Different roles have different manners in negotiation. As business leaders, negotiators should follow the three elements of negotiation etiquette in business negotiations, namely, paying attention to appearance, language art and etiquette.
First, pay attention to appearance.
Appearance is a kind of external beauty and behavioral beauty. Beautiful and dignified appearance, natural and decent posture, elegant and generous manners and harmonious clothes are often the main signs of beautiful appearance. Paying attention to appearance requires negotiators to cultivate and train their appearance quality and shape the beauty of appearance.
Shaping the beauty of appearance requires dressing appropriately. From the dress style, it can be roughly divided into two categories: casual wear and formal wear. Formal, grand and serious occasions are all dresses, and casual clothes are worn in ordinary occasions. Nowadays, suits are generally accepted in negotiations. If the negotiator is a woman, you can wear a suit skirt or suit. The important principle of dressing appropriately is to conform to the identity, status, age and place of the negotiator, and pay attention to the neatness, straightness and correct collocation of clothes.
To shape the beauty of instruments, we need to pay attention to decoration. Negotiators should keep clean and tidy, and their hairstyles should not be too strange. Their nails should be trimmed frequently and should not be left too long. The makeup of female negotiators should be elegant, and eye shadow, lipstick, powder cake and blush should be elegant in formal negotiations. When eating, it can be a little thicker, and the amount of perfume should not be too much. It can be light and fragrant.
Shaping the beauty of appearance requires elegant manners. Manner is a non-verbal language, which truly reflects a person's quality, education and trust. Bacon has a famous saying: "The beauty of appearance is higher than the beauty of color, and the beauty of elegant and decent movements is higher than the beauty of appearance. This is the essence of beauty. " Manners include people's standing posture, sitting posture, expression and various movements shown by the body. Generous and decent, elegant manners, not only can shape their own beautiful image, but also make all kinds of ceremonies more full and perfect. Negotiators should fully understand the role of elegant manners in negotiations, strengthen etiquette training, and make their manners perfect and attractive in business negotiations.
Another important factor in shaping the beauty of appearance is to maintain a positive mood. Kryshova, a plastic surgeon in the former Soviet Union, said: "For youth and beauty, positive emotions are much more important than smearing. I have met many people, and I can correctly recognize the person I love, the lonely person, with a pair of eyes and a smile. A person in love is always younger than his actual age, and he is always full of energy. " Perhaps because of this, President Lincoln made his own choice. It is said that a friend of Lincoln recommended a person to join the cabinet, but Lincoln did not appoint him. When a friend asked Lincoln why, Lincoln said, "I don't like his looks." The friend asked in surprise, "but isn't this too strict?" He can't be responsible for his natural face? " Lincoln replied, "No, a man over forty should be responsible for his face." Yiping, the god of Japanese marketing, also believes that "the charm representing a person's prestige and influence is the crystallization of long-term personal efforts, and the beauty lies in his appearance. Therefore, what is more attractive than a beautiful face and appearance is positive emotions and expressions. "
Second, pay attention to language art.
Language art in business negotiation is very important. Proper use of negotiation language can not only enliven the negotiation atmosphere, but also promote mutual understanding, mutual trust and mutual support between the two sides of the negotiation, so that the negotiation activities can get twice the result with half the effort.
First of all, negotiators should seriously study and study the language art of negotiation, master the basic knowledge and characteristics of various language expressions, and improve their ability to use negotiation language. At present, there are many books introducing various language expressions and characteristics, and negotiators should strengthen their study in this field.
Secondly, negotiators should abide by the general requirements for the use of business negotiation language. One is to use objective language, that is, to express ideas and convey information clearly and truly, and not to fool or deceive each other in any form or by any means. Without this principle, even the best language skills can only be deceptive in the end. Second, in negotiations, language should be targeted and suit the remedy to the case. According to different opponents, different contents, different purposes and different requirements at different stages in the negotiation, different languages are used. Third, the negotiation language should be logical. Business negotiation language must be clear in concept, logical in reasoning, appropriate in judgment, conclusive in evidence and convincing. The fourth is to enhance the persuasiveness of negotiation language. The use of negotiation language will eventually change the attitude of the other party and promote the two sides to reach an agreement. Therefore, negotiators should enhance the persuasiveness of negotiation language, strive to achieve the perfect combination of objectivity, pertinence and logic of negotiation language, the correct use of language tone and tone priority, and the clever cooperation of various body languages.
Finally, negotiators should master the skills of using business negotiation language.
