7/31/2019 In Conditiile Actuale

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In conditiile actuale, cand tot mai multe firme se specializeaza in schimbrui comeriale cu

pareneri straini, reste atit importanta, cit si gradul de dificultate a tratativelor comerciale. Exista o

multime de situatii caracterizate printr-o varietate de interese, uneori chiar conflicte de interese,

care nu pot fi solutionate decit prin aplicarea corecta a principiilor de desfasurare a negocierilor

si prin comunicare adecata a intentiilor, prin formularea argumentatiei in asa fel incit sa obtina

efectul scontat.In linii generale, negocierile comerciale cuprind urmatoarele etape:

a. deschiderea discutiilor , crearea unei atmosfere favorabile desfasurarii negocierilor, cistigarea

bunavointei partenerului;

b. o scurta prezentare a firmei, a experientei in productie/ in prestari de servicii/ in afaceri etc,

evidentiind calitatea produselor/ serviciilor si increderea de care se bucura in rindul

consumatorilor/ partenerilor;

c. prezentarea produsului/ serviciului oferit;

d. depistarea necesiatilor si intentiior partenerului si oferirea unei solutii;

e. demonstratia (de exemplu pe baza de prospecte, in functionare etc.);

f. argumentarea (pretului, conditiile de livrare) si respingerea obiectiilor partenerului;

g. pregatirea finalizarii discutiei prin inventarierea principalelor puncte discutate;

h. finalizarea negocierilor;

i. incheierea discutiei/ intrevederii.

Under current conditions, when more

firms specializing in schimbrui comerialewith foreign pareneri, reste so important, as well as the

difficulty of trade negotiations. There are plenty of situations characterized by a variety

of interests, sometimes conflicting interests that can not be solved only by applying correct

principles of negotiations and the development of adequate communication of intentions, byformulating the argument in such a way as to obtain effect.

In general, trade negotiations include the following steps:

opening a discussion, create a favorable environment carrying negotiations,

winning goodwill partner;

B. A brief presentation of the company, experience in production / providing

services / business etc, highlighting the quality of products / services and confidence they

enjoy among consumers / partners;

c presentation of the product / service;

d detection and intentiior necesiatilor partner and providing solutions;

e demonstration (eg based on booklets, etc. in operation.)

argument f (price, delivery) and rejection of partner objections;

g training completion discussion it seems the main points discussed;

h completion of negotiations;

i end discussion / meeting.