How to become a qualified sourcing engineer

Click:3636Time:2015-08-31 13:47:55

Purchasing price negotiation is a process of bargaining between buyers and suppliers. For the procurement staff, is to lower prices; and for the clerk, is to offer. While the buyer demand should grasp the five skills. The first kind of skills: bargaining skills 1, to be flexible In price negotiations, should pay attention to price elasticity. For the procurement staff, avoid the disorderly price; bargain, don't start out at the lowest price. The former lets the human think is in the "daylight robbery", while the latter is due to the loss of elasticity in a passive position, let a person feel less smart, so that price negotiations there any room. 2, gather parts into a whole Procurement staff in the bargain can be concentrated from the price, gather parts into a whole. This can cause relatively high prices in the psychological cause of the supplier, the price will be better than a small number of transactions. The main content of this offer is converted into the price of large units, increase the unit of measurement. Such as: the "kg" to "t"; "two" to "kg"; "month" to "year"; "day" to "month"; "hour" to "days"; "seconds" to "hours", etc.. 3, go all the way The so-called "conquer", namely the purchasing personnel should use a superior bargaining power. Usually the supplier does not automatically cut, the purchaser must fight. However, the supplier's price cuts will be determined by the object of the negotiation. Therefore, if the buyer is not satisfied with the results of the bargaining, at this time should be required to negotiate with suppliers and suppliers. When the buyer increases the level of bargaining, the seller has a feeling of respect, may agree to raise the price of the price. If a huge amount of procurement, procurement personnel even further request higher Supervisor (such as purchasing manager and even deputy general manager and general manager) invitation to the seller's business executives (such as business manager, interviews, or directly by the buyer's executives and other senior executives directly to words, a move that often work well. Because, the top executives not only bargaining skills and negotiation skills, huge social relations and the status of the noble, even with the seller's business operators have mutual investment or business relations. Therefore, usually just say hello, you can get unexpected bargaining effect. 4, oppression prices The so-called oppression price, is the case of the buyer in the case, in order to stress the way to reduce the price of the supplier, does not seek advice from the supplier. This is usually in the seller in the poor sales of the products, or competition is very intense, resulting in losses and profits are meager, in order to improve the profitability and resorted to the killer. When purchasing personnel usually follow the company's emergency measures, notify the supplier since the date for a specific price number; if the original suppliers, lack of willingness to cooperate and immediately replaced sources of supply. Of course, this kind of intense price means will destroy the harmonious relationship between supply and demand sides of the; when the market improves, originally settling supplier, not "tit for tat" raise prices, is to seek development, so supply and demand difficult to maintain for a long time. 5, Qiaoshanzhenhu In the price negotiations, the other side of the crisis, which can be forced to cut prices. By suggesting that the other side of the adverse factors, so that the other side in the price of passive, is conducive to their own price to get recognition. This is the technique of the bargain. But must go beyond, but also to give a person a "timely" feeling, let suppliers feel not Schadenfreude, looting, but sincerely want to cooperation, want to give help -- that is, of course, is conducive to the mutual help, then counter-offer will convene to justice the. Second skills: skills and price concessions A bargain, skill The price negotiation skills are as follows: Two, concession skills Procurement staff should be aware of the concession skills are as follows. ] cautious concessions, to make them aware of your every concession is difficult, so that the other than full of expectations; and the rate of one every concession can not be too large. ] try to force each other on the key issues in advance concessions, and the party is in the strong request of the opponent, in secondary or minor concessions. - don't make unnecessary concessions, each concession will need each other with certain conditions of exchange. - know your opponent's real situation, stick to their positions in other much-needed conditions. - prior to the compromise plan, all the concessions should be ordered. And will have the actual value and the actual value of the condition of the other not to open, in different stages and conditions of use. Third skills: bargaining skills A, at large the better to apprehend him Because both the balance of power, not to win, so it must be the battle of wits. Procurement staff should try to buy hide will, obviously not reveal non buy don't mind; otherwise if supplier wised up to buy the situation will make procurement staff at a disadvantage. So, at this time the purchasing personnel should take "attitude, proceed from be neither friendly nor aloof" tentative inquiry. If we can determine the suppliers have strong willingness to sell, then ask for a lower price, and make not promised to immediately give up or otherwise seek other sources of intention, usually if the procurement personnel bid is too low, no sales supplier will, is not required procurement personnel increase; if supplies business although want to sell, but the profit is too low, which requires procurement personnel, as appropriate, increase. At this point, the demand for the procurement staff is quite urgent, should be agreed to a slightly increase the price, the rapid turnover; if the purchase is not an urgent need, can show that the meaning of no increase, the supplier is likely to agree with the buyer's low-cost requirements. Two, the difference between As a result of the buyers and sellers bargaining, there is a gap. If the parties have conflicting, the transaction aborted: procurement staff unable to obtain the required goods, suppliers lose the profit opportunities. Therefore, in order to facilitate the success of the two sides, the best way is to take the "moderate" approach, the difference between the price of the two sides, each half. Three, tactical When the supplier is dominant, the positive effect is not good, so it is time to take a detour tactics to work. [case] A supermarket in the local agent to buy a certain cosmetics, found that the price was more expensive than the same company's purchase price. The supermarket general manager agent explained the whole story, and be sold to the same industry price. But the total agent failed to explain the reason, also do not want to cut prices. Therefore, the procurement staff on the original state of the country of a trader, first in the country to buy the cosmetics, and then transported to the supermarket. Because of the high profit of the total agent, this kind of transport arrangement although the cost increases, but the total cost is cheaper than the price of the purchase price through the general agent. Of course, the success of such a move back tactics depends on