家乐福的谈判策略及ka经理的应对方法

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1、家乐福常见谈判策略及有效应对方法BUYINGTACTICS1.ALWAYSREACT(ADVERSELY)TOAFIRSTOFFER永远反对第一个建议。Alwaysreactbadlytoafirstquotation.Thistechniquecanbeveryeffectiveifyouuseitsystematicallywheneverapriceisquoted.Neveradmitthatthevisibly,expressingsurprise.Toshoworeactionisalsodangerousbygoingalongwiththesalesmanyouim

2、plicitlyacknowledgethatthepriceisanegotiatingelementthathasalreadybeensettled.Allyoucandothenistofightovermarginalfactors,suchasavailabilityortheafter-salesservice.Somakeahabitofcommentingaloudonaquotation.Expressionssuchas“What?”or“youmushbejoking!”immediatelyputpressureontheopposingteam,soth

3、atithastojustifyitsposition.Regardlessofyourpositionorfundingleveltheywillsay“no”andpossiblyactveryemotionally!Eitherhaveaconcessionsstrategyorbewillingtoalwaysstaywithyourfirstoffer.Remembertheywillbewillingtopunishyouifyoudonotmakeconcessions.他们会:应对方法:BUYINGTACTICS2.ALWAYSASKFORTHEIMPOSSIBLE

4、永远提出不可能的要求。Donothesitatetostartbyaskingformuchmorethanyouexpect.Foronething,evenifwhatyouaskisexcessive,theotherpartymaybequitewillingtoaccept.Andaboveallyoureduceifnecessarytoshowthatyouarewillingtocompromiseandgiveyouropponenttheimpressionthathetoohasnegotiatedsuccessfully应对办法:Theiropeningpo

5、sitionwillbeveryhighfundingandlittleornoperformance.Theywillexpecttostartwithhighexpectationsmakeconcessionsbutstillcomeoutmorethanyouroriginaloffer.他们会:BUYINGTACTICS3.NEVERACCEPTTHEFIRSTOFFER从不接受第一个提案。Neverjumpatafirstquotation,howincredibleitis.Sometimesitisdifficulttoavoiddoingthis.Imagine,

6、forexample,thatyourhousehasbeenupforsaleforsixmonths,andyouarebeginningtodespair,andsuddenlyyoureceiveanofferwhichisjustwhatyouwerehopingfor.Itwouldbeamistaketojumpatitandconcludeimmediately.Acceptingafirstofferinthiswayisfrustratingforbothparties.Youwilltellyourselfthatintheendyoucouldhavegot

7、abetterprice,andthepurchaserwillbekickinghimselffornotofferingless,andmayevenwonderiftherearenotsomehiddensnagsbehindsuchpromptagreement.应对办法:Yourfirstofferwillberejectedcompletely!Youmusteitherhaveaconcessionstrategyorstatethisistheonl