06.Strategic negotiations
- Using tactics
- Using countermeasures
- Compromising
1. Using tactics
Matching
- Long-term relationship
- Expert opinion
- Walk away
- Future orders
- Competitors
Showing that a competitor’s product is cheaper or better
Promising to order more from them in the future
Showing your company has been loyal for a long time
Giving information from a specialist to support your view
Saying that you will not do business with them
Track 12
Script
Jane: What’s the unit price for an order of 1,000?
Tony: As it’s still a new product, we’re keeping it a little high at $23 apiece.
Jane: $23? But some competing brands are charging less than $20. We can only pay 20.
Tony: The quality of our products is much higher. Please feel free to test it for a week.
Jane: No, I believe you, but our marketing director feels this new product could be risky.
Tony: If we sell it for $20 apiece, will you order 5,000 units?
Jane: 5,000 units? We can’t do that.
Tony: I can sell 5,000 units for $20 apiece or 4,000 units for $22.
Jane: That depends on how good this product is. We’ve been doing business with you for over 20 years. Is that the best you can do?
Tony: You’re a tough bargainer, but I’ll agree to 20 because you’re one of our most loyal customers.
和訳
ジェーン：1,000 個注文した場合の単価はいくらですか？
トニー：まだ新製品ですので、1 個あたり 23 ドルと少し高め設定にしています。
ジェーン：23 ドル？でも、競合他社のいくつかは 20 ドル以下で販売していますよ。私たちとしては 20 ドルまでしか支払えません。
トニー：当社の製品の品質ははるかに高いですよ。1 週間、ぜひお試しください。
ジェーン：いえ、お言葉は信じますが、うちのマーケティング部長は、この新製品にはリスクがあると考えているようです。
トニー：1 個 20 ドルで販売すれば、5,000 個注文していただけますか？
ジェーン：5,000 個？ それは無理です。
トニー：1 個 20 ドルで 5,000 個、あるいは 1 個 22 ドルで 4,000 個なら販売可能です。
ジェーン：それはこの商品の出来次第ね。私たち、あなたとは 20 年以上も取引しているのよ。それ以上の条件は出せないの？
トニー：あなたは交渉が厳しいですね。でも、あなたは私たちの最も忠実な顧客の一人ですから、20 個で合意しましょう。
Come up with a sample sentence for each tactic.
- Long-term relationship
- Expert opinion
- Walk away
- Future orders
- Competitors
2. Using countermeasures
Matching
- Everyone has one
- The next deal
- Test it
- Your choice
- No authority
Suggesting they try using the product for a few days
Giving them a choice of products
Telling them that you are not allowed to do it
Telling them that many people are buying it
Getting commitment from them for a future order
Track 12
Script
Jane: What’s the unit price for an order of 1,000?
Tony: As it’s still a new product, we’re keeping it a little high at $23 apiece.
Jane: $23? But some competing brands are charging less than $20. We can only pay 20.
Tony: The quality of our products is much higher. Please feel free to test it for a week.
Jane: No, I believe you, but our marketing director feels this new product could be risky.
Tony: If we sell it for $20 apiece, will you order 5,000 units?
Jane: 5,000 units? We can’t do that.
Tony: I can sell 5,000 units for $20 apiece or 4,000 units for $22.
Jane: That depends on how good this product is. We’ve been doing business with you for over 20 years. Is that the best you can do?
Tony: You’re a tough bargainer, but I’ll agree to 20 because you’re one of our most loyal customers.
和訳
ジェーン：1,000 個注文した場合の単価はいくらですか？
トニー：まだ新製品ですので、1 個あたり 23 ドルと少し高め設定にしています。
ジェーン：23 ドル？でも、競合他社のいくつかは 20 ドル以下で販売していますよ。私たちとしては 20 ドルまでしか支払えません。
トニー：当社の製品の品質ははるかに高いですよ。1 週間、ぜひお試しください。
ジェーン：いえ、お言葉は信じますが、うちのマーケティング部長は、この新製品にはリスクがあると考えているようです。
トニー：1 個 20 ドルで販売すれば、5,000 個注文していただけますか？
ジェーン：5,000 個？ それは無理です。
トニー：1 個 20 ドルで 5,000 個、あるいは 1 個 22 ドルで 4,000 個なら販売可能です。
ジェーン：それはこの商品の出来次第ね。私たち、あなたとは 20 年以上も取引しているのよ。それ以上の条件は出せないの？
トニー：あなたは交渉が厳しいですね。でも、あなたは私たちの最も忠実な顧客の一人ですから、20 個で合意しましょう。
Come up with a sample sentence for each countermeasure.
- Everyone has one
- The next deal
- Test it
- Your choice
- No authority
3. Compromising
Useful expressions
If we …, will you …?
We would be willing to …, provided that …
We’d be prepared to … on condition that you …
I can …, provided that …
We can …, but we would need you to …
Respond to the requests.
- Can you increase production?
- Can you work this Saturday?
- Can you join our meeting?
- Can you increase my bonus?
- Your own example.
Follow the prompts.
| Customer | Supplier |
|---|---|
| Can you give us 10% off? | (OK, but must order at least 1,000 units) |
| (OK, but must be delivered within a week) | (OK, but must pay in advance) |
| (OK, but need a receipt on the same day) | Sure, we have a deal. |
4. Putting it all together
Role A: supplier
You are a salesperson at a sneaker and sportswear manufacturing company. A shoe store, which currently sells your company’s products, has expanded its store. The store only sells shoes, but you’d like them to start carrying sportswear because of higher profit margins. Your usual rates are as follows: 5% off for orders below $5,000, 7% off orders of $5,000–$10,000, and 10% off orders of $10,000–$20,000. Meet with the owner of the shoe store.
Role B: customer
You are the owner of a shoe store. You’ve recently increased floor space and have room for other merchandise. Your business has been very successful, but you feel that just selling sneakers is risky. Therefore, you’d like to expand your merchandise to include other goods such as business shoes. You have plans to open two more stores next year. The extra space will allow you to display about $5,000 worth of extra merchandise. Meet with your supplier.
Pay close attention to your body language, facial expressions and tone of voice. Much of your message will be communicated by these.
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