotation method to set the negotiation scope of this round of negotiations; At the same time, through time, consistency, social identity, internal enthusiasm of opponents, authoritative certification, product shortage and other means, put pressure on opponents. Distinguish the role of the other party
Formal negotiation: set a good tone for the negotiation, avoid price confrontation, use black and white face appropriately, pay back blows with blows to divert the attention of the West, spread false news and shirk responsibility. After the deadlock occurs, it can be solved through differentiated service presentation and detailed discussion. Don't make reciprocal concessions in negotiations, and don't be influenced by the habit of compromise.
Implementation stage: expand customers' desire to buy and prepare for the next round of cooperation. Appropriately agree to the small requirements of customers, and at the same time grab additional benefits from opponents. Praise each other's wise decision.
Real masters are trained in actual combat. In the actual large-scale negotiations, many cooperations have been fully demonstrated, because the skills of business negotiation are not omnipotent, and are mainly applicable to the negotiation of large-scale knowledge-based products/services. After three steps of searching, evaluating and seducing the other party's desire to buy, the negotiation is basically clear.