行销-家乐福采购谈判技巧.ppt

家樂福採購談判技巧家樂福採購談判技巧家樂福採購談判技巧家樂福採購談判技巧Negotiation Techniques for Negotiation Techniques for Carrefour BuyersCarrefour Buyers1對業務員不要表現熱心 Never show enthusiasm to any salesman你的第一個反應，應是否定的 Your first offer reaction should be negative提出不可能的要求 Make impossible requests不要接受第一個提案，讓業務員哭，這是最好的技巧 Never accept first offer,let salesman cry,this is the best trick2總是使用座右銘，你還可以做得更好 Always use the motto：“You can do better than that”總是強調你不是老闆 Always be someones subordinate智慧思考讓自己像個白癡 Be intelligent make believe you are an idiot不要做任何讓步，除非得到相對的回饋 Never make any concessions without getting something in return3扮演公平及不公平 Play fair and unfair不要猶豫去爭論，甚至他們是無禮的 Do not hesitate to use arguments,even if they are unfounded持續重覆同樣異議 Keep repeating same objections別忘記，百分之80的收穫來自最後談判部份 Dont forget,80%are gained during latter part of negotiations 4不要忘記，我們必須得到最多的資訊有關你對手的個性及他的要求 Never forget,we have to get most information about our intermediarys personality and his requirements總是準備停止談判 Always be ready to break up negotiations在僵局中，不要被對手識破！Never get caught in a stalemate傾聽 LISTEN5