What matters need to be clearly understood in business negotiation? The following are the matters needing attention in business negotiation that I collected and sorted out. Welcome to reading.
(1) negotiation preparation
1. Identify negotiators. Choose a negotiator who is equivalent to the other party's representative and has good comprehensive quality, attach importance to gfd and pretend to be as suitable as possible for the company's cultural atmosphere to narrow the distance with the other party.
2. Arrange the meeting place, adopt a rectangular or oval negotiating table, and the seat on the right or opposite the door is honored and should be given to the guests.
Prepare an observer, pay attention to the overall situation, and give hints to the speaker when necessary? Stop? ,? Tell? We need time to think about each other.
(2) At the beginning of the negotiation
1. Introduce yourself naturally, sincerely, not arrogant, learn to smile, relieve tension, and leave a kind and beautiful impression on the other party.
2. Before introducing to the introduced person, the introducer should seek the opinions of both parties to avoid being abrupt. When introducing, introduce the lively introduced person to show respect; After the introduction, the introduced parties should smile, nod or shake hands, and introduce themselves further if necessary.
3. When we meet for the first time or are introduced by friends who are not very familiar with each other, we will continue to talk about some topics. When speaking on this occasion, we must pay attention to the content, try to avoid some topics that only a few people are interested in, and avoid talking about politics, religion and other topics where everyone may have different positions. Some people will not argue with you on the spot out of politeness, but they must feel very uncomfortable. Perhaps you have inadvertently offended others without knowing it, which naturally loses its social significance.
Don't form a small circle, don't whisper, please keep quiet when the host or guest speaks to show respect, and then continue the unfinished topic after the speech.
5. Listen carefully to each other and observe the expression of behavior, which is easy to find and show respect.
6. Where are we? Collection? Give information to others at the same time? Intelligence? , pay attention? A diversion, mixed with reality? .
(3) Under negotiation
1. Body language is an inexact science. Pay attention to the continuous signals you send intentionally or unintentionally to make the other person understand, and check whether the non-verbal signals you send are consistent with the slogan information from time to time.
2. Prepare relevant questions in advance, raise them when the atmosphere is harmonious, and be open and honest. Don't pry when the atmosphere is cold or tense, and don't overreact or ask questions endlessly, so as not to cause the other party's disgust or even anger. However, we should try not to let the principle issue. It is not appropriate for the other party to interrupt at will when answering the inquiry, and thank the respondent when answering.
3. When you go to the negotiating table, you should try to reduce each other's negotiations? And the result? Expect, but maintain and improve each other's negotiations? Vision? Expect.
4. When quoting, prevent conservatism? On the basis of the reserve price, set yourself a higher goal; Prevent radicalization? The goal cannot be infinitely high, and the interests of the other party cannot be ignored.
5. haste makes waste. Negotiators should have patience to adapt to conditions and adjust plans; When there is a contradiction, talk about the matter, don't get angry or even make personal attacks.
6. Leave room for bargaining and know what to do. Let the other person feel that he has got more sweetness than he wants.
7. In the negotiation, if you tell the other party directly? No? The other side will feel humiliated, both sides will feel embarrassed, and the negotiations will even come to a deadlock. What if we use conditional questions instead? No? The above situation will not happen. For example, when the other party makes an extra request that we can't agree to, we can ask the other party conditionally: If we make concessions, will you agree to pay the extra fee?
8. Interests and pressures are both pursued. Tell each other the specific benefits you will bring him and what you will lose if you don't do this business.
9. Let others see things your way. When you want to convince the other party, you might as well let them see the problem in your way and think about it according to your ideas.
10. When the progress of the problem is not as smooth as expected, you should put the problem down and explain it clearly to the other party? Go back and discuss it with your superiors? The object of discussion must be abstract. You can't talk to someone at a higher level, but you should refer to an abstract company entity to make the other person feel that you are standing with him? On the same side? Seek benefits. When dealing with the opponent's dominant strategy, we should test its authenticity, adapt to raising the opponent's personal position, and imply that the other party is the real decision maker.
1 1. The host should be flexible when it is in the snow and ice, and can temporarily change the topic and relax a little. If there is really nothing to say, make a decisive decision, temporarily suspend the negotiations, and then continue after a short rest. The host should take the initiative to raise the topic, and don't let the silence last too long.
12. At the end, you should raise the other party's gains slightly higher than the other party's expectations, so that the other party will feel satisfied.
(IV) Signing stage
1. At the signing ceremony, all participants in the negotiation between the two sides should attend, enter the meeting place together, shake hands and take their seats.
2. The signature assistant helps the signer to open the text, indicate the signature position, exchange signatures, and then sign another text.
3. After signing the contract, both parties stood up at the same time, exchanged words, shook hands and applauded to congratulate the cooperation on its success.
(5) Relevant international business negotiations
As the saying goes? Different winds in a hundred miles, different customs in ten miles? . Because there are obvious differences in historical traditions, political systems, economic conditions, cultural background, customs and values among countries in the world, negotiators in different countries have different styles. Americans are humorous and pay attention to efficiency; Germans are meticulous about their own credit; China people are reserved and not used to talking? No? ; Japanese people are secretive and can use vague words similar to those in China, which is the characteristic of businessmen in various countries. In order to make full preparations and succeed in the negotiation, we must understand and be familiar with the customs and habits of the other country and region and the negotiation style.
Of course, although different cultural backgrounds will lead to different negotiation behaviors to a certain extent, it is not absolute. It is impossible for a country to set a framework, and there are exceptions to everything. Therefore, we should handle international business negotiations flexibly.
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