The main content of commercial negotiations is the four major items of price, delivery date, payment method and guarantee conditions, and the price factor is the focus of the negotiations. Quotations are an essential part of the negotiations. So, which party should quote first? Is it good to quote first or after? Is there any other way to quote?
Below, we will talk about these issues in detail. 
According to the usual practice, the initiating negotiator should first quote, and the bidder should first report between the bidder and the bidder, and the seller should first report it between the seller and the buyer. The advantage of the first offer is that it can influence and restrict the other party first, and the negotiation is limited to a certain framework. On this basis, an agreement is reached. For example, if you quote 10,000 yuan, then it is difficult for the opponent to expect a counter-offer to 1,000 yuan. Most of the clothing vendors in some southern regions use the method of first quotation, and the price they report generally exceeds the price that the customer intends to pay, or even several times. If a shirt is sold for 60 yuan, the vendors will be satisfied, but they offer 160 yuan. Considering that few people are willing to make a counteroffer to 60 yuan, only one person in the day is willing to bargain on the basis of 160 yuan, and the trader can make a profit. Of course, the seller must have a "degree" in the first quotation, not to ask for the price, so that the other party does not bother to negotiate - if you go to the market to ask the hawker how much the egg is 1 kg, the hawker replies 300 yuan 1 kg, you will still have to talk Is bargaining with him? Although the first quotation is good, it also leaks some information, so that after listening to the other party, you can compare the price that is hidden in the heart and then adjust it: if it is suitable, the board will be sold. If it is not suitable, use various means. Make a price hike. 
When the famous American inventor Edison was an electrical technician in a company, his invention was patented. The company manager told him that he was willing to buy the patent and asked him how much he wanted. At that time, Edison thought: As long as it can sell for 5,000 US dollars, it is very good, but he did not say it, just urged the manager to say: "You must know the value of my invention patent to the company, so the price is still yours. Let me talk about it!†The manager quoted: “How about 400,000 yuan?†What else? Negotiations of course ended smoothly without any hassle. Edison thus received an unexpected sum of money to fund future inventions. 
Both the first quote and the post quote have their pros and cons. In the negotiation, it is decided whether to "first win the people" or "post-production", and must be handled flexibly according to different situations. 
Generally speaking, if you are prepared to know yourself and know yourself, you must try to get a quote first; if you are not a connoisseur and the other party is, then you have to hold your breath, then quote, get information from the other party's offer, and correct your ideas in time; if you The negotiating opponent is a layman, then, whether you are "in-house" or "outs-off", you must first quote, and strive to contain and induce each other. Most of the sophisticated traders in the free market know this. When the customer is a shrewd housewife, they take the technology of first quotation and prepare the other party to suppress the price. When the customer is a lad, they mostly ask the other party how much to give, because the other party may report a ratio. The expectations of the vendors are even higher. 
The first quotation and the post quotation are strategic issues, while some special quoting methods involve problems in language expression skills. The same is the quotation, the use of different expressions, the effect is not the same, the following examples illustrate. The provincial insurance company mobilized liquefied petroleum gas users to participate in insurance. The propaganda said: To participate in liquefied petroleum gas insurance, only one yuan of insurance premium is paid every day. If an accident occurs, it can receive insurance compensation of up to 10,000 yuan. This statement uses the method of "division quotation". It is a kind of price decomposition, taking the concept of the quantity of goods or the time of use as the divisor, taking the commodity price as the dividend, and getting a price quotient with a small number, so that the buyer has a cheaper price for the original price. Low feeling. If you pay 365 yuan a year, the effect will be much worse. Because people think 365 is a big number.
And using the "division quotation method" to say that one yuan a day, people sound psychologically easy to accept. 
I want to open it. Since there is a "division method", there will be an "addition quotation method". Sometimes, fearing that high prices will scare away customers, the price will be decomposed into several levels and gradually proposed, so that the number of quotations will be equal to the high price that was originally intended to be reported at one time. 
For example, a stationery dealer sells a set of pen and ink to a painter. If he quotes a high price once, the painter may not buy it at all. However, the stationery dealer can first report the price, the asking price is very low; after the transaction, the price of the ink is discussed, and the asking price is not high; after the pen and ink are sold, the paper price is discussed, and then the price is raised and the price is raised. The painter has already bought pens and inks. Naturally, he wants to "support Jackie Chan" and can't bear to give up paper and jealousy. It is difficult to make concessions in terms of price during negotiations. 
With the "addition quotation method", most of the sellers rely on the products to be sold with a series of combinations and matching. Once the buyer has bought component 1, it will not be able to drop components 2 and 3. In response to this situation, as a buyer, it is necessary to consider the serialization characteristics of commodities before negotiating. In the negotiation, the seller’s attempt to “add the quotation†is found in time to defeat this “temptationâ€. 
A salesman rarely asks directly when he sees a customer: "What price do you want?" Instead, he will say quietly: "I know that you are an expert, experienced, and will not pay 20 yuan. But you can't buy it for 15 yuan." These words seem to be sloppy, but they are actually quotes. The words limit the price to 15 to 20 yuan. This kind of quotation method not only reports the high limit, but also reports the low limit, "grab the two ends, the middle of the discussion", conveys the message that bargaining is allowed, but it must be within a certain range. For example, in the above example, the range of bargaining is invisible between 15 and 20 yuan. 
In addition, the negotiating parties sometimes do not quote first because of their own intentions. At this time, it is necessary to adopt a “stimulation method†to let the other party first quote. There are a lot of ways to motivate, here is just to provide a strange trick - deliberately say the wrong words, in order to set out the other party's news. 
If the two sides go around and refuse to quote, then you may suddenly say: "Hey! I know, you must pay 30 yuan!" The other party may argue at this time: "Why do you say this?" I only want to pay 20 yuan." He justified this, in fact, he first reported the price, you can bargain on this basis. 
It can be seen from the above description that the quotation in commercial negotiation is somewhat similar to the pricing of commodities. In some respects, the quotation in negotiation is a disguised commodity pricing, so the quotation technique in negotiation You can learn from the methods and strategies of commodity pricing.
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