1. helps to cultivate the negotiators' own good psychological quality.
Good psychological quality of negotiators is an important basic condition for successful negotiations. Negotiators' firm confidence in the success of negotiations, sincerity in negotiations and patience in negotiations are all indispensable psychological qualities to ensure the success of negotiations. Good psychological quality is the condition for negotiators to resist psychological setbacks in negotiations and the cornerstone of the road to success in negotiations. Negotiators can grasp the psychological adaptation of negotiation by strengthening the cultivation of their own psychological quality.
If negotiators have a correct understanding of business negotiation psychology, they can consciously cultivate and improve their excellent psychological quality and abandon their bad psychological behavior habits, so as to cultivate themselves into talents engaged in business negotiation. The basic psychological qualities that business negotiators should possess are:
(1) Self-confidence. The so-called self-confidence is to believe in your own strength and ability. It is the premise for negotiators to give full play to their potential. Lack of self-confidence is often the reason for the failure of business negotiations. Without self-confidence, it is difficult to face pressure and setbacks bravely. In the face of difficult and tortuous negotiations, only with the confidence to win can negotiators move towards the other side of victory through unremitting efforts under difficult conditions.
Confidence is not blind confidence and egoism. Self-confidence means having confidence in yourself, believing in the rationality of your requirements, the correctness of your position and the possibility of persuading your opponent on the basis of full preparation, full possession of information and scientific analysis of the strength of both sides in the negotiation. Self-confidence has amazing courage, can be bold and unrestrained, fearless and indomitable.
(2) patience. The situation of business negotiation is varied and sometimes very difficult and tortuous. Business negotiators must be prepared to resist setbacks and fight a protracted war. In this way, patience and tolerance are essential psychological qualities. Patience is a necessary quality to resist pressure in negotiations, and it is also a prerequisite to win the initiative in negotiations. In the protracted negotiation contest, whoever lacks patience and endurance will lose the initiative to win in business negotiations. With patience, you can control your emotions without being restrained and influenced by your opponent's emotions, so that you can always grasp the correct negotiation direction rationally. With patience, you can effectively listen to each other's complaints, observe and understand each other's behavior and performance, and get more information. Patience helps to improve your toughness and perseverance in difficult negotiations. Patience is also a strategic weapon against impulsive negotiators, and good results can be achieved by softening.
In addition, in the face of deadlock, we must be patient enough to wait for a turning point. Whoever has patience and can hold his breath may gain more benefits after breaking the deadlock.
(3) Sincerity. Generally speaking, business negotiation is a constructive negotiation, which requires the sincerity of both parties. Sincerity is not only the starting point of business negotiation, but also the psychological quality that negotiators should have. Sincerity is a responsible spirit, cooperative intention and sincere attitude, which is the basis of cooperation between the two negotiating parties and a strategic weapon to influence and impress each other's psychology. With sincerity, the negotiations between the two sides will have a solid foundation; Only by knowing and understanding each other sincerely can we gain their trust; Only by seeking common ground while reserving differences can we achieve reconciliation and concessions and promote excellent cooperation. Be sincere, and in specific activities, answer the questions raised by the other party in time; If there is a problem with the other party's practice, it should be pointed out in a timely and appropriate manner; Your own practices are inappropriate, so you should be brave enough to admit and correct them; Don't make promises easily, but be careful to keep them after you make them. Sincerity can make negotiators achieve good psychological communication, ensure the harmony and stability of the negotiation atmosphere, eliminate the interference of some trivial matters, keep the psychological activities of negotiators on both sides in a good state, establish a good relationship of mutual trust, improve the negotiation efficiency, and make the negotiations develop in a smooth direction.
2. It is helpful to try to figure out the psychology of the negotiating opponent and implement psychological induction.
Negotiators have some knowledge of the psychology of face-to-face negotiation. After practical training, they can try to figure out the negotiators' psychological activities, such as personality, psychological pursuit, psychological motivation and emotional state, by observing and analyzing their behaviors. In the process of negotiation, negotiators should listen carefully to each other's speech, observe each other's expression and pay attention to each other's behavior, including subtle movements, so as to understand each other's psychology, hide their substantive intentions and ideas, identify each other's strategies or tricks, prevent people from falling into the negotiation trap set by their opponents, and make their own negotiation decisions correctly.
