家乐福采购谈判技巧

家乐福采购谈判技巧

Negotiation Techniques for

Carrefour Buyers

对业务员不要表现热心

Never show enthusiasm to any salesman

你的第一个反应，应是否定的

Your first offer reaction should be negative

提出不可能的要求

Make impossible requests

不要接受第一个提案，让业务员哭，这是最好的技巧

Never accept first offer, let salesman cry, this is the best trick

总是使用座右铭，你还可以做得更好 Always use the motto : “You can do better than that”

总是强调你不是老板

Always be someone’s subordinate

智慧思考----让自己像个白痴

Be intelligent--- make believe you are an idiot

不要做任何让步，除非得到相对的回馈 Never make any concessions without getting something in return

扮演公平及不公平 Play fair and unfair

不要犹豫去争论，甚至他们是无礼的 Do not hesitate to use arguments, even if they are unfounded

持续重复同样异议

Keep repeating same objections

别忘记，百分之80的收获来自最后谈判部分

Don’t forget ,80% are gained during latter part of negotiations

不要忘记，我们必须得到最多的资讯，有关你对手的个性及他的要求

Never forget ,we have to get most information about our intermediary’s personality and his requirements

总是准备停止谈判

Always be ready to break up negotiations

在僵局中，不要被对手识破！ Never get caught in a stalemate

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