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?"
Answer the questions that should be avoided ... >>
Question 2: What are the factors that constitute the strength of business negotiation? Under normal circumstances, the intensity of negotiations depends on the following factors:
1, the importance of the transaction content to both parties.
2. Look at the satisfaction of all parties with the content and terms of the transaction.
3. Look at the competition between the two sides.
4. Look at the mutual understanding of the business market.
5. Look at the reputation and influence of the companies where both parties are located.
6. Look at the reaction of both sides to the negotiation time factor.
7. Look at the application of negotiation art and skills between the two sides.
Question 3: What qualities and abilities should a successful negotiator possess? 1. Good temperament and personality.
Negotiation activities are often difficult and arduous, and sometimes even need to "know what not to do". A mature and successful negotiator should have strong perseverance, indomitable spirit and firm confidence and determination. At the negotiating table, the interests of both sides are that you enter and I retreat. If one side has the slightest intention of being perfect, the other side will definitely push your luck. Therefore, in the negotiations, no matter what difficulties and pressures there are, we must show our determination and courage to fight to the end. A good temperament and character should have the following characteristics: generous without frivolity, frank without impatience, strong without stubbornness, lively without frivolity, cautious without formality, serious without dullness, decisive without rudeness.
Second, the ability to transcend.
Ability is the subjective condition of knowledge application and the comprehensive expression of people's quality. In negotiation, negotiators must have strong intelligence, skills, self-control ability and thinking and reasoning ability. 1. Smart
The so-called intelligence is the ability of wisdom, that is, the ability to know and understand objective things and solve problems with knowledge and experience, such as the ability to remember, observe, think, judge and make decisions. A shrewd negotiator should be able to remember all kinds of useful negotiation materials, materials, scenarios and instant feelings and experiences and accumulate them well; We should be able to observe the behaviors of colleagues, leaders and opponents, such as the way they do things, the way they treat people and the pursuit of goals; We should have rich imagination and creativity, predict the process, trend and unexpected situation of negotiation development, and be able to remove all kinds of obstacles and break the deadlock in negotiation; We should be good at thinking and discriminating problems, then clearly distinguish the authenticity and right and wrong of things, weigh the pros and cons, and make correct conclusions and countermeasures. 2. Skills
The so-called skill is the ability to master and apply specialized technology. Business negotiation is a highly technical activity. As a member of the negotiation, we must master all kinds of special skills needed for negotiation, such as investigation and prediction technology, calculation technology, demonstration technology, economic activity analysis technology, commodity inspection technology, writing skills and so on. Only by mastering these skills can the negotiation be thorough, handy, smooth and effective.
3. Self-control ability and thinking and reasoning ability
The so-called self-control ability and thinking reasoning ability refer to the negotiators' analysis and reasoning under pressure.
Ability. Because of the competition and interdependence of interests, negotiators are under great psychological pressure and need to analyze and judge the specific typical characteristics and essence of a certain negotiation item at any time. Negotiators are required to observe and think carefully according to their own knowledge and experience under pressure, analyze, judge and reason according to known premises, and see through each other's strategies in the process of analyzing various possibilities and assumptions, so as to realize their own proposals and requirements. Even if the negotiation situation changes suddenly, even in a fierce dispute, you can overcome your psychological obstacles, control your behavior, and persuade and influence the other party with appropriate language and behavior.
Third, good ideology and morality.
A competent negotiator should be ethical first, which is also the basic condition for business negotiators. Specifically, there are the following aspects:
1. Love the motherland, have distinct political views and positions, and be able to consciously implement and implement the party's line, principles and policies.
2. Ideal, enterprising, enterprising, responsible, enterprising, innovative and constantly exploring.
3. Honest style, persistence and sacrifice spirit, need to overcome environmental challenges and self-pressure.
4. Be good at communication, unite colleagues and have the spirit of cooperation.
5. Abide by the law, do not violate national policies and regulations, and keep state secrets and business secrets. Fourth, profound knowledge.
As a marginal discipline and business activity, business negotiation is the synthesis and creation of various disciplines and knowledge. Therefore, as a negotiator, you must master all kinds of relevant basic knowledge. 1. Grasp the political and policy knowledge, and grasp the basic nature and direction of the transaction. 2. Understand the knowledge of economics and have an economic mind.
3. Understand the knowledge of enterprise management, make business negotiation an integral part of enterprise management, and serve enterprise management.
4. Proficient in psychology, behavioral science and sociology, good at analyzing the needs, motivations and behaviors of one's own side and the other, and giving full play to the enthusiasm and creativity of negotiators.
5. To master foreign-related business knowledge and the customs, social conditions, international social etiquette and legal knowledge of all countries in the world in order to adapt to international business negotiations ..... >; & gt
Question 4: Briefly describe the basic abilities that business negotiators should have to adapt to negotiation? Dignity of national laws
Solemn national laws
In the actual situation of our country, we should analyze and answer this question from two aspects. ：
1, business.
