Foreign Trade Professionals: Foreigners keep pressing for lower prices? Learn 3 unusual tactics to win them over!

The client's price cuts are driving me crazy!!! Many students have encountered such difficulties. As the ancients said: Attacking the heart is the best strategy. Foreign business negotiation theories also advocate that in negotiations, we should target the opponent's psychological weakness, that is, the issue that the opponent cares most about. Therefore, in addition to conventional price negotiation strategies, you can try the following three alternative mind-attacking tricks:

First, Americans talk about human rights.

Americans attach great importance to human rights, and some of the content is even reflected in the social responsibility clauses of our factory audits.   Therefore, negotiation strategies can be formulated based on this. For example:   Americans say the price is very high, The supplier can say that our prices are high mainly because we value the basic human rights of workers.

     For example: purchasing labor protection products, children's education subsidies for workers, etc. In particular, children's education subsidies allow workers to send their children to school. Finally, ask the Americans, the right of children to education is also a very important part of human rights, right? (Education Right for Children is a very important part of Human Right. Right?)  )  Americans buyers Hearing this, they will often agree and say 'YES,' and feel that this supplier is a company that attaches great importance to human rights and has a strong sense of social responsibility, which is more in line with the selection criteria than other suppliers. In subsequent negotiations, every time the Americans lower the price, you can say that the price can be lowered, but the children's education subsidies for workers will be gone, and the children will not be able to go to school. In this way, when the Americans lower the price, they will feel guilty, thinking that if I lower the price again, children will drop out of school, and their right to education Human right will be seriously violated, so they may not be so harsh on price cuts.    

Secondly, Europeans talk about environmental protection.

Europeans attach great importance to environmental protection, and some of the content is also reflected in the social responsibility clauses of factory audits. Therefore, negotiation strategies can be formulated based on this. For example: European buyers say the price is very high, The supplier can say that our prices are high mainly because we value environmental protection, such as: purchasing environmental protection equipment, the daily operation of environmental protection equipment, etc. Finally, ask Europeans, environmental protection is very significant to the earth, right? (Environment Protection is very significant to the Earth. Right?)

European buyers Hearing this, they will often agree and say 'YES,' and feel that this supplier is a company that attaches great importance to environmental protection and has a strong sense of social responsibility, which is more in line with the selection criteria than other suppliers. In subsequent negotiations, every time Europeans lower the price, you can say that the price can be lowered, but the environmental protection equipment cannot operate normally. In this way, when Europeans lower the price, they will feel guilty, thinking that if I lower the price again, the environmental protection equipment will not be able to operate, and the earth's environment will be seriously damaged, so they may not be so aggressive in price cuts.
Finally, Middle Easterners talk about Allah.
Most Middle Easterners are Muslims. In the process of selecting suppliers, in addition to commercial factors, they also attach great importance to Allah's instructions. Therefore, negotiation strategies can be formulated based on this. For example:

When encountering Middle Eastern buyers, pay attention to three points:
    1 Arrange reception work according to Islamic religious customs such as the six beliefs and five practices, such as arranging a prayer room, laying Muslim-style carpets, and indicating the direction of Mecca, etc.
    2 Hint to the Middle Eastern buyer that we have many Muslim clients and friends, preferably from Saudi Arabia, or even from the holy cities of Mecca or Medina (MAKKAH, MADINAH), and it's even better if you have been to Saudi Arabia or the holy cities yourself.
When the price negotiation reaches an impasse, you can say that we are very sincere in cooperating with you, because we think that the Middle East and China are thousands of miles apart, and you have come to China and found us in the vast sea of people to discuss cooperation. We think this is God's will.
Hearing this, the Middle Eastern buyer may think, this supplier understands and respects our Islamic customs so well, and has so many Muslim friends, and I have come from thousands of miles away to find them, is it really Allah's will? In this way, the Middle Eastern buyer may not be so entangled in the price and speed up the order process.

The three mind-attacking tricks—Americans talk about human rights, Europeans talk about environmental protection, and Middle Easterners talk about Allah—reveal a universal psychological law. In specific negotiations, it is necessary to analyze and apply the specific situation of the buyer.