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外贸谈判技巧以及外商谈判风格大总结 Negotiation Strategies and Styles

编辑: 日期:2016-04-30收藏(Bookmark)

 在外贸生意最常用的方式是就是在各种交易会中与客户面谈了,今天阿连又带来一波实用干货——外贸谈判技巧以及外商谈判风格大总结! Fvw世界买家网

In the foreign trade, the most common way is negotiating with customers face to face in various trades fair. Today I want to share with you some useful tips, the summary of the negotiation strategies and styles.Fvw世界买家网

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外贸谈判技巧negotiation skills in foreign trade

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(1) 谈判主题要明确,在谈判中逐步推向预定的谈判目标。Fvw世界买家网

Make your negotiation topic clear and go forward the desired target gradually. Fvw世界买家网

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(2) 谈判开始以贯彻我方的草案为依据。Fvw世界买家网

Implement our ground plan at the beginning of the negotiation.Fvw世界买家网

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(3) 搞清对方意图,分析对方的条件,那些可以同意,那些不可以同意。Fvw世界买家网

Know their purpose clearly and Analyze their condition to find out what is acceptable or not.Fvw世界买家网

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(4) 注意说话方式,不要简单的用“行”或“不行”来回答对方,用专业Fvw世界买家网

的行话来说明,这样能起到事半功倍的效果。Fvw世界买家网

Pay attention to the manner you speak. Don’t only use “Yes” or “no” to replay, but say some professional jargon. Then you can add to a multiplier effect.Fvw世界买家网

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(5) 注意底价保密,尽量不要让对方知道;对于对方的杀价,不要用简单Fvw世界买家网

的“不可能”来回答,要问清楚对方说的这个价格包含什么备件,什么样的质量,什么样的标准......找出对方杀价的漏洞,给予对方说明情况,这要求主谈人必须精通专业技术。Fvw世界买家网

Be careful of the security of floor price, and don’t slip it to them. When bargaining, don’t just say “impossible’” but ask them clearly of the spare parts, quality and standard under the price. Find out the gaps and explain to them, which require you to posses the professional skills. Fvw世界买家网

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外商谈判风格总结 summary of negotiation styls

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Fvw世界买家网

(1) 日本:日商注重面对面地接触洽谈并且很重视人际关系。在商务谈判中,日商很注意对方的感情、语气、语调等细微变化和反应,很会避开正面争执或尴尬局面,会用间接语句来表示不同意你的观点。日本人对外贸易一般多以集体商定为准,他们习惯于长期可靠、面面俱到的合同条款商谈,一旦达成协议,习惯于就事论事、私下解决问题,不主张到公证机关去解决。Fvw世界买家网

In Japan : they are very stick to face to face negotiation and think the human relation matters a lot. During the business negotiation, they very care about the slight change and reaction of other’s emotion, tone and intonation, and they are good at avoiding spot argument and awkward situation by using indirect sentence to suggest they disagree with your ideas. Japanese are based on the group negotiation in the foreign trade. They are used to secular, reliable and multifaceted contract terms, so once the agreement is reached, they are used to taking the matter on its merits, solve the problems personally as well as not advocating go to the notary organs.Fvw世界买家网


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(2) 美国:美国人喜欢边吃边谈,一般洽谈商务,最好在吃早餐时开始。同美国人谈生意,不必拘于礼节。美国人一般外向热情、自信果断,在贸易谈判中,以取得最大效益为目的。美国人还对包装极感兴趣,谈判时他们很重视包装。
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In America : they prefer to eat while talking, so it’s better to start the negotiation at the breakfast time. When trading with American, don’t pay much attention to the manner. They usually are enthusiastic, confident and decisive, so they are aim to earn the most profit in the negotiation. What’s morem, they are very interested in packages, and care about it very much in negotiation.Fvw世界买家网

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(3) 英国:英国人一般对准备工作做的不是很充分,但有自己的特点:讲礼仪,友好并使人感到愉快。同英国人谈生意有三忌:一是不要佩带有条纹的领带,二是不要以英国皇室的私事作为话题,三是不要直称他们是英国人,要说“大不列颠人”,这样会使他们非常高兴。Fvw世界买家网

In Britain : They won’t make much preparation, but they have their own characteristics that they are polite and friendly. There are three things you should never do. First, don’t wear the streaky ties. Second, don’t use the private affairs of the Britain royal family as your topic. Third, don’t call them English but Briton which would please them.Fvw世界买家网

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(4) 法国:法国人不喜欢你提过多的个人问题,特别是私事。法国人喜欢用法语作为谈判语言,喜欢先就主要交易条件达成协议,然后才谈合同条文,并在谈判中反复多次地提及交易的全部条款内容。Fvw世界买家网

In France : They don’t like mention too much about your individual problems, especially your privacy. They prefer to speak French as the negotiation language and make agreement in the main trade terms, then talk about the contract terms. Additionally, they would mention the content of all trade provisions many times.Fvw世界买家网

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(5) 德国:德国人做事很严谨,很少和你讨价还价;他们比较缺乏灵活性,不会做出重大让步。德国人注重选择合适的谈判对象,很善于和你一起去解决问题。他们重视体面,注意形式,对有头衔的商人,一定要称呼他的头衔。另外,见面和告别时要和他们握手。Fvw世界买家网

In Germany : they are very cautious and seldom bargain. But they are lack of flexibility, so they would not make great compromise. And they are good at selecting the suitable negotiation object and solve problems with you together. They take the manner and form into consideration. So to the titled businessmen, remember to call their title. Additionally, shake hands with them when greeting or saying goodbye.Fvw世界买家网

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(6) 北欧:北欧(芬兰,瑞典,丹麦,挪威等)一些国家商人比美法商人都文静得多,谈判开始常常沉默不语,听你说完后才提出他的问题。他们谈吐坦率,善于发现并抓住能达成生意的机会。并且看重老牌公司,如果你的公司是成立很久的,一定不要忘了告诉他们。Fvw世界买家网

In Nordic : like Finland, Sweden, Denmark and Norway, they are quieter than American or French businessmen.  They would keep silent at the beginning but come up with their question after you finish your speaking and they do well in find out.  They talk frankly and seize the chance to make a deal. They are fond of established company, so if your company has a long history, don’t forget to inform them.Fvw世界买家网

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(7) 加拿大、澳大利亚:他们不喜欢做薄利多销的生意,喜欢有决策权的人来和他们谈判,不喜欢价格变来变去,喜欢长期合作。Fvw世界买家网

In Canada and Austria : they don’t like doing Business with quick return and small margin but like negotiate with decisive people who won’t change the price regularly. They are fond of long- term cooperation.Fvw世界买家网

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