How to improve the negotiation skills of procurement personnel, I have skills in this area now

Procurement Negotiation Skills:

1.Never try to like a sales rep but need to say he's your collaborator. (Countermeasure: Never try to appreciate a purchasing representative, but need to say that we are a community of interests.) )

2.Think of sales reps as our number one enemy. (What a terrible psychology!) Solution: Don't treat your purchasing rep as our friend. )

3.Never accept the other person's first ** and let the sales rep beg, this will provide us with a better opportunity. (Countermeasure: Don't take it lightly, don't expect to be able to close the deal once.) )

4.Feel free to use the slogan: You can do better! (This slogan is used both to motivate the purchasing reps themselves and to encourage the sales reps to make greater concessions.) Solution: Our slogan is "Let's do better together!" ”)

5.Keep a record of the lowest price and keep asking for more until the sales rep actually stops offering discounts. (Solution: Keep reminding procurement representatives of every concession we make, even if it's small.) )

6.Always think of yourself as someone's subordinate and think that the sales rep always has a superior and that superior is always likely to offer additional discounts. (Countermeasures:.)

Make it clear to the purchasing rep as early as possible that we have enough authority and that the superiors don't care about any discounts. )

7.When a sales rep readily accepts the conditions, or goes to the break room to call ** and gets approval, it can be assumed that the concession he made is easy to get and make further demands on him. (Countermeasures:.)

Obviously, don't accept even a small condition lightly at any time; After being approved in the lounge, we must delay it for a while and then be embarrassed to say that we reluctantly accept. )

8.Be smart, pretend to be wise and foolish. (This is a bit ridiculous, don't bother with him.) )

9.Don't budge until the other party doesn't raise an objection. (Countermeasure: Regardless of whether the other side will give in or not, it is necessary to raise objections in a timely and resolute manner.) )

10.Remember: when a sales rep comes to ask for something, he will definitely be prepared with some conditions to give. (Solution: As far as possible, make the procurement representative understand the "request" we make as a "give" in itself.) )

11.Remember: Sales reps are always waiting for a request from a purchasing rep. (Solution: Instead of waiting, let the purchasing rep find an opportunity to make a request.) )

12.Sales reps who demand a return are often more planned and informed. Take the time to deal with unconditional sales representatives. (Solution: Every sales rep should be more planned and have more background information.) )

13.Don't be sorry for playing bad kid's game with a sales rep. (Everyone must be sorry.) )

14.Do not hesitate to use conclusions, even if they are fake. For example:

Competitors always offer us the best**, the best circulation and payment terms. (Solution: Don't trust any of the Purchasing Representative's conclusions, just listen to them as a negotiation trick, even if the Purchasing Representative tells you as a so-called friend.) )

To be honest, the training will be the most reliable, regular training.

1) The qualifications of the first business are too harsh. 1.The purchaser's excessively harsh or targeted qualification conditions exclude other potential bidders, resulting in a shortage of effective bidders.

2.The purchaser proposes unreasonable qualification conditions due to ignorance of the market situation of the first merchant, puts forward excessively high registration capital bridge regret money, qualification or qualification requirements, or attaches unnecessary certification scope requirements.

2) The proposed procurement demand is unreasonable.

1.Preferred technical indicators: If the purchaser has "selfishness" when formulating requirements, he will always be targeted when formulating technical specifications, stipulating some specific technical indicators, and excluding some unfamiliar goods that are not "ideal".

Due to the biased or discriminatory technical indicators, many potential suppliers are not interested in participating, resulting in a narrow scope of procurement, lack of competitiveness, and the lack of support from suppliers, resulting in procurement failure.

2.Unreasonable commercial terms: Due to the tendency or discriminatory technical indicators, it is easy to arouse the doubts of the first businessman, and some purchasers use unreasonable business terms to make the unintended business "know the difficulty and retreat".

For example, unreasonable payment methods are set, some do not set up contract advance payment, and some withhold a large amount of warranty money or a long refund period; or require after-sales service response time to be too fast, resulting in geographical restrictions; Or set a very strict acceptance method, and go beyond the norm. These commercial terms often reduce the desire of the first business to participate, and thus fail to meet the ideal project requirements.

Second, the objective conditions of the market.

a) The project is unconventional or too complex and fragmented.

1.Unconventional projects are easy to lead to procurement failure due to the lack of participation. For example, in teaching instruments, medical equipment, special transportation and other projects, there have been procurement failures due to the lack of high-end professional manufacturers.

2.Some procurement projects are complex and fragmented, such as the procurement of labor protection supplies by a medical unit, from daily necessities to basic equipment are readily available and must be specially customized, and the number of each is small, and the market can not find the best business that operates these products at the same time.

