I. Information factors
2 1 century is the information age, so we can imagine how important information is to us. Similarly, information is the key to the success of business communication. Only by mastering all the key information of the other side can you win. As the saying goes, knowing ourselves and ourselves is invincible, so I will take the information factor as the first step to win.
1. Understand the advantages and disadvantages and expected goals of both parties. We should make full preparations, understand the strengths and weaknesses, expected goals and bottom lines of the other side and our own cooperation projects through various channels, make a summary and analysis table, and make plans around the goals to ensure that our own side is in the initiative.
2. Common methods of control information. Inquire through the network, learn from professional information institutions, learn from relevant personnel of the target information and surrounding institutions, and learn from the target unit. Sometimes the doorman, security guard and cleaning aunt can also provide you with important information. Don't underestimate some small people.
3. Make clear the project leader of the other party. Since business communication is needed to promote cooperative projects, you must first make clear the person in charge of the other project or the person who has the right to decide on the project, otherwise all your communication will be in vain. You have to know some personal information of the person in charge through other channels, such as hobbies. This is very useful. There is a classic case in Beijing Love Story.
4. Understand other factors such as surroundings. In the early stage of business cooperation, the other party can't just negotiate with you, so in order to ensure your victory, you must understand the trends of competitors in all aspects, and you must show your sincerity and more favorable conditions to win the trust and support of your partners. In addition, you have to analyze other external factors, such as policies and the changing trend of the international environment, before you can make a pre-judgment.
Second, the time factor
When the ancients did successful things, they must pay attention to the theory of timing, location and harmony with people. Timing means doing the right thing at the right time. Similarly, if you want to win in business communication, you must also pay attention to the weather.
1. Time for phased talks. When business communication is mature, the two sides will start a tug-of-war on some important terms, especially the price. We can make use of some information asymmetry to arrange the meeting time when the information is released, so that the other party can make concessions, thus taking the initiative and promoting cooperation.
3. Turn the situation around by delaying time. In some cases, we are often at a disadvantage due to unexpected factors. In order to effectively delay the time and reverse the war. We can buy time by suggesting a recess, arranging entertainment activities, changing relevant participants, changing the topic, making short remarks, avoiding the important and ignoring the concept. If it is a foreign-related business activity, we can also buy time through translation.
Third, the skill factor.
Even though our own side has advantages in all aspects, we still need to pay attention to communication skills.
1. Red face and white face with gentle knife. On the basis of fully analyzing each other's information, we will use the red and white corners to throw out our expected junior high school goals from the red and white corners, so that the other side will think that this is their bottom line and strive for the maximum benefit space for themselves with a gentle knife. Of course, whether you can win or not depends on your intelligence work and the interpretation level of good COP and bad COP.
2. Praise and agree with the opening. In the early stage of business communication, according to each other's information, discussing topics of interest to each other, learning to listen more and boast more, can quickly narrow the distance between the two sides, make the other side feel that you have a lot in common with him, and it is easier to achieve a win-win result by cooperating with you, thus creating a relaxed atmosphere for subsequent cooperation plan communication.
3. Detailed explanation of empathy scheme. Be sure to prepare a detailed plan before business communication. As the person in charge of the project, you must learn to put yourself in the position to see if the concessions you give are attractive enough or the conditions are too harsh; It is necessary to prepare several different plans and make corresponding adjustments according to business communication, so as to be prepared and calmly deal with them.
4. Dignified appearance, pay attention to etiquette. In business communication, you must pay attention to your appearance and etiquette, and your gestures must conform to your identity. If a business team participates in the activity, dressing the is the best, giving people a sense of uniformity. Invisibly, it will leave a good impression on the other party that the company is well managed and good at management, and you will stand out when the competitors offer similar prices.
5. Hold the bottom line service discount. After repeated negotiation and communication, the price gradually compromised and was close to the bottom line. If we can't make concessions, we might as well give preferential services (such as providing better training and longer warranty period), which may bring breakthroughs and cooperation.
6. ultimatum. When all the above steps have been exhausted and there is no room for time buffer, we can only risk failure, cross the rubicon and give the other party a final blow in the form of an ultimatum, so that the other party can make appropriate concessions, which promotes cooperation. The ultimatum is risky, so it should be used with caution, and the tone and wording of expression should be well thought out. We should not make the other side feel disgusted, but let the other side feel that we have shown the greatest sincerity and must ask the other side to make concessions.
Due to cultural background, tradition, politics, religion and other reasons, different businessmen have different negotiation habits, which not only affects the negotiators' behavior, but also affects their negotiation methods, so their negotiation styles may be completely different. In this game, effective communication is the key to win the negotiation. In addition to a good business background and strong negotiating strength. More importantly, you should have communication skills.
First, listening skills.
Listening is an important basis and premise to realize correct expression and an important means to overcome information understanding errors and information asymmetry in the negotiation process. Basic elements:
Focus, always keep a clear head and concentrate; Pay attention to the way the other person speaks; Observe the posture and tone of the other person and guess his inner activities; Confirm, even if you have heard the key questions clearly, you should further confirm them in an appropriate way; Keeping silent and not answering inconvenient or useless questions will bring invisible pressure to the other party; Patience, let the other person finish, don't interrupt.
Second, language skills.
Strong pertinence
In business negotiation, both parties express their wishes and requirements in their own language, so the negotiation language should be targeted and targeted. Vague and wordy language will make the other party feel confused and disgusted, reduce their prestige and become an obstacle to negotiation. According to different commodities, negotiation contents, negotiation occasions and negotiating opponents, targeted use of language can ensure the success of negotiations. For example, for an impatient and straightforward negotiating opponent, it may be popular to use short and lively language; For a slow-moving opponent, it may be better to have a long talk like the spring breeze. In the negotiation, we should fully consider the differences in personality, emotion, habits, culture and needs of the negotiating opponents, and use targeted language appropriately.
