In business activities, there are all kinds of negotiating partners, so we can't treat all the negotiations with the same attitude. We need to decide the attitude we should adopt in the negotiation according to the importance of the negotiation object and the negotiation result. If the object of negotiation is very important to the enterprise, such as a big customer with long-term cooperation, and the content and result of this negotiation are not very important to the company, then you can negotiate with a concession mentality, that is, to satisfy the other party without causing too much loss and influence, which will be more powerful for future cooperation. If the object of negotiation is very important to the enterprise and the result of negotiation is equally important to the enterprise, then we should adopt a friendly and cooperative attitude, try our best to achieve a win-win situation and transfer the contradictions between the two sides to a third party. For example, if there are contradictions in the division of market regions, then we can suggest that the two sides work together or assist each other to develop new markets, expand the regional area, and turn the opposing competition in negotiations into cooperation. If the object of negotiation is not important to the enterprise, and the negotiation result is insignificant to the enterprise, then you can go into battle easily, don't spend too much energy on such negotiations, or even cancel such negotiations. If the negotiation object is not important to the enterprise, but the negotiation result is important to the enterprise, then participate in the negotiation with the attitude of active competition, regardless of the negotiation opponent, and be completely guided by the best negotiation result.
2, fully understand the negotiating opponent.
As the saying goes, know yourself and know yourself, and you will win every battle, which is especially important in business negotiations. The more you know about your opponent, the more you can take the initiative in the negotiation. Just like we know the reserve price in advance, the natural cost is the lowest and the probability of success is the highest. When you know your opponent, you should not only know his negotiation purpose and bottom line, but also know his company operation, industry, negotiator's personality, his company culture, his habits and taboos. This can avoid many contradictions in culture and living habits, which will create additional obstacles for negotiations. There is also a very important factor to understand and master, that is, the situation of other competitors. For example, in a procurement negotiation, as a supplier, we need to know the situation of other suppliers who may cooperate with the buyers we negotiate, as well as the situation of other buyers who may cooperate with ourselves, so as to give a slightly more favorable cooperation mode than other suppliers in time and reach an agreement more easily. If our competitors make more demanding demands, we can also show other buyers' information to let them know that we know the details, and at the same time suggest that we have many options for cooperation. On the contrary, as buyers, we can also adopt the same reverse strategy.
3. Prepare multiple sets of negotiation plans.
The preliminary plan put forward by both sides of the negotiation is very beneficial to them, and both sides hope to gain more benefits through negotiation. Therefore, the outcome of the negotiation will definitely not be the original proposal put forward by both sides, but the result of negotiation, compromise and flexibility. In the process of pushing and pulling, it is often easy to lose the original will or be led into misunderstanding by the other side. At this time, the best way is to prepare several sets of negotiation plans, first come up with the most favorable plan, then come up with the second plan before reaching an agreement, and then come up with the second plan before reaching an agreement. Even if we don't take the initiative to come up with these plans, we can know in our hearts whether the compromise with the other party deviates from the framework we set at the beginning, so that we won't find out after the negotiation.
4. Establish a harmonious negotiation atmosphere.
At the beginning of the negotiation, it is best to find some places that both sides agree with and express them, leaving the other side with a subconscious mind more like a partner. In this way, the next negotiations will be easier to progress in the direction of reaching an understanding, rather than tense confrontation. When encountering deadlock, we can also take out mutual knowledge to enhance mutual confidence and resolve differences. You can also provide some business information that you are interested in, or simply discuss some irrelevant issues. After reaching an understanding, both sides will have wonderful changes in their hearts.
5. Set the negotiation forbidden zone.
Negotiation is a very sensitive communication. Therefore, the language should be concise and avoid words that should not be said, but in the long and difficult negotiation process, mistakes are inevitable. The best way is to set the taboo words, dangerous topics, behaviors that can't be done and the bottom line in the negotiation in advance. This can avoid falling into the trap or dance music set by the other party in the negotiation to the maximum extent.
6, concise language expression
In business negotiation, you should avoid using loose language or casual language style, and try to make your language concise, otherwise, your keywords are likely to be drowned in lengthy and meaningless language. When a pearl is placed on the ground, it is easy for us to find it, but if we pour a bag of gravel on it, it is difficult to find it. In the same way, we humans receive external sound or visual information with the following characteristics: at first, we concentrate, and with the increase of receiving information, our attention will become more and more dispersed. If it is irrelevant information, ignore it. Therefore, when negotiating, the language should be concise and targeted, and strive to make the other side's brain clearly express its own information in the best state of receiving information. If you want to express a lot of information, such as contracts, plans, etc., it is appropriate to change the tone of high, low, light and heavy when telling or reading, such as raising your voice in important places, slowing down your speech, or interspersed with some questions to arouse the other party's active thinking and increase attention. Before the important negotiation, we should have a simulation exercise to train language expression and response to unexpected problems. Avoid vague and wordy language in negotiation, which will not only fail to express your intention effectively, but also make the other party feel confused and disgusted. Let's be clear here, and distinguish the difference between calmness and procrastination. The former is that although the language expression is slow, the words are carefully scrutinized and there is no nonsense, and this speed of speech is also conducive to the other party's understanding and digestion of the information content. During the negotiation, the author highly praised this expression. In the negotiation, trying to hold the other side down with glib words and aggressive momentum is often counterproductive, and most of the results are not ideal.
