Communication skills in business negotiation. Have negative feelings about the other party.
That is, unbelief, hostility, suspicion, attack, temptation, oppression, anger and other hidden feelings lead to the growing distance between the two sides.
Second, cognitive communication barriers
It refers to the artificial differences caused by different understandings of the same thing, which will make the communication objects feel misplaced and depressed, thus hindering the cooperation and communication between the two sides.
Third, psychological communication barriers.
? Is the negotiation war a psychological war? In the process of negotiation. The basic psychological factors of successful communication directly come from the confidence, sincerity and patience of both parties. If there are psychological barriers in communication, the credibility of both parties will be greatly reduced.
Fourth, I didn't control my emotions and attitudes.
People are dominated by emotions. Once they are rejected in the negotiation process, they will often have dissatisfaction or take a counterattack attitude, which will lead to arguments. Too weak an attitude will lead to the loss of principles and interests. Therefore, before the negotiation, we must control our emotions and be modest.
5. Communication barriers in business negotiation habits
Due to historical, traditional, political, religious and other reasons, different countries and businessmen have different negotiation habits, which not only affects the negotiators' behavior, but also affects their negotiation methods, so their negotiation styles may be completely different. For example, Americans are generous, confident, competitive and pragmatic; The British pay attention to gentlemanly manners, are good at arguing and don't give up easily; The Japanese pay attention to etiquette, tactfulness and shrewdness, attach importance to the essence and details of the problem, do not give in easily, and stress teamwork; Arabs have a strong sense of race and religion, are good at bargaining, respect their opponents and cherish friendship?
Development: negotiation skills of buyers
1, change the subject if necessary.
If the buyer and the seller argue endlessly about a certain detail and cannot negotiate, the experienced purchasing staff will change the subject, or pause the discussion and have a cup of tea to ease the tension and find a new starting point or a more suitable negotiation opportunity.
2. The principle of reciprocity
Don't negotiate with a group of suppliers alone, it will be extremely bad for you. What should I pay attention to when negotiating? Principle of reciprocity? In other words, our quantity and level should be roughly equal to each other. If the other party really wants to talk collectively, refuse first and then study the countermeasures.
3. Try to be a good listener
Generally speaking, supplier business people always think that they can speak well and prefer to talk. Purchasing personnel know this and should try to let them speak. From their manners, buyers can hear their advantages and disadvantages, and they can also understand their negotiating position.
4. Control negotiation time
As soon as the scheduled negotiation time arrives, you should really end the negotiation and leave, making the other side nervous and making greater concessions. If possible, interview his competitors at the same time, and ask your assistant to come in and tell you that the next interviewee (that is, his competitors) is waiting.
5. Learn suspense.
People always cherish things that are not easy to get. If you really want to satisfy the other person, let him try to get everything. Before that, you must learn to hold your breath and let the other side fight for a while. We should try our best to make money and establish friendship with new friends.
Step 6 retreat for progress
If the negotiations reach a critical period and encounter thorny issues, we might as well say so. I'll think about it, okay? Or? Shall we discuss the matter separately? Wait a minute, these euphemistic words are clever concessions, which can win you the opportunity to adjust your thinking and deploy new plans.
7. Take a long line to catch big fish
Experienced buyers will try to understand their opponents' needs, so they will try to meet in small places, and then gradually guide them to meet the needs of purchasing personnel. But the buyer should avoid letting the opponent know the needs of our company first, otherwise the opponent will take advantage of this weakness and ask the buyer to make concessions first. Therefore, the purchasing staff should not give in yet, or should not give in too much.
8. Try to talk to the other person in a positive tone.
In the process of negotiation, if the other party has constructive or intelligent opinions and remarks, if you take a negative tone, it is easy to anger the other party and make the other party lose face, so it is difficult to negotiate, or it may be a black trick on your back. Therefore, the purchasing staff should try to affirm each other, praise each other and give each other face, so that the other party will be willing to give you face.
9, hidden but not exposed, it is not easy to show the card.
Sometimes you have to hide your requirements first, let the other party speak first, lure the other party to expose their real situation, and try to grasp the other party's requirements, trading plans and other aspects as much as possible. Don't expose yourself easily, especially if the other party takes the initiative to talk to you about business, but also hide first. Facts have proved that those who are not in a hurry to express their views first in negotiations are often the winners of business transactions.
10, try to stand in each other's position.
Many people mistakenly believe that they should kill them all and never give in when negotiating. But it turns out that most successful procurement negotiations can only be achieved in a harmonious atmosphere. Under the same negotiation conditions, it is often more convincing to explain from the other side's position. Because the other party will think that the premise of reaching a deal is that both parties can get the expected income.
1 1. Make full preparations before the negotiation.
Know yourself and know yourself, and you will win every battle. Purchasing personnel must understand the knowledge of goods, category market and price, category supply and demand, enterprise situation, acceptable price bottom line and upper limit of enterprises, and other negotiation objectives, which are not repeated here. But remind everyone, we must list the conditions in order of priority, simply write down the key points on paper, and refer to them at any time during the negotiation to remind ourselves.
12, only negotiate with those who have the right to decide.
Before negotiation, it is best to know and judge the authority of the other party. Depending on the size of the supplier, the buyer may contact business representatives, business executives at all levels, managers, deputy general managers, general managers and even the chairman. These people have different authorities. Purchasing personnel should try to avoid negotiating with people who have no right to decide affairs, so as not to waste their time, and at the same time avoid revealing the position of the enterprise to the other party in advance.
