家乐福的谈判策略及KA经理的应对方法.ppt

* 家乐福常见谈判策略 及有效应对方法 BUYING TACTICS 1. ALWAYS REACT (ADVERSELY) TO A FIRST OFFER 永远反对第一个建议。Always react badly to a first quotation. This technique can be very effective if you use it systematically whenever a price is quoted. Never admit that the visibly, expressing surprise. To show o reaction is also dangerous by going along with the salesman you implicitly acknowledge that the price is a negotiating element that has already been settled. All you can do then is to fight over marginal factors, such as availability or the after-sales service. So make a habit of commenting aloud on a quotation. Expressions such as “What?” or “you mush be joking!” immediately put pressure on the opposing team, so that it has to justify its position. Regardless of your position or funding level they will say “no” and possibly act very emotionally! Either have a concessions strategy or be willing to always stay with your first offer. Remember they will be willing to punish you if you do not make concessions. 他们会: 应对方法: BUYING TACTICS 2. ALWAYS ASK FOR THE IMPOSSIBLE 永远提出不可能的要求。Do not hesitate to start by asking for much more than you expect. For one thing, even if what you ask is excessive, the other party may be quite willing to accept. And above all you reduce if necessary to show that you are willing to compromise and give your opponent the impression that he too has negotiated successfully 应对办法: Their opening position will be very high funding and little or no performance. They will expect to start with high expectations make concessions but still come out more than your original offer. 他们会: BUYING TACTICS 3. NEVER ACCEPT THE FIRST OFFER 从不接受第一个提案。Never jump at a first quotation, how incredible it is. Sometimes it is difficult to avoid doing this. Imagine, for example, that your house has been up for sale for six months, and you are beginning to despair, and suddenly you receive an offer which is just what you were hoping