For modern enterprises, procurement competition has undoubtedly become one of the main battlefield, compared to other methods to reduce costs, purchasing cost reduction potential of the largest and most significant effect, while procurement through negotiation to get the comprehensive advantages of the procurement experts often One way to use, insight into the changes in the market, an accurate grasp of the surrounding environment and its suppliers need flexibility at the negotiating table a variety of professional skills, and ultimately get the most benefit for the enterprise.
pre-procurement work handled properly, the entered an important part - negotiation. was to determine the final negotiated terms of trade, cooperation in order to reach the final pursuit of a win-win situation. negotiation strategy in the implementation of the strategy taken by the short-term programs and activities, is to cause each other the location of transactions changes, influence others to achieve their goals.
negotiation object is based on the general order of price from low to high in turn, can also be random according to the preferences of the negotiators in the negotiation process, negotiators can choose the right strategy to try to persuade each other to ensure that both sides want to deal a specific location. content of the talks is usually divided into two parts: the technical part and business part of the main technical part of talks by the technical staff, business people from the main business part of the talk. professional procurement staff,
Cheap Louis Vuitton Handbags, especially for highly technical equipment and technology procurement, in order to pre-empt business people is to avoid confusion and error, while avoiding the technical staff involved in the loss of business part of the leading edge Technical part of the focus: the drawings confirmed the phase term, post-warranty. part of the business focus: price, payment, compensation. part of the general business technical part should be carried out after such an arrangement is to avoid each other due to technical changes and wild speculations.
provider of enterprise the increasing importance of single-material costs from the point of view, there is usually 50% to 80% of the cost is paid to the supplier, the procurement in the enterprise are increasingly playing an important role. As a result, negotiation skills has become a recruitment and training of procurement staff as an essential content buyers usually 60% of the time for a variety of procurement negotiations,
Christian Louboutin Outlet, such as supplier selection, new product development, technological changes and regular price cuts, etc., can not be ignored while more implicit level, such as with suppliers in the formal or informal communication, both the contest implies the purchase negotiations.
in today's global resources, procurement and supply chain management range of areas is no longer confined to one country or a region. With the increasing number of multinational companies located in China to set up factories or establish an international procurement center IPO hunting could lift, procurement staff's daily work more and more involved in international trade, logistics and import and export practices and other related business, learn reduce procurement costs, a high degree of supply chain collaboration, improve the market competitiveness of the company, choose the number and appropriate procurement procurement time, to avoid the downtime to be expected to shorten the delivery time, reduce inventory, reduce the accumulation of funds to enhance the purchasing turnover and the use of funds efficiency, standardize procurement processes, gathering market intelligence, providing new materials to replace the old material, to achieve improved quality, lower production costs and improve corporate profitability.
90 years since the 20th century, the global economy, businesses Purchasing facing many difficulties, such as quality, price and delivery, only to solve these problems in order to meet the needs of enterprise development and any one purchase, sales and internal and external contacts are one talks affect the company's procurement has been the key to success and profitability factor for most businesses, outsourcing costs accounted for the largest part of the company, representing the average cost of 60% to 80%, so slightly lower procurement costs will be significant impact on the profitability of the company, which requires the procurement staff to have a wealth of practical experience, and in the long-term process, to gradually improve their abilities.
price, the price most vendors are already determined before the negotiations,
Louis Vuitton Outlet, the price is a comprehensive variety of factors calculated, the price is not to talk about them, and procurement negotiations proceed only to reveal the price, how to use effective methods of procurement cost management is critical for businesses,
20 century, decade, inter-enterprise supply chain partnership has become the core concerns of corporate decision-makers, supply chain relationships is to develop the main features of the product, the shift to integrated logistics as the core, the core of cooperation in the integration and cooperation under the guidance of logical thinking, suppliers and manufacturers to their mutual needs and technology integration together to achieve the most useful for manufacturers of products common goal, therefore, suppliers and manufacturers to exchange not only material exchange, but also includes a series of visible and invisible service (R & D, design, information, logistics, etc.).
supply chain management, suppliers need to have innovation and good design capabilities to ensure reliability of delivery time and accuracy, which requires suppliers the use of advanced management techniques (such as JIT, TQM, etc.), supplier management and network control center, while for manufacturers, to provide activities and services include: control of the supply market, management and control of the supply network, provide training and technical support for providers of financial services and so on.
