Master the market (basic)

Quotation principle: Compare trade-offs to find the best point between benefits and acceptance rate

minimum acceptable level

Confirm quotation

Quotation process

Two kinds of quotation techniques: Japanese style - low price, Western European style - false high price

No questions, no answers

Answer all questions

Avoid the false and stick to the truth

Can speak but not write

Consider the other person's reaction

Pay attention to the principle of concession

Choose the ideal concession

mutual benefit

Benefit from afar and seek benefit from near

No damage at all

Take advantage of competition

Use both soft and hard tactics

post-group ultimatum

Restriction policy

Show weakness and ask for mercy

attack against attack

Narrow sense: initial deadlock, mid-term deadlock, late deadlock

Broadly speaking: deadlock during the agreement period and deadlock during the execution period

Disputes over positions and viewpoints

One side is too strong

Excessively slow and unresponsive

Low quality of personnel

information communication barriers

Procrastination by grinding and grinding

changes in external environment

try to avoid deadlock

Try to establish mutually beneficial negotiations

Indirect processing method

direct processing method

horizontal negotiation

Let’s talk again at another time

change the atmosphere

Reminiscing about the past and seeking common ground

Replacement or leadership intervention

Reply to the other party’s objections in a timely manner

Properly delay reply

Take the initiative and strike first

Flexibly adjust and change negotiation methods in a timely manner

Reject unreasonable demands and lower the other party’s target requirements

Prevent concession mistakes and master the art of negotiation