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.
外贸谈判技巧negotiation skills in foreign trade
Make your negotiation topic clear and go forward the desired target gradually.
Implement our ground plan at the beginning of the negotiation.
Know their purpose clearly and Analyze their condition to find out what is acceptable or not.
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.
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.
外商谈判风格总结 summary of negotiation styls
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.
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.
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.
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.
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.
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.
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.