Top Negotiation Tactics Used By Buyers Training Ppt

Slide 1

This slide explains ‘not good enough’ as a negotiation tactic used by the buyers. It is used when the buyer says ‘it has to be better than that.’ In such a case the buyer expects the seller to reduce the price as they feel that the quoted price is much higher than the quality of product/service offered.

Slide 2

This slide explains ‘Knocking the Product’ as a negotiation tactic used by the buyers. The buyer in such a case can try to knock the product by saying, ‘It’s not the product I wanted, I am preferring white color, but you don’t have that,” etc. They will request you to reduce the price for the alternative color offered. It might or might not be the reality but they will show it to you in such a way so that they can ask for a better price. 

Slide 3

This slide explains ‘The Bogey Tactic’ as a negotiation tactic used by the buyers. The Bogey tactic works on three fundamental principles involved – Ego, Help, and Better Deal Available. In this tactic, the buyer offers the seller a fixed price which is lower than the price quoted by the seller. The seller can use counter tactics like offering alternative designs, delivery, price packages.

Slide 4

This slide explains ‘Playing Dumb’ as a negotiation tactic used by the buyers. It says that “To act smart is dumb, but to act dumb in front of a seller like you know less than everyone is brilliant”. Acting dumb helps you test their accuracy and verify the efficiency of counterparts information. In such a case, the seller can ask multiple questions to the buyer to confuse them and test their knowledge.

Slide 5

This slide explains ‘low balling’ as a negotiation tactic used by the buyers. It states that when you start low, there are chances of going high, whether in terms of price or a deal. For example when you know the pair of shoes you want to buy is worth 5k-7k, you can always start by offering 4k.

Slide 6

This slide explains ‘Reluctant Buyer/Seller’ as a negotiation tactic used by the buyers. Sometimes the buyer/seller both can be reluctant in terms of their offerings. In most cases, the buyers are found to be more reluctant. For example, a person comes to buy a laptop bag from your shop. He states that his experience with you has not been good to date, but if you can offer him a better deal, he could purchase the bag from you. Also a person can say they prefer a local buyer, but if you offered them lower prices, they would purchase from your store. The Reluctant seller can look for excuses to charge extra for his offerings. The most common example of this is a home tutor delaying his job, saying that the location is too far for him to come. But if you can offer extra payment for distance, he can accept the deal.