What are the business negotiation etiquette? If importers and exporters want to negotiate business successfully, they must first master certain business etiquette, and then come up with high-quality products to convince buyers. Next, what are the etiquette in business negotiation?
Etiquette in business negotiations 1 First, create an illusion.
The so-called illusion-making refers to the purposeful and planned creation of various illusions to confuse each other and make them make mistakes. Whether it can create an illusion depends on whether it can cause the judgment error of the negotiating opponent; The focus of his research and understanding is to master the thinking method and thinking procedure mode of negotiators; How to make the difference between phenomenon and essence lies not in objective rationality, but in subjective agreement. For example, intuitively looking at the price critical point seems to be a question of how to keep it secret, but in the paradox, in people's psychology, the more people want to know it, the more they pay attention to it and understand it; People often turn a blind eye to common problems and have no doubt. Therefore, in the use of sophistry in some negotiations, most people think that the best secrecy is clever exposure, which implies deeper subtlety in public actions.
Common techniques for creating illusions are:
Therefore, cloth puzzles "compromise" in negotiations without trace, such as deliberately losing negotiation notes, notes or documents, or throwing some data into the wastebasket that the other party can easily see, and using these false data to lead the opponent astray and make him misjudge.
Deliberately making mistakes, such as deliberately adding or multiplying mistakes in calculating prices and quantities, or distorting the original intention, missing words or making incorrect statements, so that the other party will be deceived or suffer losses if it is not careful. When these tricks are discovered, it is still possible to get the other party's surprise, because anyone can make similar mistakes. Such errors mainly include false bidding, specification errors, parts list errors, product structure errors, etc.
Playing the fool in the negotiation, deliberately showing anger, madness, urgency and violence, laughing and cursing, tearing the slap, in order to shake the other party's negotiation determination; Or take advantage of people's fear of dealing with "fools" and use "ignorance" as a weapon. Don't ask anyone, no matter what you say, "I can only offer this price." This method can paralyze each other, test each other's determination and patience, and avoid sharp problems in negotiations.
Second, attack the heart and seize the gas.
All the negotiation and confrontation activities between people have psychological competition from beginning to end. Deception is based on "attacking the heart" and "seizing the gas". The purpose of the attack is to seize the air. "The soldiers are not blunt but can benefit all." In the process of trade negotiation, one of the basic attempts to "attack the heart" and "seize the air" is to study the psychological characteristics of the other party's personality, use environmental factors and situational orientation, establish a complete system of strengthening influence, and promote the negotiation to form a trend consistent with its intention. In other words, it is to use psychological mechanisms such as fear, pride and seclusion to create such an environment for each other: let them hesitate in fear, hesitate in hesitation, lose confidence in hesitation, only seek self-protection after losing confidence, and finally yield; Or let your mind swell in pride, be careless, lack arguments when making demands, and have many omissions when refuting the other party, resulting in gaps that the other party can use. Common technologies are:
The wicked encounter an experienced tough opponent in the complaint negotiation, and the tactics of combining hard and soft are difficult to work, so they go to the boss or their colleagues of the other party to make them lose the trust of their bosses and colleagues, so as to exert psychological pressure and shake the will of the other party to talk to people. The specific way is to show the sincerity of the negotiation through banquets or individual visits to the other party's boss and other members, and analyze the crux of the difficulty in signing the contract, directly or indirectly revealing the meaning of "it is difficult to clinch a deal without replacing people".
Praise each other with compliments, give them generous gifts, encourage their pride, soften their negotiating position, wait for their weaknesses to be exposed, and catch each other by surprise at the first opportunity. The main method is to take advantage of the weakness of the other party's human nature, entertain the other party's main negotiators alone, and bribe the relevant personnel.
Pretending to be poor, taking advantage of each other's sympathy, deliberately showing pity and embarrassment, and some even kowtowed and cried, asking for leniency; Some people lie pretending to be ill, with sad faces, earnest and earnest, begging for a chance to live.
Third, sophistry logic.
All the tricks of Tao are contrary to the thinking mode of formal logic, and always seek complementarity from the opposite side: either acting against the internal purpose, acting against the truth, or acting according to the other party's subjective will. ...
