The main contents of business negotiation are price, delivery date, payment method and guarantee conditions, and the price factor is the focus of negotiation. In the negotiation, quotation is an indispensable central link. So, who should bid first? Is it better to quote first or later? Are there any other quotation methods?
Now, let's talk about these issues in detail.
Conventionally, the initiator of the negotiation should make an offer first, and between the bidder and the tenderer, and between the seller and the buyer, the seller should make an offer first. The advantage of quoting first is that it can influence and restrict the other party first, limit the negotiation to a certain framework, and finally reach an agreement on this basis. For example, if you quote 10000 yuan, it is difficult for your opponent to expect a counter-offer 1000 yuan. Clothing vendors in some areas in the south mostly quote first, and the price they quote is generally two or even several times higher than the price that customers intend to pay. If the shirts of 1 are sold to 60 yuan, the vendors will be satisfied, but they offer 160 yuan. Considering that few people are ashamed to hack into 60 yuan, if only one person is willing to bargain on the basis of 160 yuan a day, vendors can make a profit.
Of course, the seller must have a "degree" before making an offer, and the other party should not disdain to negotiate-if you go to the market and ask the hawker how much the eggs are 1 kg, and the hawker replies that 300 yuan has 1 kg, do you still have to bargain with him? Although it is beneficial to quote first, it also reveals some information, so that after listening to it, the other party can compare the hidden price with it, and then make adjustments: if it is appropriate, make the final decision, and if it is not appropriate, bargain by various means.
When Edison, a famous American inventor, worked as an electrical technician in a company, one of his inventions was patented. The manager of the company expressed his willingness to buy the patent right and asked him how much it cost. At that time, Edison thought it would be nice if he could sell it for $5,000, but he didn't say. He just urged the manager to say, "You must know the value of my invention patent right to the company, so please tell me the price yourself!" The manager quoted, "How about 400 thousand?" What else can we do? Of course, the negotiations ended smoothly without any difficulties. Edison therefore received an unexpected sum of money, which provided funds for future inventions.
Quoting first and quoting later have their own advantages and disadvantages. Deciding whether to "take the lead" or "take the lead" in negotiations must be handled flexibly according to different situations. Generally speaking, if you are fully prepared and have self-knowledge, you must strive for the first quotation; If you are not an expert, but the other party is, then you just hold your horses, make a quotation, get information from the other party's quotation, and correct your ideas in time; If your negotiation partner is an amateur, then whether you are an expert or an amateur, you should make an offer first and try to contain and induce the other party. Most experienced suppliers in the free market are well aware of this. When customers are smart housewives, they will adopt the technology of bidding first to prepare the other party to lower the price; When customers are in a hurry, most of them will ask each other "how much to give" first, because the other party may quote a higher price than the manufacturer expected.
Quoting first and then quoting is a strategic issue, and some special quoting methods involve language skills. The same quotation, using different expressions, has different effects. The following example illustrates this point. In order to mobilize liquefied petroleum gas users to participate in insurance, the provincial insurance company publicized that if you participate in liquefied petroleum gas insurance, you will only pay one yuan a day, and you will get up to 10,000 yuan in insurance compensation in case of an accident. This statement uses the method of "sub-quotation" It is a price decomposition technology, which takes the concept of quantity or service time of goods as divisor and the price of goods as dividend to get a small number of price quotient, which makes buyers feel cheap and cheap to the original price. If you pay an insurance premium of 365 yuan a year, the effect will be much worse. Because people think 365 is a big number. And using the "partial quotation method" to say that paying one yuan a day sounds psychologically acceptable.
From this point of view, since there is a "partial quotation method", there will also be an "addition quotation method". Sometimes we are afraid that the high price will scare away customers, so we will break down the price into several levels and put it forward step by step, so that several quotations will add up to the high price that we originally wanted to quote at one time. For example, the stationery store sells a set of pen, ink, paper and inkstone to the painter. If he pays a high price at once, the painter may not buy it at all. But stationery vendors can quote first, and the asking price is very low; Talk about the ink price after the transaction, and the asking price is not high; When the pens and ink are sold out, we will talk about the price of paper and the price of inkstone to raise the price. The painter has bought pen and ink, so he naturally wants to "match Jackie Chan" and can't bear to give up paper and inkstone, so it is difficult to make concessions on the price in the negotiation.
□ Using the "additional quotation method", the seller mostly relies on the series combination and collocation of the goods sold. Once the buyer has bought the component 1, it is impossible to give up components 2 and 3. In view of this situation, as a buyer, we should consider the serialization characteristics of goods before the negotiation, and discover the seller's attempt to "add quotation" in time during the negotiation process to defeat this "temptation". A good salesperson rarely asks directly "What price do you want?" On the contrary, he would quietly say, "I know that you are an expert and experienced, and you can't pay the price of 20 yuan at all, but you can't buy it at the price of 15 yuan." These words seem easy to say, but they are all quotations. In a few words, limit the price to 15 to 20 yuan. This quotation method with both upper and lower limits conveys the message that bargaining is allowed, but it must be within a certain range. For example, in the above example, the range of bargaining is virtually defined between 15 and 20 yuan.
In addition, negotiators sometimes don't quote first because of their own plans. At this time, it is necessary to persuade the other party to make an offer first. There are many ways to stimulate people, and there is only one strange trick here-deliberately saying the wrong thing to get the other person's information. If both sides beat around the bush and refuse to bid first, you might as well suddenly say, "Oh! I know you must have come up with 30 yuan! " The other party may argue at this time: "What makes you say that? I only want 20 yuan. " With such an excuse, he actually quoted the price first, and you can bargain on this basis. From the above description, we can see that the quotation in business negotiation is somewhat similar to commodity pricing, and in some ways, it can be said that the quotation in negotiation is a disguised commodity pricing, so the quotation skills in negotiation can learn from the methods and strategies of commodity pricing.
Generally, the other party will not give you the price, even if it does, there are considerable reservations.
You just need to quote yourself.
The principle of quotation is:
First, don't try to test each other's bottom line with price, which is very dangerous and easy to lose credibility.
Second, strive for accurate prices and determine your own profits according to the quality and novelty of products. When the profit is determined, the price will naturally come out.
Third, make a one-time offer as much as possible. If it is further lowered, it will be adjusted to 1%-3%. In this case, even if you can't do it, you are an honest and trustworthy person in the eyes of customers.
Fourth, the quotation should be as detailed as possible, with more technical parameters. Prove that you are a professional, and no one wants to deal with a salesman who knows nothing.
Fifth, pay attention to timeliness, protect yourself as much as possible in the quotation terms, and consider the price adjustment and exchange rate changes of some key materials as much as possible.
Sixth, pay attention to the payment method. Some payment methods that you can't accept are best indicated, so don't waste everyone's time.
If the other party makes an offer, you can understand it in reverse.
Ask him to provide the reverse clauses of the above items as much as possible.