跨境电商 B2B的高级谈判技巧：破釜沉舟法

有些买家，我们已经反复跟进一两年甚至好几年，定期联络，买家也会在邮件或者即时通信工具中回复，但是始终不下订单。这是为什么？我们觉得很有希望，但是买家总是不痛不痒，我们有劲使不出，觉得很憋屈。这时首先要找到方向，具体办法就是跟买家直截了当，捅破窗户纸，直接问他/她成为他们的供应商到底应该怎么做，或者我们有什么地方还达不到他们的要求。

案例

Seller

Dear Karen,

Happy Chinese New Year!  Wish you good health in year of Dog!

We have came back from holiday and start to work.

As you see, we have contacted for years , but no virtual cooperation till now.

In 2018 I really hope can have chance to manufacture garments/fabrics for you. How should I do to become your supplier? Pls kindly help to clarify. Thank you very much.

If you have any request, pls just ask me.

Buyer

Dear Ben,

Happy New Year!

I'm sorry that you did not succeed to be our supplier yet.

In fact is a little difficult now due that we are not really looking for new garment vendors and as far I remember the kind of garments that your proposal us were too simple and not matching with our collection. In fact we are only giving a chance to that suppliers that can offer us a collection , super nice & fancy. lf you have that to offer we can think about. Thanks.

点评：大家可以看到，买家也是有什么说什么，直言不讳。因此，有时不妨开门见山，单刀直入，反而可以打破僵局，了解症结所在。

从买家的回复中，我们可以明白，我们的样衣款式太简单，和买家风格不一致。同时，买家也明确地说要想成为新的供应商，必须要能独立研发设计新的服装系列，而且要款式好看新颖。在这种情况下，我们可以分两种思路回复。

(1)我们公司还没有足够的研发能力，可以保持联系，作为买家的备选，或者介绍其他产品。

案例

Seller

Dear Karen，

Thanks for your reply. Noted your point. Pls keep us as optional supplier, maybe sometime you need new garment vendors.

Besides, we can also offer different fabrics for you, as last time meeting. If your buyer and designer come to Shanghai for fabric sourcing, pls just let us know. We can bring many latest fabrics to show you.

(2)我们公司有专业的设计团队，可以研发新一季的最新服装款式，可以继续深入地和买家联系。

案例

Seller

Dear Karen，

Last time we just bring some of our styles for your reference. Yes actually we have our own design and development teams. We can design and make new garment collections ,with fancy fabrics & trims and nice workmanship.

If possible, could you please give me some inspirations or concept? Then we can send design artwork for your checking first. Thank you.

跨境电商 B2B的高级谈判技巧：破釜沉舟法 常见问答(FQAS)

跨境电商B2B的高级谈判技巧是指在国际贸易中进行谈判时，采用更加高效、聪明的方法来达成双方利益最大化的协议。

破釜沉舟法是一种谈判策略，意指在面临重大挑战时，采取果断决策并且做好彻底准备，表示不会再返回原来的状态。

在跨境电商B2B谈判中，破釜沉舟法可以表现为明确表达自己的底线，在确保自身利益的同时，向对方传达出“必须达成协议”的决心。

破釜沉舟法并不是说一定要翻脸不做，而是要用坚定的态度和实际行动来促使对方更加认真地对待谈判，从而达成更有利于自身的协议。

要提高破釜沉舟法的有效性，除了表述自己的立场外，还需要完善的准备工作和灵活的谈判技巧，以确保对方能够理解并接受你的底线。

（本文内容根据网络资料整理和来自用户投稿，出于传递更多信息之目的，不代表本站其观点和立场。本站不具备任何原创保护和所有权，也不对其真实性、可靠性承担任何法律责任，特此声明！）