The Romanians really wanted to give a big cold reception to the negotiating delegation of the Dragon Soul Ordnance Complex, so as to discourage the delegation's momentum, and until the evening, the people of the Royal Romanian Air Force never came again, but arranged a not sumptuous dinner for the delegation.

Philip thought to himself, this time the Romanians seemed determined to take the initiative in the negotiations. He remembered another famous classic case of time and space, a successful entrepreneur, the American billionaire Howard Hughes, who wanted to buy a batch of planes at one time, because of the huge amount, it was a good deal for the aircraft manufacturer. But Howard Hughes offered to include his specific demands in the agreement, which included as many as 34 items. Eleven of these requirements must be met. Because of his arrogant attitude, tough stance, and simple approach, he refused to consider the other party's face, which also aroused the anger of the aircraft manufacturer, and the other party refused to give in. The negotiations were always conflicting. In the end, the aircraft manufacturer announced that it would not negotiate with him. Howard Hughes had to send his personal representative to negotiate on the condition that an agreement that he considered satisfactory could be reached, as long as the basic conditions were met. After negotiating with the aircraft manufacturer, the representative obtained 30 of the 34 requirements that Howard Hughes wanted to include in the agreement, and of course all 11 goals were met. When Howard Hughes asked his personal representative how he had achieved such a brilliant result, his representative said, "It's very simple, every time you don't get along, I ask the other person whether you want to solve this problem with me or leave it to Howard Hughes." As a result, the other party was naturally willing to negotiate with him, and the terms were negotiated item by item.

In this classic case, Howard Hughes's temperament and stubbornness gave the aircraft manufacturer a bad impression of negotiations, but they simply refused to negotiate with him, mainly because Howard Hughes bought a huge number of planes, which could bring huge benefits to the aircraft manufacturer. Howard Hughes's personal representative easily fought for almost all the specific demands. Throughout the negotiation process, it was in fact a casual use of "bitter before sweet" negotiation facilitation tactics, with Howard Hughes and his personal representative playing the white-faced and red-faced role of the aircraft manufacturer to induce him to compromise by taking advantage of the desire to cooperate but not to deal with the other party with a bad feeling.

Therefore, Philip also guessed that the Romanian side wanted to use this cold reception to let them take the initiative in the negotiations, so as to better reduce the purchase price of the aircraft. Of course, Philip definitely got the Romanians as well.

After dinner, just as Philip was about to rest, there was a knock on the door, and when Philip opened the door, he could only smell a fragrant smell, and then he saw a beautiful young woman standing in the doorway, and it turned out to be Sophia.

Philip was surprised and said, "Miss Sophia, do you have anything to do with me at such a late hour?" ”

Sophia smiled generously: "Mr. Philip, I do have something I want to ask you about, you won't be unwelcome with me, right?" ”

Philip laughed and said, "How so? There is a beautiful visit, how can I bear to refuse. Miss Sophia, please come in! ”

With that, Philip bent down to make an inviting gesture, and Sophia entered the room with a smile, and then sat down on the sofa and looked at Philip with interest.

Philip also walked over to the couch and sat down. Seeing Sophia looking at him without blinking, Philip was also a little puzzled and said with a smile: "Miss Sophia, do you have flowers on my face?" ”

Sophia cupped her cheeks with one hand and said, "Mr. Philip, I really don't know how you know so many things, it seems that there is nothing you don't know." So, tonight I would like to ask you some business negotiation strategies and techniques that you should not hold! ”

Philip smiled happily: "How come? As for Miss Sophia, I definitely told me that as long as I know the business negotiation skills, there is nothing I can't say. And I also hope that Miss Sophia can become a negotiator for our Dragon Soul Ordnance Complex in the future and win more benefits for our organization, right? ”

Sophia happily said, "Okay, Mr. Philip, I would like to know what is the best strategy in terms of sales offers?" ”

Philip thought for a moment and said, "It's true that a sales offer is a very important thing. First of all, it is important to prepare the quote. In actual negotiations, when the buyer is ready to buy a certain commodity of the other party at a relatively high price, if the seller's offer is relatively low, then the buyer will gladly accept it, or take the opportunity to quickly take the price quoted by the seller as a starting point to strive for further price reduction, so that the seller is in a passive position. For example, if the buyer has quoted the price first and is ready to buy a certain commodity of the other party at a relatively high price, and the seller hears a higher price than the preset selling price, he will gladly accept it, or take the opportunity to use the price quoted by the buyer as a starting point to strive for further price increases or other incidental requirements, and the result will put the buyer in a disadvantageous position. The proposal and realization of the offer is not an isolated and wishful thinking issue, but is the result of a combination of various factors and conditions of both parties, so all negotiators must adopt a serious and prudent attitude on the issue of the offer and make all preparations. For example, this time we have estimated the reserve price range of the Romanian side, and more importantly, we have estimated our manufacturing costs, so that we can be confident. ”

Sophia nodded and said, "What Mr. Philip said, I understand. It's just that in the course of the negotiations, in the face of the bargaining of the Romanian side, how should we respond? ”

Philip looked at Sophia with approving eyes and said in a deep voice, "Miss Sophia has the point. In bargaining, neither side is sure how far the other can go, what the bottom line is, and what they will ultimately get. Therefore, the more time passes, the more favorable the situation will be in favor of the confident and endurance side. At the same time, in the midst of potentially protracted bargaining, it is important to use the skills mentioned in this topic flexibly and calmly to maximize your own interests. So, we have to have strong confidence that our product performance is the best in the world, even if Romanians don't buy it, we will have a lot of buyers, and it is not us who suffers, but Romanians. As long as we have enough faith and stamina, the Romanians, even if they play a little trick on us, will not be able to shake our confidence at all, so that we can fight for an ideal selling price. ”

Sophia nodded frequently when she heard this, and as soon as Philip's voice fell, she couldn't help but look at Philip with adoring eyes, and said coquettishly: "Mr. Philip said it so well!" I think you should take more time out of your class to teach our people in the marketing department so that we can improve quickly. ”

Philip spread his hands and smiled helplessly, "Miss Sophia, do you think I have that much time?" Now I can't wait to split myself into two people to work. ”