7. Game in business negotiation skills
Although commercial negotiation is not much better than political and military negotiation, the essence of negotiation is game, confrontation and gunpowder. Both sides are very sensitive at this time. If the language is too blunt or strong, it is easy to cause instinctive opposition or disgust. Therefore, in business negotiations, when the two sides encounter differences, they should smile and talk to their opponents tactfully, so that the other side will not start the instinctive hostility in their minds, and the following negotiations will not easily come to an impasse. In business negotiations, you don't slip your teeth, but you will take the initiative if you seize the momentum of others. On the contrary, you can restrain your opponent in a way that your emotions are not guided and your thoughts are not understood by him. If you want to be an expert in business negotiation, you must be a wimp.
8, curve attack
Sun Tzu said, "A detour is a straight road", and General Clovis also said, "The shortest road to the destination is the most tortuous road". It can be seen that if you want to achieve your goal, you must make a detour, otherwise it will only arouse the vigilance and opposition of the other side. You should lead the other person's thoughts into your own encirclement, for example, by asking questions, and let the other person take the initiative to tell you the answer you want to hear. On the contrary, the more eager you are to achieve your goal, the more likely you are to expose your intentions and be used by the other party.
9. Negotiation wins by ear, not by mouth.
In negotiations, we often fall into a misunderstanding, that is, a kind of thinking consciousness of taking the initiative to attack. We always keep talking, always try to suppress each other's words, always try to instill more ideas into each other, thinking that we can take the initiative in the negotiation. In fact, in this competitive environment, the more you talk, the more repulsive the other party will be, and the less you listen, the less you enter. Moreover, talking too much will crowd out. On the other hand, let the other person say what he wants to say. When he says everything that depresses his heart, he will be like a deflated ball and his spirit will decline. Then you fight back, his opponent has no tricks. More importantly, being good at listening can discover the real intention and even flaws of the other party from their words.
10, control the negotiation situation
There seems to be no moderator in the negotiation activities, but there is actually an invisible moderator, either you or your opponent. Therefore, we should take the initiative to grasp the rhythm, direction and even trend of the negotiations. The qualities that a host should have are: although there are not many languages, they hit the nail on the head. Although the momentum is not domineering, it is clever and calm. He did not push his opponent to the edge of the cliff with words, but led him to the edge with words. Moreover, if you want to be the host of the negotiation table, you must show your fairness, that is, face the problem objectively, especially at the beginning of the negotiation. Slowly, your opponent will instinctively be guided by you, and the situation will tilt in your favor.
1 1, don't chop and change.
During the Spring and Autumn Period, there was an expert in raising monkeys in the State of Song. He keeps a large group of monkeys. He can understand the idea expressed by the monkey, and so can the monkey. The man's family is getting poorer and poorer, and he can't afford to buy so much food for monkeys. So he planned to reduce the number of acorns that the monkeys ate every meal, but he was afraid that the monkeys would not obey him, so he deceived the monkeys and said, "Is it enough to give you three acorns in the morning and four acorns in the evening?" Hearing this, the monkey shouted to show his opposition. After a while, he said, "Well, I can't help it. I'll give you four acorns in the morning and three acorns at night. Is that enough to eat? " Hearing this, the monkeys all danced and were very happy. Everyone should be familiar with this short story, which is the allusion in the idiom "chop and change". This story seems absurd, but in fact, there is a phenomenon of "chop and change" in the negotiations. Usually when the two sides are deadlocked on an important issue, one side takes a step back and throws other small profits as compensation to break the deadlock, exchanging small profits for big profits, or changing the order of the whole plan, which blinds our thinking. It sounds incredible at first glance, but it often happens in actual negotiations. Therefore, first of all, we should be able to jump out of the thinking trap like a brain teaser, and then we should be good at small profits but quick turnover and learn to retreat for progress. One of the biggest gains in negotiation is to learn to make concessions in due course. Only in this way can the negotiations proceed smoothly. After all, the ultimate goal of negotiation is win-win.
12, concession attack
In the negotiation, we can make one or two very high demands at an appropriate time, and the other party will inevitably be unable to agree. After some bargaining, we can make concessions and reduce or change the requirements to other requirements. We have no intention of reaching an agreement on these high demands. Even if we make concessions, there will be no loss, but we will give each other a sense of accomplishment and feel that we have taken advantage. At this time, the rest of us are more likely to be accepted by the other party than this kind of high demand and low demand, but don't make too outrageous and excessive demands, otherwise the other party may think that we are insincere and even anger the other party. Throwing high demands first can also effectively reduce the opponent's expectation of negotiating interests and dampen the opponent's spirit. In fact, the key to negotiation is how to achieve the psychological balance between the two sides. When an agreement is reached, the two sides reach a balance point. In other words, I have achieved satisfactory or basically satisfactory results in the negotiations. This kind of satisfaction includes the expected achievement, the benefits I gained, the concessions of my negotiating opponents, the initiative I gained, and the harmonious atmosphere in the negotiation process. Sometimes this balance and interest relationship in negotiation is not great, so the author advocates that as long as you win the interest, you can lose the negotiation in the negotiation. In other words, on the surface, we give in, lose some benefits, and give our opponents a pleasure of attacking the city. In fact, we scattered sesame seeds everywhere, making our opponents happily pick them up and secretly take their watermelons.