One is the skill of listening. Listening is an important basis and prerequisite for language to achieve correct expression. The so-called "listening" here means not only listening with the auditory organs of the ears, but also putting yourself in the other person's shoes and judging the motivation behind the other person's words with the brain. Therefore, "listening" in negotiation occasions is "listening", that is, "hearing with ears, eyes, heart and brain". Effective listening requires negotiators to stay awake and focused at all times, try to eliminate all kinds of interference, observe the other party's way of speaking, find the hidden meaning behind the other party's words, and at the same time urge the other party to clarify their true meaning through appropriate means (such as encouragement, nodding, eyes, appreciation, etc.). ). In the process of listening, negotiators should learn to put up with incomprehensible words and cannot avoid not listening, especially when the other party says something he doesn't want to hear and even annoys people. As long as the other party doesn't finish, he will continue to listen, and never interrupt his speech.
The second is the skill of asking questions. Asking questions is a powerful negotiation tool. In business negotiations, in order to understand the real thoughts and attempts of the other party, negotiators must be very vigilant in using various ways and techniques to explore the needs of the other party, and asking questions is the most common and important means to obtain information. Experienced negotiators always pay close attention to each other's "psychological change process" and carefully observe each other's manners, gestures and expressions. , and ask questions appropriately. There are many ways to ask questions in business negotiations, and it is very important to master the skills, including asking questions with a modest attitude and a kind tone; Be considerate of each other and ask questions that can make them happy to answer; Ask simple questions and focus on the central theme, pay attention to the consistency of questions and so on.
The third is the skill of answering questions. In business negotiations, there must be answers to questions. There is art in "asking" and skill in "answering". Generally speaking, negotiators should find out the true meaning of each other's questions and don't answer them casually; It is necessary to master the principle of answering questions, that is, what can be said and what can't be said, regardless of whether the answer is correct; We should speculate on the consequences of the answer and decide how we should answer it. Specifically, we should answer different questions in different ways, such as correct answer, incomplete answer, inaccurate answer, evasive answer, asking the other party to clarify the question again.
Third, observe etiquette.
Etiquette, that is, etiquette, is a common form of mutual respect, congratulations, greetings, greetings, thanks, condolences and necessary help and care in daily life, especially in communication occasions. Etiquette is a concrete manifestation of politeness and an important part of etiquette. Such as the bow and bow in ancient China; Nodding and shaking hands are common in most countries today; In some countries, shaking hands, hugging and kissing are all manners. Observance of etiquette is an important factor in the success of business negotiations, and negotiators should attach great importance to it.
First of all, negotiators should fully realize the importance of observing etiquette. Etiquette is the rule of dealing with people. It is a natural established code of conduct in long-term social life. Etiquette is not as supreme as law, but if people want to be understood by others and recognized by society, they must abide by the rules and methods of interpersonal communication, that is, abide by etiquette. Business negotiation is a communication activity between people. In business negotiation, only by mutual respect and trust can the two sides reach an agreement and the negotiation be successful. Therefore, negotiators should consciously abide by the negotiation etiquette and be elegant and decent. In fact, if the negotiators don't know manners and make impolite moves, they will embarrass themselves or the other side and even make the negotiation fail.
Secondly, negotiators should learn and understand all kinds of etiquette. The premise of observing etiquette is to understand etiquette. There are many kinds of etiquette in business negotiation, which will change with the change of negotiation environment and time. In order to master business etiquette and its changes, negotiators need to read etiquette books carefully, conduct investigation and study, and pay special attention to accumulating experience in the process of negotiation practice, so as to achieve "habit after habit".
Finally, negotiators should observe etiquette. From the point of etiquette, the most taboo in business negotiation is to do whatever you want, and the most basic requirement is to "do as the Romans do", that is, to abide by the etiquette and customs of the other party or both parties. At present, the etiquette of business negotiation can be divided into three aspects: first, the common etiquette in the world, such as respecting the lady, observing the time, shutting up if you don't talk, shaking hands moderately, etc. Respect the elderly, dress neatly, do not just gesture with your fingers, avoid yellow, black, white and purple, and do not discuss politics, crime, religion or personal topics. The second is the business customs of different countries. For example, western countries are taboo about "13", Russia has a soft spot for "7", Bulgarians "nod their heads", Arab business dealings "IBM" and so on. Third, the commercial customs and habits of Hong Kong, Macao and Taiwan and their brother areas. For example, Hong Kong people "respect clothes before respecting others", Macao people's love for "18" and "1688", Taiwan Province people's various gift-giving taboos, various business customs of various brotherly peoples and so on. Before negotiating, business negotiators must know where the negotiators come from and what the etiquette and customs are in the region where the negotiators are located. In the negotiation, we should consciously abide by the established etiquette, be polite, humble, warm and generous, and not frivolous and flattering, and establish an open, sincere, active, cooperative, friendly and gentle negotiator image in front of the negotiating opponents, so as to promote the smooth progress of the negotiation and achieve fruitful results.