2) The procurement budget is too low. At present, the procurement budget of many projects is too low, resulting in a small number of bidders participating in the bidding. The main reason for the low budget is that the budget in the procurement process is too low due to the soaring prices, the cost of various services, the purchaser did not conduct market research when preparing the budget, and the purchaser raised the procurement standards of various equipment.

The purpose of negotiation is not to defeat the other side, but to reach a balance between the two sides: seeking, killing, pressing, deceiving, conceiving, pasting, and cooperating.

Seeking price multi-party price seeking, homogeneous price comparison, same price comparison quality, homogeneous and same price comparison service bargaining Never accept once**, at least to kill twice**Price reduction Tasks** have room for compression, otherwise people will not cooperate with you to defraud Every time, let the other party know that someone else has reported a lower**concession In addition to ** later, what concessions can the other party provide Pretend to be confused at a critical time, don't put the power on you, sometimes the leader is also a shield cooperation Don't forget that the ultimate goal is to cooperate happily, so that there is tension and relaxation, Stretch and stretch.

Buyers do not only purchase one commodity, it is not necessary to understand the production process and production cost of all materials.

Negotiation skills 1, price to reduce price. Look for more than one **business**, and use the lowest ** to suppress the highest**. Generally, there is room for 5% to 15% of the bargaining.

2. Patiently listen to the product introduction of the first businessman, and find the quality defects of his first goods from the direction of the parameters he did not mention. In this way, he can make himself feel that he must reduce the price.

3. Introduce the advantages of your company. Such as demand, long-term cooperation, settlement methods, etc. Let the other party have a good impression of the company. Strengthen the desire to cooperate with each other.

4. ** cut in place at one time, it is better to produce less than more. The number should be said to be more and then less. The quality should meet your needs. We can't insist on pursuing high standards and strict requirements.

5. Communication should be polite and prioritized. After the leader finishes talking about the main body, the purchaser will determine the details according to the basic parameters. The contract should pay attention to the quantity, delivery time, quality requirements, transportation form, settlement method, dispute resolution, accident liability, etc.

I took a look at the various claims on the Internet, and it was too empty. Negotiation is a process of mutual compromise, so I think the key is to find something that is acceptable to both parties under the premise of win-win cooperation. This requires negotiators to be very familiar with the opponent and the market.

The first episode of the recently hit "Beijing Love Story" has content related to business wars, although it is "acted", but there are also thought-provoking places in it.

Find out about the surrounding markets.

Understand the best characteristics of conventional purchased products.

Read more books and newspapers on psychology.

Learn more about the Bank's industry information and the latest information.

Negotiation is to talk with people, so negotiation must study people and study people's psychology clearly. There is no standard answer to negotiation, and there is no absolute process. Because in the process of negotiation, it is actually a psychological game between the two sides, a confrontation of languages, in which there are too many uncertainties, and the situation you have designed in advance may not be realized in the negotiation, which is actually the biggest charm of negotiation.

Gong Xunwei, a procurement management expert, said: In the negotiation between procurement and businessmen, we often hear conversations like this, "In this **, in fact, we can't make any money." "Before purchasing and negotiating, we often let the business report a cost decomposition, we get the cost of a look, the cost decomposition is very detailed, the numbers in the profit column of the cost decomposition table are often very meager, some are zero, and some are even negative.

Gong Xunwei proposed that it is necessary to prepare before the negotiation:

The adequacy of the preparatory work before the negotiations has a direct impact on the outcome of the negotiations and must be done well. The main aspects are as follows:

a. Market research.

The main content is to confirm the capital, production capacity, supply capacity, product quality, commodity market share, sales situation, etc.

b. Set goals.

There are manufacturers and merchants.

Manufacturer refers to the production of goods directly to the supermarket.

Merchants can be divided into national, regional and regional businesses, such as"Master Kong instant noodles"Before negotiating, we need to set at least two or more negotiable dual goals. A reasonable goal, i.e., a win-win situation; An ideal goal, i.e. a win-win situation.

c. Bring all relevant materials and meet with decision-makers who have the right to decide.

Relevant materials include survey reports, contract texts, pens, calculators, record books and other materials and utensils based on market research information. Interviewing decision-makers with decision-making power can make a final decision on the specific content of the negotiation, which can save negotiation time and improve work efficiency.

1. Never accept the first ** and let the salesperson beg. 2. Keep a record of the lowest price (purchase price) at all times, and keep asking for more until the salesperson stops providing discounts. 3. Don't give in until the other party has raised an objection.

Conduct business training.

Practical exercises and actual combat.