Sales negotiation target 1 The negotiation target should be determined at the negotiating table. This negotiation goal must be confirmed by the company and superior leaders, discussed within the department, or determined by itself, but it must exist.
There are five outcomes in negotiation: win and lose, so these may be your negotiation goals. For example, in the negotiation, you want to buy a 200,000 SUV, then the price and SUV are your goals, but it is possible that impulsive consumers care too much about the speed performance of the vehicle, and the price is 50,000 yuan higher, and the goal has not been achieved, so they can only make up the money. This is the case with personal consumption, so if the company purchases in bulk, it is often not as simple as 50,000 yuan. Before the negotiation, be sure to determine what the negotiation goal is and write it down in your notebook, so that you will focus on the goal closely in the negotiation and will not lose sight of one thing and another.
The goal of negotiation is what you want. What you want is in the hands of others, and what others want is in your hands. That's why everyone sat at the negotiating table and began to discuss. For example, others have the products you want, and you have the cash others want, which is a business transaction; For example, someone else has the approval from a superior, and we have the technology he wants, which is barter; For example, we buy presents for our parents every year, and our parents are very happy to see us. This is an exchange of things and emotions.
Sales negotiation objectives Part II Determination of sales negotiation objectives Factors to be considered in negotiation objectives
First, the social environment. For example, during strike negotiations, workers demand higher wages and shorter working hours, but employers are faced with not only the demands of workers and the interests of the company, but also the improvement of social living standards, people's pursuit of leisure and entertainment, and the social environment has changed, which has affected people's needs;
Second: laws and regulations, whether our requirements comply with laws and regulations, and whether laws and regulations allow our needs to be met. For example, ISO9000 quality system certification, EU product quality requirements, etc. Require export enterprises to meet product quality;
Third: the requirements of the company. In an enterprise, when negotiating on behalf of the company, individuals must know what the company's requirements are. This requires communication with different departments under the boss of the company to find out what the company's requirements are, so companies must insist that those companies can give up;
Fourth: personal requirements, what role does the individual play in the negotiation, whether it is for external display or for self-improvement, whether it is recognized by the company, or whether there are other expectations.
When determining the negotiation goal, the most important idea is: in the negotiation, one party is bound to suffer, and it is necessary to ask the other party to do something, so it is necessary to lower the goal to meet the other party's requirements. For example, my colleague wants to buy a point reading machine, so others think that the seller must ask the buyer to buy it. Actually, it is not. My colleague bought it because the children want to learn to improve their English, or the school has stipulated that they must buy a point reading machine. So the seller is under pressure, he wants to sell the product, and the buyer is also under pressure, because he wants to improve his children's English level, meet the requirements of teachers and so on. Therefore, there is pressure on both sides of the negotiation, otherwise they will not negotiate together.
You have a negotiation goal, and the other side also has a negotiation goal, so how to reach an agreement on the negotiation goals of both sides requires negotiation. If we know each other's goals and expectations, we can change our expectations or change each other's goals according to each other's goals. The final result is that we expect each other to be satisfied, and we are satisfied with each other's expected results. This is a win-win result. Are you online? Losing and procrastinating? Of the three results, the two sides could not reach an agreement.
Sales Negotiation Objectives Part III (1) Best Expectation Objectives
The optimal expectation goal refers to the ideal goal that is most beneficial to a certain negotiating party, that is, to meet the actual needs and interests of a certain party and to add value. Generally speaking, in the actual negotiation, the optimal expected goal is unattainable and rarely possible to achieve, but it is often the topic at the beginning of the negotiation, and then a relatively satisfactory result is achieved through bargaining in the negotiation process. Although it is difficult to achieve the optimal expected goal in general, it is entirely possible for an enterprise with high reputation and strong financial strength to achieve the optimal expected goal in the negotiation.
(B) the actual demand targets
The actual demand target is the negotiation target obtained by all parties involved in the negotiation after scientific demonstration, prediction and accounting based on subjective and objective factors and comprehensive consideration of various factors. This goal can be achieved by negotiators by various negotiation means, and it is related to the main or all economic interests of a negotiator and has a strong super-motivation for negotiators.
(iii) Acceptable objectives
The acceptable goal is to meet part of the needs of one negotiating party and realize part of the economic benefits. In the negotiation, due to the different conditions of the two sides, the negotiation result can only meet part of the needs of one side. This situation is entirely possible. If the negotiators fully estimate the possibility of this situation in advance, they can make the negotiations go smoothly and achieve acceptable goals. Otherwise, even the acceptable goal will not be achieved.
(4) Minimum goal
The minimum goal is what one side of the negotiation must achieve. When the conditions put forward by the other side of the negotiation can't reach this goal, they can't give in. This goal is non-negotiable, and successful negotiation must be based on the realization of this level of goal. The minimum target is lower than the acceptable target, which is a random value between the actual demand target and the minimum target. The minimum goal is the clearly defined limit value of the lowest interest that a negotiating party can achieve based on various factors.