And to find new entry points or more appropriate negotiation opportunities 8. Negotiate to avoid rupture, and do not rashly decide
Experienced procurement staff, will not let the negotiations completely broken, or do not have to negotiate, he always give the other side to stay a little retreat, on the other hand, the buyer must be clear, did not reach an agreement than barely agreed, Infinite trouble. 9. Try to be a good listener
Purchasers should try to listen to the supplier's speech, from their words and body language, you can listen to their strengths and weaknesses, but also to understand their negotiating position. 10. Try to speak from each other's position
Successful negotiations are carried out in a harmonious atmosphere, in the same conditions of negotiation, to stand on each other's position to explain, let the other side: the premise of the transaction is that both sides can get the desired benefits. 11. to retreat
Some things may go beyond the scope of the purchasing staff or the scope of knowledge, procurement staff should not be too hasty, should not put their own right or understand something, make a decision should not make. At this point is not anti-retreat, consult the leadership or colleagues to find out the facts, and then answer or decided not later. Hasty rush decisions are usually not very good decisions, the wise is always the first thought, and then make a decision. 12. The conversation focused on our strong point (sales volume, market share growth, etc.)
Tell the other company my current and future development and objectives, so that suppliers have enthusiasm for my company, are interested. Do not talk too much about our weaknesses, a supplier of negotiators will attack your weaknesses to reduce your strengths. 13. Speak with data to improve authority
No matter what time to be based on facts. The fact is mainly to make full use of accurate data analysis, such as sales analysis, market share analysis, category performance analysis, gross profit analysis, horizontal and vertical comparison.