whether the operation is feasible. Some of the original factory to restrict the sale of goods, the implementation of the tactics is difficult to implement. Four, press forward to the enemy's capital Some single source of the agents, to purchasing personnel bargaining requirements, a pair of "Jiang Taigong fishing, those who are willing to hook" attitude, procurement personnel have been insulting. At this time, if we can get rid of the agents, to seek the original manufacturer's quotation will be good. [case] A supermarket intends to purchase a number of fitness equipment, the total agents offer, although repeatedly invited to bargaining, but total agents but always excuses. Do not cut theme. Later, when the procurement staff to consult the product catalog, then send a fax to the original price 12% to the original factory. In fact, it just kept wanting to try psychology. But the next day the original call to agree to a reduction of the purchasing staff, excited, tread. From the above examples, we can see that the procurement staff for the so-called general agent should be in the process of bargaining to identify the actual situation. Because some of the vendors claiming to be the total agent, in fact, did not sign any contract or agreement with foreign factories, just want to borrow the name of the total agent, to obtain excess profits. Therefore, when the procurement staff to foreign original factory inquiry, most will get an echo. However, in the production, marketing separation system is quite serious country, such as Japan, then moved back to the tactical will not enter. Because the original factory will usually be forwarded to the inquiry of the local agents, will not make their own price. Five, underdog attitude In a disadvantage situation, the purchasing personnel should sympathy and support to the "underdog" attitude for suppliers. The bargaining procurement personnel do not have the ability with suppliers, sometimes with budget shortfalls as an excuse, request the supplier agrees to under the limited cost and grudgingly will sell his goods, and achieve the sale. On the one hand the purchaser must cast "emotionally moving" bargaining Kung Fu; on the other hand verbal commitments in the future "gratitude", in exchange for "supplier" there will be ample time to. At this time, if the supplier is not to lose everything, just cut the original high profits, both parties may clinch a deal; if the procurement personnel budget distance from the supplier price too far, suppliers will because unprofitable, for the demands of the procurement personnel. Six, a fundamental solution In order to avoid the supplier is the advantage of profiteering, purchasing personnel should be agreed to let the suppliers have a reasonable profit, otherwise random bargain still given to supplier opportunity. As a result, it is usually the buyer should ask the supplier to provide all the cost information. In terms of foreign goods, please total agents provide all import documents, in order to check the real cost, then add beg for a reasonable profit as the purchase price. Fourth skills: press forward to the enemy's capital Even when inflation and price rise, direct bargaining can still achieve the function of lowering prices. Therefore, in the process of the negotiation, the buyer can negotiate directly with the buyer. The specific techniques are as follows: four. Skill one: to order When the supply increases the price, it is often not willing to spend too much time on repeated bargaining. So if the original customer, then you can use this point, the use of the original price to buy. Skill two: direct description of the default price In the process of bargaining, purchasing personnel can directly show the default reserve price, so that the supplier can make a closer to the price of the reserve price, and then ask the other side price. Tip three: do not leave This method can be applied to: when the buyer does not want to bargain; when the bargaining result has reached the price limit for the purchase price. Skill four: the reason for the increase in the price of the price Suppliers to raise prices, often to the raw material prices, wages increased, profit is too thin, and other reasons. Procurement staff in the bargaining negotiations, to respond to any unreasonable increase in price, so that the opportunity to ask the supplier to cut prices. Fifth skills: indirect bargaining skills One, for the price of bargaining skills In the process of bargaining, it can be negotiated in an indirect way. Procurement staff can be negotiated with the following three techniques. - don't rush into the theme of bargaining. At the beginning of the negotiations, it is better to talk about some of the more than the topic. Take to know each other around things, and make the two sides relaxed mood, and then slowly introduce the theme. . The use of "low posture". In the negotiated price, the price of the supplier, as far as possible, said the difficulty, say "ah" "no way!" Other words, sympathize with each other at a low position to win. - avoid letter or telephone bargaining, and require face-to-face contact. Face to face negotiations, communication effect is better, often through body language, facial expression to suit each other, and then ask the other side to compromise, to be cut. Two, for the non price factors bargaining skills In the process of negotiation, in addition to the above price, the purchasing staff can use other non price factors to negotiate. The specific techniques are as follows. 1, in consultation with the supplier to share the service and other expenses When the supplier decides to raise the price, and not to change, the purchasing personnel should not give up the negotiation, but can change the bargaining policy, for other non price part of the requirements to obtain compensation. The most obvious example is to require the supplier to provide after-sales service, such as large appliances maintenance, delivery, etc.. In general transactions, the supplier will usually be the maintenance of the cost of delivery to the price, so that the procurement staff to ignore the cost. So when the supplier is determined to raise the price, the buyer may require the supplier to bear all the cost of maintenance, and not to pass on the cost. So can also indirectly achieve the bargaining function. 2, make good use of "compromise" skills In the high price of the supplier, the procurement staff to continue to negotiate, often can not achieve the effect. At this point can be used to compromise skills, the less important details, can be appropriate concessions, and then ask the other side from the compromise. This can also indirectly reach the bargaining function. But the need to pay attention to the use of compromise techniques. The one doing a little bit of compromise, so that it can have some room for compromise. The compromise immediately ask for feedback compensation. The views even agree with each other, do not promise too fast. The record of each place of compromise, for reference. 3, the use of focused listening and moderate attitude to win the other side In the course of negotiation, the buyer should listen carefully to the other side to explain, in the fight for the rights and interests, can use the other party's information or regulations, to carry out reasonable negotiations. Namely, "said Daniel, move, restrain by law".

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