谈判常常让我抓狂 Business negotiation drives me crazy often. / 四六文摘

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理念PHILOSOPHY

谈判常常让我抓狂，知识改变格局

Business negotiation drives me crazy often.

国内很多公司或工厂对当前生意模式缺乏先见，导致错过了很多机遇。

Many domestic companies or factories don't have enough foresight over the current business situation，for which they missed many opportunities.

还有一些固守着老一套，不愿意也没机会接触到新的思路，导致很多东西在理解层面上出现差距，完全跟不上时代的发展。

Some of them stick to the old concept and don't want to know or have no access to the new ideas, resulting in the gap in understanding about many things, having themselves left far behind from the development of the times.

就拿产品和行业知识来说，很多老板还觉得是无关紧要的事情，公司从来不提供任何产品资料，只有价目表。

Take the knowledge of product and industry as an example, many bosses think it nothing and never provide the employees with any materials, instead, they provide them only with price list.

即使员工问及这些文件，他们还是坚持己见，认为只要把价目表提供给客户就好，无需深入了解产品和行业知识。

They stick to their own ideas even if the employees ask for the documents. They believe that the only thing they need for selling their products is the price list, no need to know the knowledge of product and industry.

他们的这种销售方式还处于以前的经营模式，只要价格合适，便可以轻易拿下订单。这也导致很多公司的员工在进行商业谈判时屡屡失利。

The ways of selling they use are still the old ones. They think they can get orders easily as long as the price is ok for the customers, which makes the salesmen lose advantages often in the business negotiation.

因为这些公司为了节省成本雇佣的很多都是毕业生，毫无外贸经验，公司不提供产品培训，员工也缺乏自主学习的意识和能力，导致在实际谈判中举步维艰，缺失了最有效的以产品自身为基础的谈判，空谈价格。

Coz many employees hired by these companies are new graduates with no experience in foreign trade. The companies don't provide education over the products.

And the employees also lack awareness and ability to learn the knowledge independently, which makes the business negotiation harder and harder，talking around the price only, without the most effective negotiation over the product itself.

很多人问，如何才能快速的提高自己的谈判技术？Mike告诉你，最有效的方式就是深入学习产品和行业知识。

Many friends asked me " How could I improve my negotiation technique quickly?". I'd like to tell you that the most effective way is to learn the knowledge of product and industry deeply.

客户说你价格高，先确认一下产品的基本属性是否一致？

The customers say that your price is too high. Please Check the if the product specs are same?

别家供应商报的价格更加有竞争力，是不是未包含人工安装费用呢？

Do other suppliers keep the installation costs out of the offer to make it more competitive?

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如何提高谈判技能

How to improve your communication skills