A good negotiator will not blindly stick to his position and pursue uncompromising. Instead, he should fully communicate with each other, start from the best interests of both sides, create various solutions, and exchange relatively small concessions for the best interests, while the other side also follows the same principle to obtain exchange conditions. On the basis of meeting the best interests of both parties, if there are still obstacles to reaching an agreement, you might as well stand in the other party's position, think for the other party and help clear all obstacles to reaching an agreement. In this way, the final agreement is not difficult to reach.
In addition, I will arrange a written document for you, hoping to help you:)
Basic principles of business negotiation:
(1) Act according to law: In business negotiations, interests are the core of all parties' concerns. For any party, everyone pays attention to "seeking advantages and avoiding disadvantages." In the case of necessity, it will be "the two benefits are the most important and the two harms are the least." In any case, you can't break the law in order to realize your own interests.
(2) Consultation on an equal footing: All parties to the negotiation should be equal and consistent and respect each other. It is not allowed to bully the small with the big and bully the small with the big. Negotiators seek a win-win situation through negotiation, not through coercion or deception to reach an agreement.
(3) Appropriate compromise: In any business negotiation, there are no absolute winners and absolute losers. On the contrary, through negotiations, all parties concerned will always gain or safeguard their own interests, that is to say, to some extent, we can reach a mutually acceptable result through mutual compromise and concession.
(4) Mutual benefit: In business communication, negotiation has always been regarded as a kind of cooperation or preparation for cooperation. Therefore, the most successful result of business negotiation should be that all participants in the negotiation get what they want and take care of the actual interests of other parties, which is a win-win situation.
(5) Based on facts: An important principle in the process of business negotiation is based on facts. No matter how fierce the argument between the two sides is to safeguard their respective interests, no matter how harsh the bargaining is, they should always treat each other with courtesy, and never talk like lovers, use harsh words or even make personal attacks.
The role of business negotiation:
(a) business negotiation is a means for enterprises to achieve economic goals;
(2) Business negotiation is an important way for enterprises to obtain market information;
(3) Business negotiation is an important force for enterprises to explore the market.
Ask for "the influence of negotiation etiquette on business negotiation" to influence the other party's impression of you.
Even if he thinks you are rude, frivolous and arrogant.
He won't cooperate with you.
But most of them are just points.
However, it is undeniable that the first impression is very important.
People like polite gentlemen.
Etiquette can show a person's self-restraint.
Why do we need to negotiate? The Role of Business Negotiation With the development of market economy, business negotiation becomes more and more frequent and plays an increasingly important role in economic activities. The success of business negotiation plays an important role in personal development, the survival and development of enterprises and the development of social economy.
In today's society, cooperation in competition is increasingly emphasized, and the probability of people participating in negotiations is increasing, so business negotiation ability has become a basic ability that modern people must have.
What is the function of international business negotiation? Function of business negotiation: (1) Business negotiation is a means for enterprises to achieve economic goals; (2) Business negotiation is an important way for enterprises to obtain market information; (3) Business negotiation is an important force for enterprises to explore the market.
Abstract: In business negotiation, body language plays an important role in promoting the smooth negotiation. The purpose of this paper is to systematically discuss the important role of body language before and after business negotiation, analyze the role of emotional language in expressing praise, narrowing the distance between the two sides and enhancing the persuasiveness of negotiation, and point out that it is necessary to cultivate students' awareness of using emotional language in time during business negotiation in colleges and universities.
Keywords: emotional language function of business negotiation
I. Introduction
International business negotiation is a negotiation process between * * *, trade organizations, multinational corporations, private business organizations and buyers and sellers on investment, commodity export, machinery and equipment import and export, technology import and export, etc. International business negotiation includes pre-negotiation stage, face-to-face negotiation stage and post-negotiation stage [1] (Zhang, Wang Hongwei, 2004). These three different stages are all special parts of the negotiation. At each stage, negotiators have to communicate with each other to get information. International business negotiation is much more complicated than domestic negotiation, because the political, legal and economic systems of different countries are different, the historical and cultural traditions of different ethnic groups are different, and the cultural background and values of businessmen in different countries are also different. Therefore, in the emerging knowledge society, communication is the most important part. Good communication is the foundation of successful international business negotiation. This paper will discuss cross-cultural communication strategies in international business negotiations.
introduce
With the current economic globalization, people participate in business negotiation more and more frequently, and business negotiation is one of the most common activities under the condition of market economy. Successful business negotiation requires negotiators not only to be familiar with negotiation principles, relevant laws and business, but also to master negotiation skills. As a special part of communication, body language plays an important role in the success of business negotiation, mostly from the deep heart, and it is extremely difficult to suppress and cover up, thus achieving the purpose of negotiation.
