Negotiation strategies and countermeasures with suppliers;
First, the supplier has a tough attitude, and is often refused to deliver the goods when the goods are out of stock in order to achieve the goal.
Countermeasures: We must analyze the threat, whether there are substitutes for this product and whether there are competitors, and at the same time hint to the supplier that threatening us will cost us, sometimes it may be the loss of this business. But don't confront each other head-on, lest the relationship deteriorate.
Second, the supplier cries for poverty, accusing your work supplier of being unwilling to make concessions, or even if he makes concessions, he wants to get favorable conditions to compensate.
Coping methods: As supermarket buyers, we should listen to their opinions carefully and recognize whether their accusations are reasonable; Or you haven't explained it clearly. If so, find an opportunity to explain to them. But first, listen sincerely and stick to your interests.
Third, suppliers delay time. Suppliers often use various methods to delay and get more information from you. For example, they want to know your final conditions, but refuse to consult the boss before making a decision.
How to deal with it: plan carefully in advance and stick to your goals. Unless both parties have the right to decide, they will not show their cards easily.
Fourth, the supplier will finally put pressure on you. At this time, they will say, I have tried my best and the price can't be lower. Take it or forget it. They do this to test your reaction and force you to make concessions in order to continue the negotiation.
How to deal with it: don't make any promises, and know that your opponent is watching you closely. There is no need to answer this question directly at this time. We should find an opportunity to continue discussing another new problem.
Suppliers often brag about how good their products are. In doing so, suppliers want to give you an illusion, make you believe in their strength, trust their credit, etc., make you rashly agree to some of their requirements, or make you make greater concessions.
Solution: Don't believe the supplier's one-sided words. If you don't fully understand the market, put it off politely. It is suggested to focus on the details of key issues in the future.
6. The supplier's sudden silence in the negotiation is to make you feel uneasy and urge you to continue talking to get useful information. It belongs to a defensive strategy of taking defense as the offensive, and it is also a means they often use in negotiations, because it is not good for them to promise you or not at this time, and they want to take this opportunity to make a difference.
Coping method: In this case, we should actively try to get the other person to express this meaning and ask if his silence means that there is still insufficient communication between us.
Seven, suppliers will use the red face/white face strategy. Sometimes suppliers will use the red face and white face strategy to win more benefits or less concessions. Through the cooperation of the two, disturb your mood and let you agree to his request.
Coping methods: according to the distance between the two sides' goals, pay less attention to the red-faced people in the negotiations, try to change the attitude of the white-faced people (people with tough attitudes), and try to explain the rationality and sufficiency of their demands.
Eight, suppliers let many people have this experience, that is, when buying clothes, the price is 1000 yuan, and you have made great efforts to push the price to 500 yuan. At this time, you may think you are a good deal, but you don't know that this dress is only worth 1000 yuan. Therefore, just because the supplier has done half the work, it cannot be considered that they are bleeding and losing money. We should evaluate whether this concession is beneficial to us according to the market and our actual situation.
How to deal with it: the supplier gives in voluntarily or easily, which proves that the supplier has negotiation intention and wants to monopolize your market. At this time, we should try to talk about lower prices or more favorable terms.
Coping methods: We must clearly understand the situation and propose to the other side that the status of the two sides in the negotiation is not equal, and the negotiation is meaningless. You can make a decision, and the other party needs to ask for instructions at different levels, asking the other party to talk to people in the same position as you, which can imply dissatisfaction with the other party's disrespect for the negotiation attitude, exert invisible psychological pressure, and lay the groundwork for future negotiations.
Suppliers are more professional than customers in their own professional fields. Market orientation and consumer decision, if suppliers can more accurately grasp the needs of consumers, they may be customers. Based on the above roles, customers should do the following when communicating with suppliers:
Learn from suppliers and try to replicate their success.
As long as the contents of core secrets are not involved, organizing the exchange of supplier systems or other activities to help suppliers replicate successful experiences can promote the growth among suppliers. The replacement of suppliers is inevitable, and so is the role change between suppliers and customers.
Enjoy the information with him.
In this era, the most precious thing is not money, not even talents, but information that talents or systems that are not talents can master or distinguish. Information sharing can shorten communication time, improve efficiency and help suppliers improve their performance. But it should be noted that * * * sharing is not complete information accumulation. First, we should have our own screening and know which ones are useful and which ones are available. Different suppliers should provide different information. Information involving confidential parts of this enterprise or other suppliers is not suitable for * * *.
Maintaining your core competitiveness is the most important thing.
Both suppliers and customers are important, but we can't rely on them completely. You can't put all your eggs in one basket, which effectively avoids the risks of business operation. For different suppliers, especially suppliers with different relationships, we should pay attention to the following points:
Uncontrollable suppliers. For example, if the purchase volume is too small, suppliers usually don't pay attention to the enterprise. This is normal, don't complain. At this time, the key point is to choose the right supplier. Large suppliers may not be very good at customer service for small purchases, but the brand reputation is high and the delivery and quality are relatively guaranteed. It is normal for shops to bully customers, and every enterprise will choose its own target customers.
Currently unstable but potential suppliers. Including delivery can not be guaranteed, the quality is not stable enough. Generally speaking, small suppliers will have similar problems. If an enterprise evaluates suppliers' willingness to cooperate and is willing to invest, it is very important to communicate and coach with such suppliers and help them manage technology, technology, quality, operation and even supply chain. If such suppliers do well, they will become the best and controllable suppliers and the best partners of enterprises.
Suppliers with special qualifications. Such as suppliers designated by customers. This kind of organization has its own advantages, and the suppliers designated by customers must have their reasons. It is best to communicate with customers clearly about the corresponding liability clauses, and ask customers to assist in communication if necessary. Monopoly industry. If you meet such a supplier, there is basically no way and no initiative. As suppliers, they usually have the power of administrative supervision, and their dominant position is given by the policy. Enterprises can only accept their fate and have no choice.