Negotiation skill - 林伟贤的谈判技巧课程

谈判技巧：

Section 1 and 2 How to win-win and Preparation of a negotiation

建立双win:谈判是商量
1
找有能力的人，从中再找有兴趣的人销售
2
找有需要的人，confirm ability to buy 建立需求,挑起欲望
3
有需求必有期望和想要的压力，要利用压力
Buyer:quality,prices,time,quantity
Seller:price,time,quality,quantity
You have to meet buyers requirement to make profits:win win
4
提供不同选择的方案，保持弹性，画出底线
5
Use phrasal anchor to set up an inspiring buying environment to buyers and target to self

6
让客户记住你，离不开你
每次谈判都可能是最后一次，故不要害怕ask for close the deal
7
Negotiator:
Need
Expectation
Guarantee
objections
Trust
Interaction
Assume tips of close
Timing
Over delivery
Relationship

Section 3: Opponent Info collection

MAIN points:

1)collection of info:

positive and negative

2) analyse info and get the authentic info only

3) know the opponents' wants and targets and try to meet their basic need

4) update info and do assessment during the whole process

5) different roles to play in a team or by only self

6) always meet win-win goal

7) psychological quality control 

Section 4

如何进行优势谈判

昨天的成功靠机会,明天的成功靠智慧

how to make more profit:

1. by selling more and produce more new products
2. by reducing costs
3. by negotiate optimal prices
4. 
   
5. TRY TO GET THE OPPONENT PRICE FIRST
6. OTHERWISE TO OPEN A HIGHER PRICE ESP IF YOU KNOW YOUR OPPONENT LITTLE: demand > TARGET(WHY: YOU MAY GET UNEXPECTED  ACCEPTANCE AND UNEXPECTED PROFIT; YOU CAN HAVE MORE SPACE FOR FORTH AND BACK TALKS)
7. TO OPEN A PROPER PRICE, YOU MUS KNOW YOUR PRODUCTS WELL AND KNOW YOUR CUSTOMERS' REQUIREMENTS WELL
8. DURING NEGOTIATION, YOU CAN REQUEST THE OPPONENT TO BE FAIR ENOUGH, OR  TO ASK FOR PERMISSIONS FROM YOUR LEADER TO PLAY TIME.
9. 夹心法：中间价 = (selling final price -buying final price)/2 + buying final price
10. WIN WIN = buyer face and seller/buyer benefits are considered 
    
    
    
    
    Section 5
    
    
    谈判的开场策略

a-Once opening price, try to handle buyers' response: with understand their FEELING, you would have the same feeling if you were the buyers and tell them what is the reasons for the prices. 
b-Create the value of the products before opening the prices.  
c- show indifference feeling for both sides, never showing your hurry to buy or sell
d. try to squeeze prices with plenty of info that you have got before
and
not showing to eager to close the deal. Once you don't bother to buy or sell, the other side has lost 1/2 good position
e. customers can be defined into three types: visual, audio and kinetic - most of them are the no. 1 and no.3
f. if no reaction and no objection, assume the deal is done and ask them:
is there any thing no clear?
Anything needed to be added?
If everything is clear and money is not a problem, quantity 5 or 6? ( possible accepted area or a little bit bigger)
g. three prices: opening price ( wishful price), possible price and bottom price
h. using product value to resolve the confrontation 
Section 6
谈判的中场策略

 Buyer: Your conditions are not good enough. keeping silence Seller: what is your best price? Buyer: giving a price Seller: in that case, we have to lower the quality of the material or ... Try to find out if the objections are excuse or real problem, if real, help them to solve it, if not, give them face but go to more details or soften their embarrassment. try to throw the ball to the opponent Don't firstly confirm the 1/2 price , ask the buyer to give the price. try to cover the profit by selling other side benefits when the price is not too good

give an assumed answer and get the real answer for the buyer/ seller
When questioned, ask them to give answer first or ask who can solve the problem in buyer side
speak less, listen more and ask right questions
don't answer questions too fast, wait and delay the answer if it is favor you or if you are not sure
The longer time the talk takes, the higher pressure to both sides; so be patient and be calm and relaxed
Section 7 蚕食黥ten
Raising conditions step by step




don't offer additional conditions or benefits for free initially
得了便宜不卖乖
每让一步,要求对方也让一步
提出要求:在人临成功/已成功的式后,在失败的时候,在对方对你有信任的时候,这个时候,人是最脆弱的时候
offering additional benefit may not bring any benefit to self. So need to take a balance. Exchange conditions are most important
don't offer more than one benefits at one time, step by steps and get back counter offers as well
don't proactively offer benefits until very necessary and ask back for more as well
the better preparation, the more advantages to negotiate and more space to squeeze prices 
Summary