In the magnificent historical process, many important historical events all shine with the negotiators' superhuman wisdom and amazing negotiation skills, such as: the cooperation between ancient Su Qin, Zhang Yi and Lian Heng; Yan zi makes Chu, and does not disgrace his mission; Lin Xiangru returned to Zhao intact. Premier Zhou's diplomatic skills and Chen Yi's humor, their personal image and negotiation style left a deep impression on us.
When we lament the heroism and great talent of the negotiators, when we are impressed by the wisdom and boldness of vision of the negotiators, has it ever occurred to us that the success of the negotiations cannot be separated from the negotiators' good quality and cultivation, broad mind and fearless boldness of vision?
So, what good qualities and abilities do you need to be an excellent negotiator?
1. Loyalty to duty, equality and reciprocity, team spirit
As a negotiator, you should have a high sense of responsibility and dedication, consciously abide by organizational discipline and safeguard organizational interests; We must strictly observe organizational secrets, and we must not make our own decisions, take no precautions, and speak freely; We should be consistent with the outside world and be proactive. The idea of a good negotiator is that once you sit at the negotiating table, you should respect each other and start a contest of wisdom and courage on this basis. But the ultimate goal is not who overpowers who, nor kills each other, but communication and adjustment, so that both sides can meet their basic requirements and reach an agreement. The two sides strive for a fair and reasonable negotiation result with this high-level positive behavior.
2. Ability to observe and judge
Negotiators should not only be good at observing words and feelings, but also have the ability to make correct analysis and judgment on what they have seen and heard. Observation and judgment are the main ways to understand each other in business negotiations.
In World War II, a German staff officer judged that there must be a French headquarters under the cemetery based on a Persian cat that appeared on the cemetery of the French position, thus destroying the French position in one fell swoop. Because during the war, ordinary soldiers would not keep such a noble cat; Moreover, the cat goes to the cemetery to bask in the sun at 9: 00 every morning on time, making sure that its owner is not far from the cemetery.
It can be seen that only through accurate and meticulous observation and judgment can we provide a strong basis for understanding each other and distinguishing the authenticity of information.
Then, in the negotiation, how to exercise your observation ability?
For example, if your opponent is a smoker, when he lights a cigarette, it is a signal for you to stop talking. When he starts smoking, you can continue the topic just now. If he continues to smoke, you can skillfully hand over a document or statement or other things that can make him participate in the negotiation when he picks up the cigarette, so that he is embarrassed to enjoy the addiction again.
3. Flexible field control ability
Being good at dealing with emergencies and being witty and flexible are necessary abilities for negotiators. With the changes in the strength of the two sides and the progress of the negotiations, the negotiations may change greatly. If the negotiators stick to the rules, the negotiations will either come to a deadlock or break down. Therefore, excellent negotiators should be good at improvising according to time, place and events. The famous host Yang Lan's performance in flexible field control is amazing.
Once, Yang Lan hosted a large-scale literary evening in tianhe sports center. Halfway through the program, she accidentally fell down the steps. Just as the audience was surprised by this unexpected situation, she stood up calmly and said humorously, "It's really a slip of the tongue! Just now, my performance of lion rolling hydrangea was not in place. It seems that my dance steps are not very good. But the performance on the stage is much better than mine. Do not believe, look at them! "
Hearing her self-deprecating improvisation, the audience couldn't help laughing. In this way, Yang Lan skillfully attracted the audience's attention to the stage. 4. Clever language skills
Negotiation focuses on talking, and the process of negotiation is also a process of talking. Proper negotiation language ability is very important. Therefore, negotiators must be able to master the language skillfully. At any time, many famous negotiators are also excellent language artists.
On one occasion, the US-Soviet strategic arms limitation agreement was just signed, and Kissinger introduced the situation to the accompanying American journalists. When talking about the Soviet Union producing about 250 missiles every year, a reporter asked, "What about ours?"
Kissinger replied: "Although I know this number, I don't know if it is confidential?"
The reporter replied: "Not confidential."
Kissinger immediately asked, "So, please tell me, how much is it?"
When answering questions that should be avoided, in order not to fall into an embarrassing situation, we can skillfully use the charm of language to avoid confrontational negotiations.
5. High self-confidence and creativity
Excellent negotiators often have certain creativity, rich imagination, brave spirit, tenacious will and perseverance. They are willing to accept uncertainty, dare to take risks, regard negotiation as an arena, and show their talents to compete with their opponents.
In their view, rejection is the beginning of negotiations. The more competitive they are, the braver they will become and have the courage to take risks and strive for better goals. Therefore, they never lock in their plans before negotiations. While carrying out the plan seriously, they will try to expand their imagination. Even if the two sides reach an agreement, they will find a better solution to reach an agreement.
6. Psychological endurance
Negotiators' broad mind and good self-cultivation can build a stable platform for both sides to express their views. Usually they have high self-control, and they are not arrogant when they are in good times. Keep a good enterprising attitude in adversity and don't impose your shortcomings and mistakes on others; When others insult themselves, don't answer blows with blows, be lenient and respond with wisdom. Negotiators with this extraordinary temperament, that kind of natural strength will make the other side dare not despise psychologically.
7. Pay attention to etiquette
Etiquette, as a moral norm, is an important embodiment of human civilization. Any industry has certain etiquette norms. In negotiation, etiquette, as a communicative norm, shows respect for guests and is also a necessary basic accomplishment for negotiators.
At the negotiating table, a negotiator's polite, frank manner and elegant style can often give people a pleasing feeling and create a peaceful and friendly atmosphere for negotiations. On the contrary, the ignorance and negligence of negotiators will not only break the negotiations, but also have a bad influence. Therefore, different stages of negotiation should follow certain etiquette norms.
Business negotiation involves huge economic benefits, so negotiators must be knowledgeable and master certain negotiation skills. Put the interests of both sides first and strive to achieve a win-win situation. With these qualities and abilities, you can also become a master negotiator, and you can enjoy yourself in the negotiation field!