Euphemistic expression
Try to use euphemism in the negotiation, which is easy to be accepted by the other party. For example, when you refuse the other party's request, you can say that what you said is reasonable, but the actual situation is slightly different and then put forward your own views without showing any traces. Doing so will not hurt each other's face, but also make them listen to their opinions calmly and carefully. In the meantime, negotiators often try to disguise their views as those of the other side in a euphemistic way to improve their persuasiveness. Ask your opponent how to solve the problem first, and then put forward your own opinions. When the other party puts it forward, if it is consistent with his own point of view, let the other party believe that this is his own point of view. In this case, if the negotiating opponent feels respected, he will think that opposing the plan is opposing himself, so it is easy to reach an agreement and win the negotiation.
Live strain
The change of negotiation situation is unpredictable, and some unexpected embarrassing things are often encountered, which requires negotiators to have flexible language adaptability, contact with emergency means and get rid of difficulties skillfully. When the opponent forces you to make a choice immediately, if you say something like this, let me think, it is difficult to decide for the time being, and you will be considered by the other party as lacking in opinions, thus being at a psychological disadvantage. At this time, you can look at your watch and tell each other politely. I'm really sorry. It's 9 o'clock. I'm going out to talk to an appointment friend. Please wait five minutes. So, you gracefully won five minutes of thinking time.
Correct use of silent language
In business negotiations, the silent language expressed by negotiators through non-pronunciation organs such as gestures, eyes and expressions often plays an important role in the negotiation process. In some special cases, silence is sometimes needed, and correct silence can achieve unexpected good results.
Third, we test each other's low prices and targets. Only in this way can we know ourselves and ourselves and achieve the purpose of effective communication. We can't ask each other directly. It takes some skill.
First, actively throw some provocative topics to stimulate the other party to express their views, and then judge its reality according to the other party's reaction. For example, A buys and B sells. A offers several different trading varieties to B and asks about their respective prices. B can't figure out the real intention of the other party at the moment. A asking this question is like asking about the market and talking about the terms of the transaction. Looks like a big buyer, but I'm not sure. Facing the expectation of A, B is contradictory. If you answer truthfully, if the other person really touches his bottom, isn't he very passive? However, if you are perfunctory, you may miss a good deal, and the other party may be a long-term cooperative partner. In desperation, B thought, why don't I explore each other's reality? So, he used his quick wits to say, "I'm genuine, and I'm afraid you're greedy for petty gain." As we all know, commercial society pursues
Such a principle, a penny for a penny, cheap and no good goods. B's answer implies a provocation to A. In addition, the beauty of this answer is that as long as A answers, B can easily grasp A's strength. If A cares about the quality of goods, it is not afraid to pay a high price, and the tone of the answer will be great. If A cares about the tight supply and is eager to make a deal, the tone is also urgent. On this basis, B can easily determine his own plans and strategies.
Ask questions about one aspect of the problem first, and then go deep into it after finding out the secret of the other party, so as to grasp the crux of the problem. For example, in a transaction (A sells and B buys), both parties are satisfied, but B still refuses to sign the contract. A is puzzled and uses this method to achieve the goal. First, A confirmed B's purchase intention. On this basis, Party A inquired about the other party's reputation, person, product quality, packaging and decoration, delivery date and marketable period one by one, and Party B's answer showed that there were no problems in the above aspects. Finally, Party A inquired about the payment of the loan, and Party B indicated that the current loan interest rate was relatively high. After understanding each other's crux, A went deep into it. From the analysis of the current market sales potential, he pointed out that if B is sold in the market according to the current purchase cost, even if the loan interest rate is deducted, there will still be greater profits. This analysis has been affirmed by B, but B is worried that the sales period is too long and the interest burden may be too heavy, which will affect the final profit. In view of this hidden worry of B, A analyzed the risk and pointed out that even so, the risk was still very small, which eventually led to the signing of the contract.
The detector intends to induce the other party to make a statement by making some mistakes, such as mispronouncing, using the wrong words and reporting the wrong price, and then the detector will use the topic to achieve the goal. For example, in a fashion block, when customers stop in front of a booth and pay more attention to a certain product, the stall owner who has paid attention to all this will come over and say, you really bought it, and this dress suits you very well, doesn't it? When he notices that the customer has no objection, he will continue to say that the price of this dress is 150 yuan, and I will give you a discount, 120 yuan. Do you want it? If the other party doesn't make a statement, he may say, "You may not have much money with you today, so I want to write a note and sell it to you. How about 100 yuan? " The customer will hesitate at this time, and the stall owner will continue to say, OK, don't tell anyone, I 120 yuan will sell it to you. Customers who have been paying attention for a long time often can't wait to say, "Didn't you just say 100 yuan?" ? Why did it go up again? At this point, the stall owner usually says, right? Did I just say this price? Well, you can't make much money at this price. After a pause, he said, well, even if I am wrong, I will keep my promise. There will be no other price except you. Don't tell anyone, 100 yuan, you can take it! Having said that, most customers will make a deal. Here, the stall owner pretended to make a slip of the tongue to raise the price, induced the customer to react, cleverly detected and verified the customer's purchase demand, and received the effect of attracting the snake out of the hole. After that, the stall owner will give up the rising price again, which is easy to facilitate the transaction.