Second, this theory
(A) the concept of body language and business negotiation
Body language, also known as body language, refers to the communication purpose of expressing emotions through various movements of the body instead of language. Broadly speaking, body language also includes the aforementioned facial expressions; Body language in a narrow sense only includes the meaning expressed by the body and limbs.
When it comes to expressing emotions with the body, we naturally think of the meanings of many common actions. Such as clapping because of excitement, stamping your feet because of anger, rubbing your hands because of anxiety, bowing your head because of depression, spreading your hands out because of helplessness, and beating your chest because of pain. The parties use such physical activities to express their feelings, and others can also use their bodies to identify the emotional purpose expressed by the parties.
Body language is the main way of communication, including eyes, expressions and body language. Understanding body language helps to improve communication. The main function of eyes is to receive information. Of all our senses, vision is the most dependent. At the same time, "eyes are the windows of the soul", and emotions can be expressed through eyes and face at the same time. According to Bert Huistel's research, human faces can make more than 250,000 different expressions. Therefore, in international business negotiations, we should be good at capturing the body language information sent by the negotiating opponents.
This kind of nonverbal expression is different in different cultures. Cultural differences will lead to great differences in the use of body language and action language among negotiators in different countries or regions, and even the information conveyed by the same action language is completely opposite. For example, most countries agree by nodding their heads. But in India, Nepal and other countries, people shake their heads to express their affirmation, that is, shake their heads and smile to express their approval and affirmation. Some people just look sideways, while others frequently say, "You are right! You are right! " But he kept shaking his head, often making the other party unable to understand his real thoughts. It can be seen that the differences in body, movement, language and understanding of negotiators will bring obstacles to communication in negotiations.
The meaning expressed by some body language
Strabismus-disapproval, disgust, anger or disapproval
Walk around-lose your temper or feel depressed
Twist your hands-nervous, uneasy or afraid
Lean forward-pay attention or interest.
Sit in a chair bored or relaxed.
Hold your head high-confident and decisive
Sitting next to a chair-uneasy, bored or alert.
Uneasy-uneasy, bored, nervous or alert.
Face each other squarely-friendly, sincere, outgoing, safe, confident, firm, etc.
Avoid eye contact-indifference, avoidance, indifference, insecurity, negativity, fear or nervousness.
Nod-agree or show understanding, understand.
Shake your head-disagree, shock or disbelief
Wave your fist-anger or provocation
Applause-approval or pleasure
dull
Pray for good luck
Pat on the shoulder-encouragement, congratulations or comfort
Scratch your head-confused or disbelieving
Laugh-agree or be satisfied
Bite your lips-nervousness, fear or anxiety
Trembling feet-nervous
Hands behind your back-anger, disapproval, disapproval of defense or attack.
Embrace your arms-anger, disapproval, disapproval of defense or attack
Raise your eyebrows-Doubt or surprise
Negotiation can be divided into narrow sense and broad sense. In a narrow sense, negotiation only refers to negotiations arranged and conducted on formal special occasions. Negotiations in a broad sense,
It includes various forms of negotiation, consultation, consultation and cooperation.
The so-called negotiation refers to the behavior and process that people try to reach an agreement through consultation in order to coordinate their relationship and meet their own needs. In Chinese, "talking" means "talking to each other"; "Judgment" can be interpreted as "judgment". Therefore, negotiations actually include two closely related links: "talking" and "judging". Talk refers to dialogue or discussion, that is, the parties clearly state their wishes and goals, and fully express their views on the responsibilities, rights and interests that all parties should bear and enjoy; Judgment, that is, identification and evaluation, is the efforts of all parties to seek consensus on various rights and obligations, with a view to formally confirming them through corresponding agreements. Therefore, the negotiation focuses on expressing "judgment on differences."
Commerce refers to the exchange or cooperation of all tangible and intangible products, services and assets. Negotiations on the name, characteristics, price, receipt and delivery of goods exchanged or purchased are called business negotiations.
All negotiations, including business negotiations, are first of all an activity, a behavioral process promoted by participants including at least two parties. Formally, business negotiation is characterized by the negotiation between the two sides to determine various conditions related to exchange. Business negotiation essentially reflects the opposition and dependence of both sides on economic interests. Business negotiation seeks the interests and satisfaction of both parties.
(B) the characteristics of body language
1, unconscious
Body language is a natural external expression reflected by human psychology. The phrase "keep your word" is more suitable for body language. For example, standing with people you don't like is more distant than keeping with people you like: if you have something on your mind, you will unconsciously feel worried and hurried. As Freud said, no one can hide a secret. If his lips don't speak, he will speak with his fingertips. A person's nonverbal behavior is more of a direct response to the outside world, which is basically an unconscious response.