Since ancient times. Then, the specific star mania and the situation are too numerous to mention, too numerous to mention, each with its own merits, so I won't spare pen and ink.
2. Formal today's global market has been standardized, and after accepting company negotiations, the formal higher education business school has been completed.
From Harvard to Princeton; From America to Britain; From the other side of the ocean to the inland hinterland; . . . . . .
Four years of valuable university formal study+two years of business school MBA obtained a degree.
Is an essential prerequisite.
Because there are several courses and textbooks devoted to various professional elements of negotiation.
But between the lines, the analysis of every case and case is the most important criterion for precious precedents to judge the objective world. If you miss it, you will be a thousand miles away.
Therefore, it is difficult for adults. When the world is immortal and people don't let them in, there are still too many people with the same characteristics.
It is difficult to become a talent, but it is difficult to sweat at all times and in all countries. Not only is there no gap between the two. One day, with the ambition that Wolong Feng Chu will never destroy the world, with the Prime Minister Bole, there are thousands of words of comfort and the name of a wise counselor to go to, even if it arrives, it is the loneliest one to rely on. !
Please people.
Invite celebrities
Invite the wise.
The eternal truth, the Xiao River Han Xin, with the sun and the moon shining together, is no longer the same. !
Is to stick to your own door, the door is open. And the theory of the source of living water. If we continue to cultivate our ancestors and teach them first, it is not only the way of Confucius and Mencius, but also the way of Tang Zong, Song Zu and Tao Zhu master Liu Lizhi. And helmsman from all directions! ?
I'm afraid that when this book comes in handy, I won't hate it so much. !
Also, I don't want to know the truth about the counselor's arrival right away. I'm scared.
Our ancestors always protect our lives. !
national anthem
The Internationale
Solemn national laws
Question 5: What qualities should a business negotiator possess? If importers and exporters want to succeed, they must master negotiation skills. In fact, trade negotiation is a kind of dialogue. The two sides explain their own situation, state their views, listen to each other's suggestions, make quotations, make counter-suggestions, make concessions to each other, and finally reach an agreement. If you master negotiation skills, you can take the initiative in the dialogue and get satisfactory results. We should master the following important skills: the biggest weakness of inexperienced negotiators is their inability to listen patiently to each other's opinions. They think that their task is to say their own situation, say what they want to say, and refute each other's objections. So in the process of negotiation, they always think about what to say in their minds and don't pay attention to each other's speeches, so a lot of valuable information is lost. They mistakenly believe that good negotiators have the initiative in negotiations because they talk too much. In fact, successful negotiators will spend more than 50% of their time listening in the negotiation. They listen, think and analyze, and constantly ask questions to each other to ensure that they understand each other completely and correctly. They listened carefully to everything the other party said, not just what they thought was important or wanted to hear, so they got a lot of valuable information and increased their bargaining chips. Effective listening can help us understand the needs of importers, find new ways to solve problems, and modify our quotation or counter-offer. Say it's a task, listening is an ability, even a talent. "Listening" is a necessary condition for any successful negotiator. In the negotiation, we should try our best to encourage each other to talk more. We should say "yes" and "please go on" to each other, and ask them to answer questions, so that they can talk more about themselves and get to know each other as much as possible.
The second important skill in negotiation is to ask questions skillfully. By asking questions, you can not only get information that you can't get at ordinary times, but also confirm your previous judgment. Exporters should use open-ended questions (that is, questions whose answers are not "yes" or "no" and need special explanation) to understand importers' needs, because such questions can let importers freely talk about their needs. For example, "Can you tell me more about your campus?" "What do you think of our proposal?" When answering foreign businessmen, you should write down the key points and key questions for later use.
After the quotation, the importer usually asks, "Can't you do better?" We should not give in to this question, but ask, "What do you mean better?" Or "better than what?" These questions allow importers to explain their dissatisfaction. For example, the importer will say, "Your small company is offering better conditions." At this time, you can continue to ask questions until you fully understand the competitor's offer. Then, we can explain to each other that our quotation is different and actually better than that of our competitors. If the other party gives a vague answer to our request, such as "noproblem", we don't accept it, but ask him to give a specific answer. In addition, before asking questions, especially at the beginning of negotiations, we should get the consent of the other party, which has two advantages: first, if the other party agrees with our questions, it will be more cooperative when answering questions; Second, if the other party's answer is "yes", this positive answer will create a positive atmosphere for the negotiations and bring a good start.
When the two sides have a preliminary understanding of each other, the negotiations have entered the stage of making an offer and making a counter-offer. At this stage, we should use more tentative conditions to further understand each other's specific situation in order to modify our offer.
