Foreign trade negotiation is a crucial link in international trade. It not only represents the interests of both buyers and sellers, but also reflects negotiation, cooperation and trust. In the negotiation, the confrontation of the needs of both parties, the raising and solving of problems, determine the success or failure of the final cooperation. Therefore, the skills and strategies of negotiation are particularly critical. This article will explore two commonly used skills in foreign trade negotiations, and put forward the importance of leaving the difficult problems to the end and concretizing the content of the negotiation, so as to help you achieve better results in the negotiation.
1. Side A and B of low ball skills
Low ball skills are a common and effective strategy in foreign trade negotiations. The core is to attract the other party with an attractive price first, and then propose some modifications that will not change the other party’s mind after the cooperation agreement is reached, so as to obtain more benefits. For buyers, the use of low ball skills requires the ability to pretend to sacrifice their own interests and show a concessionary attitude, and then add additional conditions that are beneficial to themselves in the contract. For sellers, they need to be vigilant and not be easily fooled by low prices. They need to carefully weigh various prices and take into account possible additional costs. Only on the basis of careful thinking can a transaction that satisfies both parties be reached.
Second, leave the problem to the end
In foreign trade negotiations, there are often some thorny issues, such as price, product quality, transportation method, etc. When faced with these problems, it is a wise strategy to temporarily put them aside and focus on solving other problems. This not only helps to improve the efficiency of negotiations and reduce fatigue on both sides, but also generates new creative points in subsequent negotiations, and may solve the problems that were previously shelved. Therefore, leaving the problem to the end can not only maintain the enthusiasm of negotiations, but also be more conducive to the success of the final negotiations.
Third, make the negotiation content specific
Before the negotiation, it is crucial to make each communication content specific. Whether it is price, product quality or delivery process, it needs to be explained clearly and in detail. For example, when it comes to price, the unit price and total price should be clearly stated, and the payment and delivery process should be described in detail. For payment methods, multiple options should also be provided, and relevant account numbers and exchange rates and other information should be attached. By making the negotiation content specific, a professional and meticulous attitude can be demonstrated, thereby establishing a foundation for trust and cooperation between the two parties.
In foreign trade negotiations, the flexible use of various skills and strategies can better coordinate the interests of both parties, resolve various problems, and ultimately achieve the goal of win-win cooperation.