买方的价格区域
底价 底价
最低报价
可能成交的区域
谈判区域
卖方的首次出价
买方底价
可能达成 协议的区域
买方的首次出价
卖方底价
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❖Common ways to establish a quotation price:
❖Assess the market situation at home or abroad, the competitors’ price level, set a range of prices to quote;
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Bargaining process
❖Key pgies for making
quotations; ❖2. indicators for the end of a bargain; ❖3. tactics and skills for making counter-
quotations ❖4. principles and strategies for making
compromises
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❖The bargaining phase is the core and most difficult stage in the whole negotiation process.
❖Set a bottom line as the last line of defense in the negotiation;
❖Decide the initial level for the quotation. ❖The seller can ask a sky-high price; the
❖The quoters should consider their own interests and the demand and supply of the relevant commodity in the market.
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价格谈判与价格谈判区间
买卖双方的价格区域
卖方的价格区域
最高报价
可能成交的区域
.
psychological pricing
❖Units of measurement: RMB-Euro/Dollar ❖3 Dollar--- 20 Yuan exchange rate汇率 ❖换算单位 kilo---pound
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Guidelines for making a quotation
❖The principle of making a quotation in business negotiation is “to sell dear” or “to buy cheap”.
❖The seller should try to present his quotation at the highest price acceptable to the buyer; the buyer should bid for the lowest price bearable to the seller.
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Differentiation
❖This strategy allows a company to buy or sell the same product at different prices based on their grades, quantity, delivery destination, shipment, methods of payment and other related factors.
❖Each side may modify its original objectives, establish a basic framework for the negotiation agreement, adjust its own strategies.
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❖The negotiators’ ability to use their wisdom, strategies and skills in a correct, effective and flexible way will determine how well they can realize their final goals.
buyer can make a rock-bottom offer.
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Quoting strategies
❖Be explicit and specific ❖be decisive and resolute ❖offer no explanation ❖use differentiation (区别报价法) ❖use psychological pricing(心理定价法) ❖use midway price changes……
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The definition of quotation
❖Narrowly: it is a way to indicate a particular price at which one party will buy or sell the specific commodity.
❖Broadly: including other terms and conditions for a deal: the name of the commodity, quality, quantity, price, packaging, shipping, insurance, payment terms, inspections, claims索赔, arbitration 仲裁…
❖All negotiating parties confer about substantive(实质性的) issues and items.
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❖In the bargaining phase, each negotiating party measures its own strength, intelligence and strategies against those of its counterpart.