谈判就是打心理战，你认同吗？

刚出来工作那会，有客户询价，只要客户说价格贵，我就当真了，每当这个时候我就会去反复核算成本，或者是去问经理还能不能再降点？

一般情况，经理会问，是不是降价了这个客户就订了？又或者会说：客户讲价都是打的心理战，谁能扛到最后，谁就是赢家，先不要降给他！

直到自己成功经手几个项目的谈判之后，开始领会到经理说的那句话：谈判其实就是跟客户的心理战，谁的心态平和，扛得久谁就是赢家。

谈判就是打心理战，你认同吗？
时代日新月异，很多时候以前的方法跟现在比已经不合适了。谈判的技巧和方法也随着更新，我们也要与时俱进，不断优化自己的知识储备和提升自己的思维方式，即便是被裹挟着前进，也好过被洪流冲走。

近来用的比较多的是说延长交货日期可以降低一些价格，因为交期急，工人需要加班，加班的话工人的工资也是一笔开销，所以价格是无法降低的；还有就是跟客户说改变交货地址，原来价格是可以包含在某个省内的某个地点的运费，如果客户还在讲价，那么我会说，只能是工厂交货，不包含送货费，或者跟客户说运费每人承担一半的情况下可以降价多少；有的时候，客户的付款方式会要求30%TT，尾款是即期信用证，或者是其他，如果他还是要求降价，你可以同意他，但是付款方式要改为出货前付清尾款等；或者是通过项目交付日期来谈判，比如原本是在几天内可以交付，由于您一再要求降价，我们可以在项目安装交付日期这块来谈，如果时间可以延长，我们就可以考虑…..

除此之外，我想大家用得比较多的应该是关于数量这个谈判，就是跟客户说只要你的量达到多少，我们可以给到您想要的价格，或者跟客户说你现在下一个月的量，如果能改为一年的订单量，我们就可以达成您这个价格，下面就是这样的案例，大家可以参考一下：

A：I am sorry, but that’s my best price.

B: Isn’t there any way you could sharpen your pencil and get that figure down a bit more?

A: Well, normally we sell these things for five to ten percent less, but your volumn is so small I can’t do that.

B: Oh, ok, I can fix that.

How about if I promise to order another batch just like this one every quarter? We will use them.

A: That won’t help. We can give the discount if we don’t have to retool and set up so often. That’s where we save money and we pass that on to you.

If you double your order, we can give you a 5% discount, and if you double that to four times your order, I can give you a 10% discount.

B: I don’t understand.

A: We sell a lot of these things but not enough to keep a production line going full time.

We have to set up our shope to make these things and that takes about a day to set up and another half day to tear down when we finish.

By saving me three set up days and 1.5 tear down days, that’s the salary of three men four and a half days.

I’m willing to let you save that money.

B: I’d love to but I got no place to put them.

A: If storage is your only worry, I can help you there.

B: How?

A: If you sign a contract for a year’s supply, I will make them all in one run.

And you qualify for the discount. But, you have to pay me in full for the whole run as soon as you take delivery of the first of four shipments.

I can store the rest for you for nine months for free. How does that grap you?

B: You have a deal. Not only do I get the discount, but today’s price is locked in for a year. I can’t lose.

A: I’ll have the contract ready for your signature tomorrow.

B: Great.

significant saving 节约大量成本

sharpen one’s pencil 审价削款

总之，降价一定不能是没有理由地就降，一定是要有理有据的！除非你的利润非常可观，而客户已经知道你对手的质量和价格的情况下，准备要把订单给别人，你要挽回他才考虑主动降价。

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