Some people think that there is no "sincerity" in doing business, which means inflexibility and passivity. Actually, it's not. Facts have told people countless times that anyone who profits by his own subjective will or fraudulent means will be punished accordingly. This punishment comes from economy, law and society. The same is true of negotiations. No sincerity, no gain. Therefore, the first principle of successful negotiation is to follow the principle of honesty and trustworthiness and abide by the facts. In order to truly be sincere and trustworthy, we can recruit people from the following aspects:
(1) Based on facts. There is a good saying: Facts speak louder than words. Speaking with facts is the most convincing. In order to make us have a sufficient basis for negotiation, we must first proceed from the facts and collect information comprehensively. We should not only fully estimate our own negotiating strength, but also fully examine the situation of our opponents, such as the development history, current situation, strength and credibility, negotiating style and negotiating objectives of the enterprise. And evaluate the negotiating strength of the opponent after carefully understanding these situations. In the negotiation, we should further verify what we have and what our opponents provide, so as to judge the truth and help us make a decision.
(2) based on reputation. Good reputation is the foundation of enterprise development. Only by maintaining credibility will others be willing to do business with him. If you don't keep your reputation, then you can't stand in the business circle. The most important thing in the business circle is credibility. Everything should be about credibility, and so should business negotiations. Only by maintaining credibility can all parties to the negotiations strictly abide by the agreements reached in the negotiations, keep their promises and truly "keep their words".
2. The principle of equality and mutual benefit.
Equality and mutual benefit are important principles that must be followed in negotiation activities. The two sides of the negotiation should follow the principle of equality and mutual benefit, so that the two sides can effectively cooperate and reach an understanding in the negotiation, thus maintaining a long-term relationship.
(1) First of all, both parties to the negotiation are equal. Whether it is a group, organization or individual participating in the negotiation, everyone's desire to cooperate with * * * is equal, and there is no distinction between primary and secondary. Large enterprises must not despise small enterprises that negotiate with themselves by virtue of their strength, which is the premise of successful negotiations. It is not advisable to rely on yourself or others to suppress each other at the negotiating table. Unless you want to get rid of each other yourself, you must put down your airs before you can have a real negotiation.
(2) Meet the needs of both parties. It is precisely because of the demand that the negotiators come together, and it is precisely because of the difference in demand that everyone sits down and communicates. This is called "negotiation". Therefore, successful negotiations are based on mutual satisfaction. It is impossible to negotiate successfully without making any concessions. If everyone sticks to his own interests, there will be no real result in the negotiations.
3. The principle of seeking common ground while reserving differences.
Negotiation is a kind of consultation activity seeking agreement, and the two parties involved in the negotiation will have agreement and differences in interests. In view of this, in order to achieve the negotiation goal, negotiators should also follow the principle of seeking common ground while reserving differences: for those who agree, they should reach an agreement, and for those who are not easy to unify, they should not rush to reach an agreement and talk about it later. In order to abide by this principle, we should start from the following aspects:
(1) We should correctly treat the needs and differences of interests of the negotiating parties. When negotiating, it should be clear that the purpose of negotiation is not to expand contradictions, but to bridge differences, so that all parties can become cooperative relations in seeking common interests and resolving differences.
(2) The focus of negotiations should be the interests needed by both sides, not opposing positions and viewpoints. If we start from the opposite standpoint, there will be no good result. Only by focusing on exploring their respective interests can we reconcile contradictions and reach an agreement through mutual satisfaction of interests.
4. The principle of fair competition.
Negotiations advocate cooperation, consistency and competition. The principle of fair competition is to reach an agreement through competition and achieve mutual benefit and win-win through cooperation in the form of competition. Of course, this kind of competition refers to fair competition, legal competition and moral competition. Fair competition shall comply with the following requirements:
(1) Both sides have equal status. In the process of negotiation, the two sides may put forward many plans to solve the contradictions. Fair competition means that both parties have completely equal opportunities to provide solutions. Since they are equal, it is impossible for one party to provide the scheme or monopolize the strong party according to which side's conditions are superior, which is divorced from the principle of fair competition.
(2) The conclusion and performance of the agreement is fair. The principle of fair competition requires a fair agreement. Only a fair agreement can satisfy the interests of all parties to the maximum extent. In addition, in the performance of the agreement, both parties have fair obligations and responsibilities, which does not mean that one party can decide some practices, such as changing the agreement or not performing it according to the agreement, which are in violation of the agreement.
Everything has principles. Business negotiation also has principles, and negotiators should master and abide by these principles. This is not only conducive to the smooth progress of the negotiations, but also conducive to the success of the negotiations.