A conditional question consists of a conditional adverbial clause and a question * * *, which can be a special question or a general question. There are two typical conditional questions: "What if" and "If then". For example, "What would you do if we agreed to a two-year contract?" And "if we modify your specifications, will you consider ordering in large quantities?" ......& gt& gt
Question 6: What qualities and abilities should a business negotiator possess? There are many things to be honed. 1 basic business etiquette 1. 1 gentleman/lady An excellent business negotiator must be a gentleman or lady first. You must be educated and respect others in dressing, speaking and doing things. In this way, your negotiating opponent can respect you. Only on the basis of respect can negotiations be carried out. It can be said that this is the first level of successful negotiations. 2. Moral quality 2. 1 Honesty-based, reputation-oriented negotiation cannot be based on deception, because negotiation means the beginning of cooperation. Cheating by hook or by crook is not only unworkable in the legal market, but also has no future. Negotiation should pay attention to strategy, but it should not violate the basic moral norms and win long-term interests with good reputation. 2.2 Be loyal to their duties and abide by the law. Under the current market economy, negotiators must consciously * * the erosion of various left-leaning corruption ideas, in order to win more benefits for the country, the nation and the enterprise, and can't sacrifice the interests of the enterprise or even the nation for petty gain. 2.3 Perseverance and determination Business negotiation is a difficult and arduous process, and sometimes it even needs to "know what not to do". However, once you accept the negotiation task, you must go all out with a brave attitude in accordance with your established goals and principles. At the negotiating table, the interests of both sides are that you enter and I retreat. If one side has the slightest intention of being perfect, the other side will definitely push your luck. Therefore, in the negotiations, no matter what difficulties and pressures there are, we must show our determination and courage to fight to the end. Even if it is a compromise, it should be put forward with the generosity of the strong after hard work. 2.4 Modesty, unity and cooperation. A person's knowledge is limited, and it is necessary to rely on the cooperation and support of everyone in the negotiation team and behind-the-scenes consultants to get things done well. Therefore, no matter how rich your personal experience and ability are, you should be open-minded and respect others, whether subordinates or negotiators. Modest and prudent, generous and kind, put yourself among the masses under the organization, listen carefully to all kinds of opinions conducive to negotiations, fully mobilize the enthusiasm and initiative of all kinds of personnel in the organization, and constantly overcome difficulties to create good results. 3 business ability 3. 1 observation and thinking ability You don't know your opponent very well before the negotiation, and a lot of information will only be found at the negotiation table. This requires you to have good observation ability and thinking ability. Never give up the clues of the other party's language, movements and expressions, and then judge the other party's true intentions so as to take corresponding countermeasures. 3.2 The estimation ability should be quickly judged and estimated through the first quotation and some behaviors of the other party. Correct assumptions will directly affect the negotiation process. 3.3 Adaptability The negotiating table is changing rapidly, so we need to be adaptable. In this way, you can keep calm in times of crisis and be calm when you are passive or troubled. If normal thinking and methods can't solve it, try reverse thinking. 3.4 If you want to be rich in knowledge, you should not only master the professional knowledge of this industry, the technical characteristics of related industries, market trends, operating procedures and corresponding international practices, but also master the foreign trade principles, policies and laws of China and the other country, and understand the situation of the United Nations, the world economy and social sciences. This knowledge will not only make you have the overall situation in mind, but also gain the respect of the other side in your small talk with foreign businessmen, thus increasing your weight in the negotiation. Avoid leaving a narrow impression on foreign businessmen. 3.5 Unique Ideas If you share the same ideas with your negotiators, you will never win a bigger piece of "cake" in the negotiation. Only if you have unique opinions or negotiation skills can you win by surprise. 3.6 Humorous business negotiation is a time-consuming, laborious and sometimes even boring job. Sometimes the atmosphere is tense, dull and depressing. At this time, if a clever negotiator can break the deadlock with a humorous story, it will cheer people up again. 3.7 The negotiation of control ability is a process from two poles to intersection. Because this process will be affected by many unfavorable factors, the negotiation form is unpredictable, and if it is not done well, it will lose its way. Negotiators with control can grasp the development and changing direction of the negotiation situation through various means and methods, and are good at seizing fleeting opportunities to push the negotiations forward according to the predetermined track. 4. Psychological quality 4. 1 Calm and confident As a negotiator, once you get to the negotiating table, you should give the other party an imposing manner, make a very confident posture and establish a correct concept: believe that you will win. We should have a positive attitude and stick to correct opinions. If you don't have enough self-confidence, you will be crushed by the momentum of others as soon as you play, which may eventually cause losses to yourself. 4.2 Self-control means ... >>
Question 7: What basic qualities should a business negotiator possess? Graduated from college.
Great tutors and famous teachers give directions.
Great things never need to be confused.
Great spirit is money enjoyed by * * *
The solemnity and dignity of national law
Question 8: What is the most important ability of a business negotiator? They should not only have good language skills and adaptability, but also have their own professional quality and the ability to observe and judge market demand. .....
Question 9: What do business negotiators need? First, the quality and ability requirements of business negotiators
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, "Well, please tell me, right ... >>"