During the negotiation process, e-commerce companies should be able to advance and retreat in moderation and gradually put pressure on the other party. If they directly and forcefully put pressure on the other party, it will easily lead to the breakdown of the negotiation. In short, e-commerce companies should be able to advance when they should advance and retreat when they should retreat, grasp the principled issues and not relax, and cleverly use various means to gradually put pressure on the other party.
No matter what kind of negotiation, both parties are under pressure. This pressure comes from the pursuit of their respective goals and the grasp of time. For example, both parties often want to reach a negotiation within a certain period of time, and once the negotiation reaches a deadlock, it will slow down the entire process.
In addition, information sources are also a source of pressure, because whoever has more information is closer to success. During the negotiation process, physical pressure is also very obvious, especially in tense and conflicting negotiations, which can easily make people feel tired and hope that the negotiation will end early.
E-commerce companies can cleverly put pressure on the other party based on the above pressure to achieve the goal of taking the initiative. So, what are the measures to put pressure on suppliers?
(1) Strong pressure
In negotiations, it is a good practice to adopt a strong pressure posture to lower the other party’s expectations. For example, e-commerce companies can “reveal” their purchasing budget to suppliers based on their quotations, and at the same time make suppliers believe that they are in an advantageous position, that there are multiple suppliers waiting to supply, and that the other party’s products are not necessarily in short supply. This will allow suppliers to feel the pressure from competitors and make concessions.
(2) Make good use of third parties
During the negotiation process, the two parties may find it difficult to reach an agreement on certain issues. At this time, e-commerce companies can make good use of third parties to encourage suppliers to make concessions. For example, they can send out “hero invitations” to invite other suppliers to participate in the supply, or express that they have adopted new processes and the demand for goods is no longer strong, but if the supplier is willing to make concessions, the cooperation can still proceed. In short, e-commerce companies should make good use of third parties to make suppliers feel pressure.
(3) Issue an ultimatum
When the negotiation enters a stalemate, e-commerce companies can unexpectedly issue an ultimatum to suppliers, while showing a firm and unquestionable attitude and using real actions to demonstrate the execution of the ultimatum. It should be noted that the person who puts pressure on suppliers with ultimatums must be the top leader of the e-commerce company, so that it will be convincing.
Emotional pressure
Raising the volume, being furious, walking out, leaving the scene angrily, keeping silent, and making silent threats can also be a way to put pressure on the other party. But the premise is that the e-commerce company must know a mistake or weakness of the supplier. Even if you leave angrily, it does not mean that you really give up the negotiation, but just let the other party feel your determination.
(5) Moderate concession
Any negotiation is a process of constant compromise between the two parties. Putting pressure on the other party does not mean always being strong, but making certain concessions when appropriate, which can also be regarded as a kind of pressure on the other party. For e-commerce companies, their own concessions are often accompanied by the other party’s compromise. This is a possibility. However, concessions may also cause the other party to constantly make new demands and challenge the bottom line, or the other party may think that such concessions are insignificant and have little meaning for the negotiation.
In other words, concessions may not necessarily make the other party feel pressured, but will make them feel more relaxed. This can easily cause the negotiation to lose direction and the e-commerce company to lose the initiative. Therefore, moderate concessions are also conditional.
During the negotiation process, e-commerce companies must be able to advance and retreat, and gradually put pressure on the other party, so that they can grasp the initiative and achieve the purpose of understanding the situation and making arrangements. E-commerce companies must also cleverly turn disadvantages into advantages and take the initiative into their own hands, so that they can maximize their own interests even at a disadvantage.
Tips
Putting pressure on the other party is not to force the other party to compromise, but to urge the other party to make a decision as soon as possible. Negotiations should make the other party profitable and lay the foundation for future cooperation.