[China Glass Network] The negotiations are not only full of concessions, but also full of rejections. If there is no negotiation without concession, then no rejection will not only have no concessions, but also no negotiation. First, concession itself is a kind of rejection, because concessions are relative, conditional or limited. Imagine if someone would like to make unconditional and unrestricted concessions? Therefore, the concession of one party indicates that he has promised a certain request of the other party, and also means that he has rejected more requests from the other party. Assume that in a certain sale, Party A quotes 10 million and Party B quotes 6 million. When Party A made a concession to 9 million, it actually rejected Party B's 6 million; and when Party B made a concession to 7 million, it also meant rejecting Party A's 9 million. So the concession implies rejection.
Second, rejection itself is relative. The refusal in the negotiations is not to announce the breakdown of the negotiations and the complete failure. The refusal merely denies the other party's further request, but it implies a promise of the previous offer or concession. Moreover, refusals in negotiations are often not comprehensive. On the contrary, most refusals are often single and targeted. Therefore, some things are rejected in the negotiations, but the possibility of bargaining in other aspects is left to the other party. Take the above example, suppose the bargaining is going on. In the second round of concession, Party A will make a decision to 8.5 million, and Party B will make a concession to 7.5 million. In the third round of concession, Party A will give in to 8.2 million, and Party B will give in to At 7.8 million hours, a deadlock was formed. The two sides refused to make any concessions on the price. At this time, Party A’s 8.2 million is a rejection of Party B’s 7.8 million, and it is also a new promise that it can be sold at this price. Party B’s 7.8 million also implies these two meanings. Assume that in order to break the deadlock, Party B proposes to use the "additional conditional concession method": If Party A can advance the delivery date by 10 days, Party B can consider raising the price by another 100,000. Party A expressed appreciation for Party B's proposal, but Party A believes that if the price is set at 800, then Party B can meet the requirement of Party B's delivery 10 days in advance. Later, the two parties reached an agreement with a price of 8 million and 10 days in advance, and the handshake was completed. It can be seen that refusal does not mean closing all the doors.
The rejection in the negotiation is either "technique" or "art". It means that when the party refuses, it can't face it, and the attitude is hard to return. On the contrary, choose the right language, the right way, the right one. The timing, and there is room for it. This requires the rejection as a means, a kind of learning to explore. Here are some common rejection techniques in business negotiations:
1. Problem law. The so-called problem law is to face a series of problems in the face of excessive demands from the other side. This series of questions is enough to make the other person understand that you are not an idiot who can deceive anyone. Whether the other party answers or does not answer this series of questions, whether the other party acknowledges or does not recognize it, has made him understand that his request is too much.
For example, in a trade negotiation on a certain agricultural processing machinery in China, the Chinese side talked about the quotation of the Japanese representative, and skillfully adopted the problem law to reject it. The Chinese side has raised a total of four questions:
1 I don’t know how many companies in your country produce such products?
2 I don't know what the price of your company's products is higher than that of a certain brand in your country?
3 I don’t know how many companies in the world produce such products?
4 I don't know what the price of your company's products is higher than that of a certain brand (world brand).
These problems have surprised the Japanese representatives. They are inconvenient to answer and cannot answer. They understand that the price of their newspaper is too high. Therefore, I managed to find the steps and drastically lowered the price.
Therefore, the use of the problem method to deal with the aforementioned negotiating opponents who only pay attention to their own interests and disregard the other's life and death, is indeed a panacea.
2. Excuse law. Modern enterprises are not isolated, and their existence is inextricably linked to the outside world. In the negotiation, in the daily operation of the enterprise, sometimes there are some unsatisfiable requirements. Facing each other or coming a lot; or having been in the past for you; or your very good friends, close relatives, if you simply refuse, then your company will be retaliated, or back The notoriety of ungratefulness. A better way to deal with such objects is to use an excuse to reject them.
For example, the sales of a joint venture knitting company in Shanghai is very good. Someone took a leader's approval to find a sales manager, and bought a large batch at a price lower than the wholesale price. The sales manager looked at the noon at noon, and the spirit machine moved. He first brought the person to the dining room, entertained the meal, and said to the person: "The amount of things you want is large, the price is low, and it has exceeded my authority. But you can rest assured that this I will do everything right. You should eat first." After dinner, he said to the holder: "Your note, we want the general manager to approve. But the general manager just went to Beijing to go to the meeting. Do you go back first? After two days, I called again and asked. "This guy touched a soft nail and couldn't make a fire.