2. Context and complexity
Like verbal communication, nonverbal communication develops in a specific context. Context affects the meaning of nonverbal symbols. The same nonverbal symbols have different meanings in different situations. The same is striking the table, which may be "angry" to express anger; It may also be "amazing" that expresses great appreciation.
3. Authenticity and intuition
Thinking of customers waiting in line, he kept jingling coins in his pocket, which obviously showed that he was in a hurry: at the counter, he picked up the goods and put them down, showing his uncertainty: when someone said he was not afraid, his hands were shaking, so we believed he was afraid.
Studies by British psychologist Gai Yi and others show that when the meanings represented by verbal and nonverbal signals are different, people will think that nonverbal signals represent meanings. Because of the control of the acceptability of language information, it is easy to cheat: body language is different, and body language is mostly from the deep heart, which is extremely difficult to suppress and cover up. Audio language directly appeals to human auditory organs and has no visual image perception; On the other hand, body language is different. It forms a certain human image with flexible expressions, movements and postures to express and exchange information. It directly appeals to human visual organs and has the characteristics of intuitive image. For example, describe the size of an object, gesture, express approval or opposition to something, nod or shake your head, etc. , have a clear image intuition.
(C) the role of body language in business negotiations
1, enhancing the expressive force of audio language.
People use speech acts to communicate ideas and express emotions, and often feel that words fail to convey meaning or words are difficult to understand. Therefore, they need to use nonverbal behavior to help, or make up for the limitations of language, or emphasize the content of words, so that their intentions can be expressed more fully and perfectly. For example, when you are walking in the street and someone asks you for directions, you can point to the direction with your finger to help the other person get the direction of the road, thus achieving effective information communication.
2, instead of audio language
Under certain conditions, body language still has a unique function, which can replace natural language and is irreplaceable by natural language. For example, Zhuge Liang in Romance of the Three Kingdoms, facing Sima Yi and Enemy at the Gates, ordered to open the city gate and let a group of old, weak and beaten soldiers clean the streets, while sitting firmly on the rostrum, drinking and singing, with cool air and melodious tunes. Sima yi repeatedly observed and thought that there must be an ambush in the city and quickly led the troops to retreat. The success of "The Empty City Project" fully shows that body language plays an irreplaceable and unique role in natural language.
3, can quickly transmit and feedback information, increase interactivity.
In communication, nonverbal behavior can maintain and regulate communication. Nodding is affirmative; Raise eyebrows to express doubt; When the eyes are not on the other person, it means that the conversation is over. In short, adjusting body language movements can help the speaker control communication. Therefore, non-verbal cues such as nodding, eye contact, frowning, lowering your voice and changing your distance are all conveying information.
Three. conclusion
With the increasing frequency of business communication, business negotiation has been paid more and more attention. As an important strategy in business negotiation, the necessity of body language needs to be paid attention to. Body language is true and not easy to disguise, which plays a leading role in the negotiation process. Therefore, it is very important to use body language effectively in business negotiations.
The function of quotation in international business negotiation. Before making an offer, you should first make a basic analysis of your negotiating partner:
Whether the other party buys "quality" or "price", that is, the other party's price demand.
1) If the other party attaches great importance to the quality of the product and is not very sensitive to the price; I hope to buy the best quality products, as long as the price is not very expensive. Then the initial quotation can be higher, focusing on the quality of the products. After obtaining the initial recognition of quality from customers, you can take the initiative to lower the price a little.
2) If the customer is very concerned about the price of the product, rather than the quality of the product; I hope to buy the cheapest product, not the best quality product. Then you should quote a relatively low price in the initial quotation, first attract customers with this low price, and then meet customers in the negotiation and choose products with better quality but higher price.
The above is my little experience in foreign trade, for reference only!
The influence of atmosphere in business negotiation on negotiation
The influence of atmosphere on business negotiation.
Hello, it is not easy to answer questions.
Please adopt it if it helps. Thank you.
How does business negotiation thinking affect personal culture? Differences lead to different ways of thinking and values. Then it is necessary to do more preparatory work before the negotiation, understand each other's thinking direction, personal preferences, cultural interests and other aspects, and can not judge each other's feelings only by personal views or habits.
I don't want to study, but I scratch my boots.
We believe that when conflicts of interest cannot be coordinated by other means, the concession strategy using objective standards will play a very important role in business negotiations. The tactics and skills of successful concession are embodied in all stages of negotiation. However, in order to use the franchise strategy accurately and valuable, the following principles must generally be observed:
1, maximum target value principle
Admittedly, in many cases, the goal of business negotiation is not single. In the process of dealing with these multiple goals, the phenomenon of goal conflict will inevitably appear. In fact, the negotiation process is a process of seeking the maximization of the target value of both parties, but this maximization of the target value is not the maximization of all goals. If so, it violates the principle of equality and justice in business negotiation, so it is inevitable to use concession strategy when dealing with different value goals. Undeniably, in the actual process, conflicts between different goals often occur.
