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Many times sales people are desperate to close the order, they need to understand the concept very clearly, before they go for finalization of deal...... I request you to vote for the question, if y find it interesting, Or answer it , to help others !!
Interesting question and open to different evaluations depending on the type of product in the negotiation .The value of the sold product is important for the determination of the type of negotiation to take.If our calculations are correct, if the product has a fair price in the market and has no downsides , if our presentation of the company and that gives confidence to the buyer , the discount must be negotiated only proving the correctness of the company and accuracy in immetere prices in the market, real, and not inflated to make discounts. At this point it would be a winning gift , such as discount, a new product of the company , a free participation in a course aimed at the promotion of his own or another but never belittle our product in monetary terms.Large lots and loyalty programs will be evaluated from time to time and will be useful to prepare in advance a corporate agenda that also includes ready-made answers and complete with any discounts required by the purchaser .We have to rely on a fast and efficient service , courtesy and simplicity but with large knowledge bases of the product to avoid the risk of not closing a deal , or close it down .
Negotiation is the sale technique used by the sales man towards his customer while selling his product.
I can not agree with the satement that "negotiation is the price and discounts". While considering the word negotiation, there are pre- negotiation, actual negotiation and contract mangerial negotion are there. The former two rarely touch the statement, but the third one depends upon the contract. The contract may include the quality, quantity, price and discounts etc... If the lesser the quantiy ordered by the customer, the seller is not necessary to provide the sales price discount even it touches the break even point.
Price of the product may be bargained by the buyer and it reaches to compromise thru win to win policy is better solution to push the product into the market rather than giving discount and even touches below the break even point bring the company into losses.
Further to note is price discount is mostly applicable for the prodcut development and the new product basis of markets or segment markets. not in all products and not in all markets.
Hence, i can not agrree wth the statement that "negotiation is the price and discount only".
i believe negotiation is about cost and value.
its never about the price ,price is just one variable in the equasion
cost and value must be matched during negotiation.
if i am selling value what would be your accptable cost as a buyer.
I think it's more than that what about saying it's about your understanding your customer needs and turning them into a opportunities and using your tools to convince him with what you offer quality service and support are other factors that a lot of customers look for2
false :) ......hej, you arabians should know better, noone is negotiating like you do - you have it in your culture :D
Ok, now serious answer - false ........ you can negotiate what ever you wish, the only thing is that you must be informed properly on what oponent can, or can not give ......e.g sesrvice, maintenance, special corporate discount for your employees, etc. As administration Manager I also do purchasing of Office supplies and services to maintain permises - special corporate discount for all our employees is an OBLIGATORY on every negotiations. Advantage from this is mutual - my supplier get clients, both company and enmployees get lower prices ........... hmmmm - I guess now I should go to that question "What kind of customer you are" and answer HARD ONE! :D:D:D
nice discussion by all participants,,,,, every one think that negotiation is WIN WIN situation for each party but i will take true and real view of that matter,,,, IN EACH BUSINESS DEAL ONE PARTY LOOSES THE PROFITS AND SECOND ONE RECIEVE THAT POROFIT. NEGOTIATION is the artistic game of each party to give feeling of ALL GOOD & WIN WIN situation.
Neogatiation is about is what one getting or selling. It means about the product/services and its features in first place and if required any support in future. Price and discount I believe is secondary, we have to make sure whether it fulfil our requirement when buying or we able to communicate what we are selling , so it also means the features or description of the products and servics which then can be negotiated along with its price or discounts.