People's psychology and behavior are linked, and psychology guides behavior. Psychology can be induced, and people's behavior can be guided through psychological induction.
The British philosopher Francis Bacon pointed out in his On Negotiation: "If you want to work with people, you need to know their habits to guide them;" Only by clarifying its purpose can we convince it; Be familiar with its weaknesses and intimidate them; Examine its advantages and clamp it down. " Bacon's remarks are still conducive to business negotiations.
To understand the psychology of negotiating opponents, we can adopt different strategies according to their different psychological conditions. Knowing the characteristics of the opponent's negotiation thinking and his attitude towards the negotiation problems can make targeted preparations for the negotiation and take corresponding countermeasures, grasp the initiative of the negotiation, and turn the negotiation to our advantage. For example, demand is the basis of people's interests, and negotiators can observe each other's interests and analyze their own needs during negotiations; On the contrary, psychological guidance can also be carried out according to the needs of opponents to stimulate their interest in something and promote the success of business negotiations.
3. It helps to express and conceal our psychology properly.
Business negotiations must be communicated. Understanding the psychology of business negotiation is helpful to express our psychology and effectively promote communication. If the other party is not clear about our psychological requirements or attitudes, we can express them to the other party through various appropriate ways and means when necessary, thus effectively urging the other party to understand and attach importance to our psychological requirements or attitudes.
As the other side of the negotiation, the negotiating opponent will also analyze and study our psychological state. Our psychological state often contains important information about business activities, some of which cannot be easily exposed to each other. To cover up our psychology is to cover up my emotions, needs, motives, expected goals, behavioral tendencies and so on. In many cases, these are our core secrets in business negotiations. Without these secrets, we will lose the initiative. If these secrets are known to the other side, it will become a hotbed for the other side to breed negotiation skills. The research on business negotiation shows that whether it is the use of red and white faces, the threat of quitting the negotiation, the ultimatum of the deadline, the adoption of delaying tactics, etc. It is based on one party's understanding of some important information of the other party, which is related to one party's full grasp of the other party's psychological attitude, so it cannot be taken lightly.
In order not to let negotiators know some of our real psychological states, intentions and thoughts, negotiators can adjust their manners, information dissemination and negotiation strategies according to their own understanding of negotiation psychology, and properly cover up their psychological motives (or intentions) and emotional states. If you are forced to make concessions during the negotiation, you must quit on a decided issue. In order to cover up the real reason and psychological intention of making concessions on this issue, you can use the words "since you gave us some time on delivery, we can make appropriate adjustments on the price" to cover up; If we are faced with time pressure, in order to cover up our psychological state of paying attention to delivery time, we can make different demands with the help of multiple members to disturb each other's sight or deliberately cover it up in the agenda.
4. It helps to create an atmosphere of negotiation.
The knowledge of business negotiation psychology also helps negotiators to deal with communication and negotiation with each other and form a good communication and negotiation atmosphere.
In order to successfully achieve the expected purpose of business negotiation, it is necessary to cooperate with the appropriate negotiation atmosphere. Appropriate negotiation atmosphere can effectively affect the mood and attitude of negotiators and make the negotiations go smoothly. A master of business negotiation is also a master of creating a negotiation atmosphere, which will control the unfavorable negotiation atmosphere. The adjustment of negotiation atmosphere often changes according to the negotiation attitudes and strategies and methods adopted by both sides. Generally speaking, negotiators should try their best to create a friendly and harmonious atmosphere for negotiations between the two sides. However, the appropriate negotiation atmosphere is not always warm and harmonious. Due to the interests of the negotiation and the needs of the negotiation situation, when necessary, they will deliberately create a tense or even discordant atmosphere to resist the coercion of the other party, put pressure on the other party and force the other party to make concessions.