After two days, the person called to ask. The sales manager told him that he had reported to the general manager. General Manager's reply: This major event is to open a board of directors. He comforted the holders and said that he would try his best to get the board, and he would ask the holder to call and ask the situation after two weeks. As soon as the holders were so troublesome, they had already cooled a half. He understood that it was impossible for the foreigners on the board to nod their consent, so they never called the results again.
The sales manager skillfully transferred the other's attention from himself to the general manager, and then transferred to the foreign director, making him angry and nowhere.
3. Compensation method. The so-called compensation law, as the name suggests, is to give some compensation while rejecting the party. This kind of compensation is often not “spotâ€, that is, money, goods, certain interests, etc. that can be redeemed. On the contrary, it may be a promise in a future situation, or provide some kind of information (not necessarily verified and reliable). Information), a certain service (for example, the after-sales service of the product is damaged or the insurance clause of the accident, etc.). In this way, if you add something that you can't do without doing what you can't do, you can continue to maintain your friendship with you while rejecting a friend.
For example, there was a period when steel was particularly tight on the market. A company specializing in bulk steel is very prosperous. One day, a good friend of the company manager came to him and said that he needed a ton of steel urgently, and he hoped that the price would be particularly favorable, requiring a price of 10% lower than the wholesale price on the market. Because the company's intimate friendship has not been relentlessly rejected, the company manager skillfully used the compensation method to deal with this friend. He told his friends that the company's steel products are in kilotons and cannot be opened for one ton. However, you can't always let old friends run away. So he proposed that this friend go to a company that specializes in small amounts of steel. This small company has business dealings with them. He can greet the small company at a more favorable price (no doubt, this "more favorable" meaning is vague language. Because the discount is not, it will not be 10% lower than the wholesale price of the market.) He has a ton. Although this friend was rejected, he got "compensation". So with the note he wrote, he happily went to find the small company, and later bought a ton of steel at the wholesale price.
4. Conditional law. A naked refusal will inevitably worsen the relationship between the two sides. Before the refusal, you can ask the other party to meet your conditions: if the other party can meet, you can also meet the other party's requirements; if the other party can't meet, then you can't meet the other's requirements. This is the conditional refusal method.
This conditional refusal is often used by credit officers of foreign banks to refuse to issue loans to unqualified grantees.
This is a refusal to leave room. The banker must not say that the person who asks for the loan is "unreliable" or "no repayment ability". That is not in line with the professional ethics of the bank, but also means that you have broken your own financial path, because maybe the bank has looked away, these people will be in the future. Therefore, people in the bank always use the conditional law to refuse Qualified issue objects.
Rejecting the other party and letting others not ignite you, this is the power of the conditional law.
Here you can find the related products in 90% polyester 10% Cotton Dyed Fabric, we are professional manufacturer of 90% polyester 10% cotton dyed fabric,Polyester Cotton Fabric,dyed fabric.They are mainly used for pocketing,lining,shirt,work wear ,pants and fashion casual. We also can customize it according to your requirements.
We have our own weaving factory and spinning factory and the international export department as following : Jinzhou HaoRui textile Co.,Ltd. Jinzhou KangYu textile Co.,Ltd.Shijiazhuang Su Xing International Trade Co.,Ltd. With strict requirements on the quality of products, serious and responsible attitude to the customer and adhere to the principle of credibility first.We are the supplier of the HM,ZARA,UNIQLO and other famous brands.We specialize in this field for more than 20 years and we can help you to lower your purchase cost.If you have any needs about the fabric,please inform us the specification and your requirement about the products you current selling.Our company shall offer you the best price after receipt your requirements.
90 Polyester 10 Cotton Dyed Fabric
90 Polyester 10 Cotton Dyed Fabric,Dyed 90 Polyester 10 Cotton Fabric Shirt Fabric
SHIJIAZHUANG LIANGYOU TRADE CO,. LTD. , http://www.shuolanhome.com