13, the conversation focused on our strengths (sales, market share, growth, etc. )
Tell each other about our company's current and future development and goals, and make suppliers interested in our company hot pillow. Don't talk too much about our weaknesses, a supplier's negotiator will attack your weaknesses to reduce your advantages. While affirming the supplier enterprise, point out the weakness of the supplier and tell the supplier? You can and need to do better. . Repeat this sentence until the supplier starts to adjust his evaluation.
14, don't mistake 50/50 for the best.
Because of win-win, some buyers think that the negotiation result is 50/50 (2 1 plus 5), which will not hurt each other. This is a wrong idea. In fact, experienced purchasing personnel will always try their best to get the best conditions for their company, and then let the other party get a little benefit and give their company an account. Therefore, from the standpoint of retail procurement, if the negotiation results are 60/40, 70/30 or even 80/20, what should not happen? Can't stand it? Yes
15, leave yourself room for bargaining.
When you make a request, you should raise it a little higher than the expected goal and leave yourself room to advance and retreat. If you are a seller, you might as well ask a higher price, if you are a buyer, you may bid a lower price. But in any case, you can't talk about the price indiscriminately, it must be within a reasonable range. Nonsense will leave a bad impression on people, and the other party will either take you as? Idiot? Will still look at you coldly. As the saying goes, you can neither be deceived nor scared away.
16, take the initiative, but avoid letting the other party know the location of this enterprise.
Make good use of consulting technology. Asking questions and soliciting customers is more effective than judging and attacking? And most of the time, our suppliers are more professional than us in their fields. The more you ask, the more market information we can get. Therefore, buyers should try to prepare their own questions in advance to? Open? Ask questions in a way that allows the other person to expose his position as much as possible. Then take the initiative to attack, pursue victory, and give each other enough pressure. The other party is at a loss and will naturally give in.
17, pretend that it is difficult to make concessions and let the other side make concessions on important issues.
If necessary, you can make concessions on smaller issues first, but don't make concessions too quickly, because the longer the other party waits, the more it will cherish, but this kind of waiting should make the other party obviously feel hopeful; At the same time, don't make unnecessary concessions or concessions at the same level. Every time you make a concession, let the other side feel that you have made great efforts and are willing to give the other side benefits. But for various reasons, there is often nothing you can do, and it is hard to get it now. And in essence, you have not suffered any loss.
18, try to negotiate in our office.
Retailers usually explicitly require buyers to discuss business only in the business negotiation room of their own enterprises. In addition to improving the transparency of procurement activities and putting an end to personal transactions, the biggest purpose is actually to help procurement personnel create an advantageous position in negotiations. Negotiating on one's own site can not only have psychological advantages, but also get the necessary support from other colleagues, departments or supervisors at any time. At the same time, it can also save time and travel expenses, and improve the buyer's own time utilization and work efficiency.
19, speak with data and facts to improve authority.
Always be based on facts. The facts mentioned here mainly refer to making full use of accurate data analysis, such as sales volume analysis, market share analysis, category performance analysis and gross profit analysis. For horizontal and vertical comparison. Speak with facts, and the other party will not exaggerate some things in order to safeguard your principles. First of all, as a retailer's purchasing staff, what is your goal before negotiation? You must adhere to the company's principles, even if you have to make concessions, you must repeatedly emphasize this principle, and this principle is supported by data and analysis. Do you want to keep your professional style forever and let your opponents deepen invisibly? He is right, because he is an expert in this field? This feeling.
20. Don't show recognition of suppliers and interest in goods.
Before the transaction begins, the expectation of the other party will determine the final transaction conditions, so experienced buyers, no matter how good the goods and prices are, should not over-express their inner views. It takes a lot of effort to impress the provider, and finally you have made some valuable progress! Don't forget that every minute of the negotiation, you should always be skeptical, don't show interest in cooperating with the other party, and let the supplier feel dispensable in your heart, so that it is easier to obtain favorable trading conditions. Politely refuse or object to the terms first proposed by the supplier. What can the buyer say? What! ? Or? Are you kidding? ! ? Thus, the other party will have a psychological burden and lower the negotiation standards and expectations.
2 1, take retreat as progress.
Some things may be beyond the buyer's authority or knowledge. Buyers should not be too hasty, pretend that they have rights or know something, and make decisions that they should not make. At this time, it is not too late to take a back seat, ask for instructions or study with colleagues to find out the facts, and then reply or decide. After all, no one is a know-it-all A hasty decision is usually not a good one. A wise man always thinks carefully before making a decision. There is an old saying? Think twice before you act? Or? Can't bear to be a little careless? No, it might be better to put things off until next time. You know, usually we can wait, but the supplier can't. In this way, at the end of the negotiation, you claim that it must be decided by the superior manager to buy yourself more time to consider rejecting or reconsidering a plan.
22. Avoid the breakdown of negotiations and don't make hasty decisions.
Experienced purchasing personnel will not let the negotiation break down completely, otherwise there is no need to negotiate at all. He always leaves a little room for the other side until the next negotiation reaches an agreement. On the other hand, the buyer must explain that it is better not to reach an agreement than to reach an agreement, because a reluctant agreement may lead to endless troubles. Many people know the general direction in the negotiation process, but a good purchaser will break the whole negotiation into several parts. When you are exhausted after talking about one point, he suddenly jumps to another point and sometimes goes back to that point. At this time, manufacturers may not know their best choice and bottom line at every link. Secondly, for the manufacturer, you should keep telling him what you have done for him and let him feel that you have paid a lot. If you can't reach an agreement, don't rush to temporarily terminate the negotiations, and don't be afraid of the negative effects of voluntary termination. Fight? Finally. At the right time, you should also do something to surprise them and make them pay attention to you. This doesn't mean that you should stick to it. Fight? The main purpose is to find a win-win strategy (only I will try my best to win more).
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