Although there is only one word difference between sophistry and argument in economic and trade negotiations, their essence is quite different. The purpose of sophistry is not to seek the possibility of sincere cooperation between the two sides, but to play with language games to sell their own fallacies, confuse people and make them fall for it. Sophists often use improper reasoning methods to exaggerate the minor into the major, describe the phenomenon as the essence, say the accident as the necessity, and say the tributary as the mainstream. Common forms are:
Circular argument generally consists of three elements: topic, argument and argument, in which argument proves topic. If the argument can't be used to prove, but depends on the topic, it is actually equivalent to proving the topic with the topic itself, and it can't prove any problems. Therefore, in formal logic, the truth value of an argument cannot be proved by the title, otherwise it will make a logical mistake of "circular argument". Sophists often consciously create circular arguments in negotiations. For example, sophists said in the negotiation: "People try their best to sell products that can't be sold. You try your best to sell, which means that your product can't be sold, which means that your product has problems. " This passage is a typical circular argument.
Mechanical analogy is to take accidental identity or similarity between things as an argument, or to compare things that are similar on the surface but completely different in essence, so as to draw absurd or irrelevant conclusions. Sophists often play with mechanical analogy to confuse the audience and defend their fallacies in order to achieve their goals. For example, in contract negotiation, in order to prove that the contractor can't manage the enterprise effectively, some people compare the enterprise to a clock, saying that the operation of the enterprise should be as accurate as a clock. Since the normal operation of the clock is not affected by people's will, the operation of the enterprise will certainly not be controlled by people. In fact, enterprises and clocks are neither the same category nor the same in essence, and the absurdity of their conclusions can be seen by mechanical analogy.
Parallel Argument When you demonstrate one of its weaknesses, he flaunts a shot to open a new battlefield, but instead finds out your other weakness and sticks to it, making weaknesses around this weakness or deliberately fabricating arguments to provoke new arguments and divert people's attention, thus achieving the goal of grabbing the sky and land.
It is unreasonable to seize a part of the other party's quotation in the negotiation and then infer that the whole quotation is unreasonable; Or seize the incorrect part of the other party's criticism and cling to it.
In general compromise negotiations, when there are differences between the two sides, people often adopt a compromise method to satisfy both sides. The general compromise is to confuse the differences between the two sides without specifically analyzing the differences and simply fiddling with abstract concepts. For example, the normal price of a product is 3.00 yuan, and the offer of 5.50 yuan is 3.00 yuan compared with the counter-offer of 2.50 yuan. After the compromise, the price is still 4.00 yuan, which is still higher than the normal price of 3.00 yuan 1.00 yuan. The buyer does not agree to such a compromise, and the seller's forced compromise is sophistry.
Generally speaking, the conclusion of international transactions includes the following four steps: inquiry, offer, counter-offer and acceptance. Among them, offer and acceptance are particularly important.
1, the so-called inquiry refers to the inquiry about all the terms of the transaction sent by one party to the other party for the purpose of buying and selling goods. If you want to sell or buy goods, you must make an inquiry. Queries have no magic restrictions and no object restrictions.
2. The so-called offer means that both parties reach an agreement voluntarily according to their respective requirements. It includes a legally binding firm offer and a non-legally binding virtual offer. A firm offer is a positive expression of reaching an agreement, while a virtual offer is a flexible positive expression, such as "subject to our final determination". The firm offer is valid for international transactions for about three days. After three days, if an agreement is formally reached, it will be established. Or it's ruined. Virtual offer just wants to know the other party's intention, and is not prepared to make a deal when one party says it can be done.
The so-called bargaining is what we call the bargaining process when both parties reach an agreement. And acceptance means reaching a formal agreement (concluding a contract). In the process of commodity trading, sometimes offers and acceptances can be withdrawn or revoked. In this regard, the United Nations Convention on Contracts for the International Sale of Goods stipulates that an offer or acceptance may be withdrawn, but the notice of withdrawal must reach the offeree before or at the same time. Generally speaking, it cannot be withdrawn unless both parties agree.
An offer and the other party's acceptance constitute a contract. There are two kinds of international trade contracts: oral and written. A written contract can take the form of confirmation, agreement, memorandum, etc. , which will take effect after being signed by both parties, in duplicate. The contents of the contract generally include the name, number, date and place of conclusion, main trading conditions, etc.
If you want to sell your company's products, you must fulfill your contractual obligations after signing the contract until the other party receives the goods and remits the money. Export commodities must do a series of work, such as preparing goods, examining letters of credit, handling freight, customs declaration, inspection, insurance, settlement of foreign exchange, shipping notice, etc. Imported goods also have to go through a series of procedures.
Two, in the process of foreign-related transaction negotiation and contract conclusion, we must grasp the following aspects:
(1) Having a competent foreign trade assistant;
(2) Having senior translators;
(3) Be familiar with the knowledge and etiquette of all foreign-related transactions.