in the new competitive environment, supply chain partnerships emphasize direct, long-term cooperation, stressed the shared planning and joint problem-solving efforts, emphasizes mutual trust and cooperation, this partnership with the traditional business model has a big difference. strategic partners inside and outside the enterprise reflects the company's integration and optimal use of resources based on the business environment of the product manufacturing process, from product research and development to launch market cycles are significantly shorter, modular,
Luxury Handbags, simplified products, standardized components, so that enterprises in the changing market flexibility and agility significantly enhanced, virtual manufacturing and outsourcing dynamic alliance strengthened the use of this strategy. Enterprise Integration from the original low-level internal business process reengineering to increase cooperation between enterprises, which is a highest level of enterprise integration patterns, in which business relations, market strategy is based on the most obvious change of competition time and transferring the value chain and value system, value-based management or supply chain management.
supplier performance evaluation not only to the fact that based on past data and make evaluations of suppliers, but also stand development point of view, that is, companies future supply chain development strategy to re-examine the perspective of suppliers in the performance evaluation, make a reasonable classification, the full and timely use of data transfer to the supplier assessment is the key. different procurement strategies, different market environments and different product categories, in the performance evaluation there is a big difference, so, according to business needs reasonable rules classification and evaluation of suppliers at the same time, the data is the key supplier performance evaluation, performance evaluation should be the same as the accounting statements, the past and to sum up the business, after engaging in accounting, supervision extended to the pre-budget, and then assume the role of decision-making.
tough market economy, enterprises need to tap the potential and efficiency in all sectors, reduce material procurement costs, increase economic efficiency. economic exchanges in the negotiations an important and indispensable part of the negotiations is artistic, highly skill learning, the use of their skills were good or bad, success or failure is directly related to the negotiations are listed below the 11 price analysis methods:
1, Performance Act - the actual purchase price of past reference, the method calculates wants to buy the reserve price.
2, target price - from the selling price of products purchased products to be considered against any target price.
3, the horizontal comparison method - selected goods and objects are similar or common procurement items, the survey parameters affect the cost (cost due to the variation), the parameters do not do cross-comparisons, calculate what the price probably want to buy.
4, application of empirical method - based on experience or experienced experts feel, calculate the price.
5, valuation of comparative law - more than two valuation, favorable conditions that have a reference to the valuation, calculated wishing to purchase price.
6, Market price method - purchases raw materials, goods market size, the reference price of the newspaper version or the other, the study calculated wishing to purchase price.
7, manufacturer price method - refer to the manufacturer's specifications or to set its own prices, calculate the unit price method.
8, the actual cost method - the job is completed, the actual cost of the review, calculate the price.
9, computer science and simple titration - will constitute the elements of the unit price to be analyzed separately , calculate the unit wants to buy.
10, the purchase price of the standard method - made of the cost of pursuing the standard cost measure of value, calculated in accordance with this cost measure we wish to purchase cost.
11, quantity discount analysis.
more than 11 method contains two kinds of pricing: First, the seller cost pricing, two buyers and sellers negotiate price. constitutes the core of the negotiations, three key elements: time, information and rights, among which the right time, and relatively objective factors, rigid, not As the party's efforts will change when the negotiating parties are aware of basic negotiation skills, such as when the three elements of the negotiations, plays a key role, and can be changed through the efforts of the subjective is the information, it is the key in the key now market has long been a buyer's market, sellers pricing method has been rare, or just to talk prices as merely a tool in the process of negotiation in the current prices prevailing in the procurement process, such as: When the buyer or seller to know each other's reserve price, and know the key decision-makers, everything can be under control.
at the macroeconomic level, the price is not calculated according to the input-output, nor of the negotiations to talk about them, but out of competition in the market so naturally, but in micro-economic level, specific to an enterprise, the purchase price of raw materials depends buyers have to negotiate with suppliers, the reason the size of the enterprise itself is not sufficient to introduce the raw material supplier of market competition, this situation with development of the Internet market information in an open source platform to share, macro and micro gap between the information asymmetry to compensate.
negotiation is a strong force, which can in the shortest possible time to create significant value; since the negotiations is inevitable is to judge the outcome of the negotiations, but the negotiations as a game, it will be a relaxed attitude towards it. Negotiations brings a professional and mysterious , high levels of skilled negotiators with superhuman insight and negotiating skills and performance capabilities. judge the outcome of the negotiations is a win-win, or a single win, judging criteria is the key, and then judge the accuracy obtained from the judge's side information is complete. a clever negotiator, even his big advantage in the case, will leave a little to rival the interests of it as investment in the future.
time in the near future, the market will the use of micro-macro approach to solve economic problems,
Louis Vuitton Outlet, instead of negotiating with the market bid price, even the quality and service can also be solved by competition. the negotiation process is to reveal the price process.
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The negotiation process is to reveal the purchase
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