It happened, but the importance and urgency of different goals are different. Therefore, the principle to be grasped in dealing with this contradiction is to establish a priority order among goals according to their importance and urgency, give priority to solving important and urgent goals, and strive for other goals appropriately under the premise of conditions. The first concession strategy is to maximize the value of important goals, such as key links-price and payment method. Successful business negotiators adopt the following thinking order when solving such contradictions: ① Evaluate the importance of goal conflict and analyze their own position.
Environment and location, whether conflicts can be resolved without sacrificing any goals; (2) If you have to choose between conflicts, you should distinguish between the main goal and the secondary goal to ensure the maximization of the overall interests, but at the same time, you should also pay attention to not having too many goals, so as not to lose sight of one thing and even confuse the audience, leaving negotiators with an opportunity.
2, the principle of rigidity
In the negotiation, while seeking to maximize the target value, both sides are ready for their own maximum concession value, that is to say, the concession resources that can be used in the negotiation are limited, so the use of concession strategy is rigid, and the intensity of its application can only be small first and then large. Once the concession intensity drops or decreases, the previous concession value loses its meaning. At the same time, negotiators are resistant to concessions, and a concession method will lose its effect if used several times. At the same time, it should be noted that some requirements of negotiators are endless. It must be recognized that the use of franchise strategy is limited. Even if you have abundant concession resources, your opponent's concession experience is different in the negotiation, and you can't guarantee the expected value return. Therefore, in the principle of rigidity, we must pay attention to the following points: ① The demands of negotiating opponents are limited and have certain level differences, and the use of concession strategies must also be limited and different; (2) The effect of using concession strategy is limited, and each concession can only play a role in a certain period of negotiation, which is aimed at a specific stage, a specific person and a specific event, so don't expect to meet all the wishes of your opponent, and you must strictly control concessions on important issues; (3) Always compare and analyze the input of concession resources and the output of your expected effect to ensure that the input of concession value is less than the positive income. When using licensed resources, profits must be calculated. What proportion is needed to ensure the expected income? Not that the more you invest, the more you get, but to seek the best combination of the two.
3. Timing principle
The so-called timing principle in concession strategy is to make appropriate concessions at the right time and occasion, so as to maximize the role of negotiation concessions and give full play to their best role. Although it is easy to say that the timing of concessions is right and wrong, in the actual negotiation process, it is very difficult to grasp the timing, and the following problems often occur: ① It is difficult to judge the timing, for example, when the other side of the negotiation makes a request, it is considered that it is time to make concessions, or that there are a series of ways to make concessions, and the completion of negotiations is the best time; (2) The arbitrariness of concessions leads to the choice of timing.
Incorrect grasp, in business negotiations, negotiators only use concession strategies according to their own preferences, interests, prejudices, temperament and other factors, regardless of the situation, the progress and development direction of negotiations, and do not follow the principles, methods and means of concession strategies. This kind of arbitrariness leads to the loss of concession value and concession principle, which in turn encourages the growth of the other party's appetite, loses the initiative of the negotiation and leads to the failure of the negotiation. Therefore, when using the concession strategy, we must not do it at will.
4, the principle of clarity
The clear principles in the concession strategy of business negotiation are: the concession standard, concession object, concession reason, concession specific content and implementation details should be accurate and clear, so as to avoid new problems and contradictions caused by concessions. Common problems are: ① the standard of concession is not clear, which makes the other party feel that their expectations are incompatible with your concession intention, and even that you are vague on the issue rather than giving in; (2) The way and content are not clear. Every concession you make in the negotiation must be clearly felt by the other party, that is, the way and content of the concession must be accurate and powerful, and the other party can clearly feel the concession you make, thus stimulating the other party's reflection.
5, the principle of compensation
If you have to, and if you don't give in, the negotiation may be aborted, you should also grasp the principle of "making up for this loss". That is to say, although this aspect (or this issue) gives the other party preferential treatment, on the other hand (or elsewhere) it must be doubled, at least with the same return. Of course, in the negotiation, if you find that if you make concessions on this issue, you can get greater benefits elsewhere, you should also make concessions without hesitation to maintain your overall advantage.
In business negotiations, in order to reach an agreement, concessions are necessary. However, concessions are not rash actions and must be handled with caution. A successful concession strategy can play the role of exchanging the sacrifice of local small interests for the overall interests, and even achieve the effect of "four or two" in some cases.