Different Strategies for Bargain
Chaffer is very frequent in purchasing.In different situation,we need to use diverse way to bargain.Let's have a look.
Strategy "Good cop,bad cop"
There are usually two people negotiating with the customer about the price.One insists that the price cannot be lowered anymore,the other one comes to mediate and say something like "Since it has come to this,we have got to reconsider the price. " Then the one who has firm stand will storm off leaving another one with the customer until they finish the negotiation.It leads the purchaser to seemly gentler environment which makes it harder to negotiate.It’s usually used in face-to-face bargaining.
Strategy "I need instructions from the boss"
The purchaser insists and trader cannot come up with the better excuse then the trader will say - "The price is out of the reach of my imagination and I need instrution from my boss." Afterwards,the trader will discuss with others and then continue the negotiation.
There are lots of factors involved in the negotiation including the price,delivery time,transportation,currency,terms of payment as well as qualification.Therefore we can choose one of the factors with the price to push the customers and lead to a negotiation that is good for us.
For example,the purchaser insists that the price have to be $8.22/pc.Then the supplier say "If you insist on the price,we will ask for a change of terms of payment to 'T/T in advance' to try to make up the loss caused by loans." This is what we called restriction using "price" and "terms of payment". Apart from this,we often negotiate with the purchasers using exchange rate,raw materials costs and delivery time.
Strategy "Play it cool"
When the customers expect a favorable price,we can "vanish" temporarily and act slowerly than the customers do.This strategy requires not only high-level skills but also adequate self-confidence from the salesman.Few people use this strategy because it requires self-confidence in the products and the market as well as your "enemy".It just feels like watching a spy drama.
The above are the usual strategies that we will use .It is not difficult to find that all these strategies have a similarity that we should learn to create the opportunities to master the negotiation.So we should notice a pricipal of “Skillfully create the opportunities to be in charge”.It is not only about the timing but also if the timing is appropriate.What is the best timing anyway?
For example,you go to buy clothes and the boss say the clothes are 1000 yuan.You bargain down to 500 yuan.And the boss happily sell the clothes to you.Then you think you buy it at a high cost and "this clothes worth less than 300 yuan".On the contrary,the boss refused you by saying:"500 yuan?Nonsense!I can't even buy it!", then your psychological suggestion affects your choices and you doubt that if it is wrong to have 500.Even if you buy it at 500 yuan,but the satisfaction through bargaining is more fulfilling than the first situation.
It requires the traders to enhance the difficulties of negotiation artifically in order to get customers some pressure so that even if the result is the same ,it can make them misunderstand that it is their abilities that make up the result of negotiation. And such kind of pleasure and achievement is far more important than we can received from price.