Etiquette plays a very important role in negotiation and runs through the whole process of negotiation. It not only reflects one's own education and quality, but also has a certain influence on the thoughts and emotions of the negotiating opponents. I have arranged business etiquette and business negotiation for your reference.
There are also skills in international business negotiation. We should be good at analyzing the psychology of the other side of the negotiation scientifically. If you don't consider the other side of the negotiation, it may affect business opportunities.
Once, a Japanese businessman negotiated with a foreign trade company in China to import a certain product, but the Japanese businessman hesitated for a long time about the preferential terms given by the foreign trade company. In a blink of an eye, more than two months passed, and the international market for such products, which had been booming before, was full of dazzling goods and prices plummeted. At this time, Japanese businessmen bought it at a very low price, which made us suffer a lot. Japanese businessmen often adopt delaying tactics to stabilize their negotiating opponents, so we must pay attention to the timing in the negotiations.
Business negotiators should pay more attention to the principles of negotiation, otherwise the negotiation will fail. A company from a certain country sent representatives to Japan to negotiate. At the reception, the Japanese side learned that it would return in two weeks. The Japanese side did not rush to start negotiations, but spent more than a week playing with him and arranging a banquet in the evening. The negotiation finally started on 12, but ended early every day in order to arrange for him to play golf. It was not until the last day that Japan got to the point. But at this time, the staff of foreign trade companies have no time to deal with each other, so they have to agree to each other's conditions and sign an agreement. This method not only delays time, but also softens people's psychology. If you accept the invitation, it will be the first paper of Japan. Besides, it will be embarrassing to refuse the other party's request. After all, "soft mouth and short hands" actually means that the representative has violated the principle of business negotiation, and official duties must not be the victim of self-interest, which is related to the fundamental quality of a negotiator.
4, can't ignore the full understanding of the characteristics of negotiating opponents.
Differences in historical and cultural background, business practices and other countries lead to obstacles in communication between people with different cultural backgrounds. International business negotiators should fully understand each other, especially their reputation, cultural customs and trade habits, strength, and even their negotiation characteristics, qualitative methods and past reality.
For example, the Japanese are patient in negotiations, good at delaying tactics, and try their best to understand the real intentions of the negotiating opponents in the process of delaying. If the other party is eager for success, it will take the opportunity to raise or lower the price, making the other party tired and restless. In addition, the Japanese have a very strong sense of intelligence. Before the negotiation, they collected information extensively and made decisions based on this information. So when negotiating with the Japanese, we should pay attention to trade secrets. According to the characteristics of Japanese businessmen, when negotiating with them, it is necessary to find out how much power the opponent has and what decisions he can make. When negotiating, the language should be as tactful as possible. If you have to refuse an offer, you should also state your reasons in a clear, tactful and not threatening way. Pay attention to the negotiation strategy, don't publicly criticize the other party, don't directly refuse, and say that you should think about it.
Japanese businessmen have a strong sense of teamwork in negotiations. When negotiating with Japan, we should not only pay attention to one person in the other team, but try to convince everyone. If you can't reach a comprehensive agreement for the time being, don't rush to achieve it, otherwise it will only be counterproductive.
Let Japanese businessmen know the localization strength of China manufacturers. In practical work, this trick is very clever, which often gives them some pressure, makes them feel that they are nothing special, and automatically lowers their requirements and prices. Be calm and show enough patience, because impatience and impatience are weak in the eyes of the Japanese. During the waiting time, we should also do research and learn as much as possible about the Japanese side from other places.
Different countries have different cultural and historical backgrounds, business practices and religious beliefs. In international business negotiations, we should examine, analyze and solve problems from a cross-cultural perspective, actively adapt to and adjust cultural differences, and pay full attention to all links that are prone to potential risks.
International business negotiation cases
Etiquette in international business negotiation is like the impression given to the other party in three seconds, 60% is appearance and appearance, and 40% is voice and speech. To achieve a successful negotiation, the first impression is very important, and etiquette plays a great role in it. First of all, let's look at a case, from which we can know the importance and influence of etiquette for a business negotiation.
This is an example of a thumbs up. Let's take a look at what happened to a British businessman in Iran: for a month, everything went smoothly. He established a relationship with his Iranian colleagues, respected the influence of Islam in the negotiations and avoided any potentially explosive political gossip. Finally, the executives signed the contract happily. After he signed it, he gave his Persian colleague a thumbs-up sign. Almost immediately, the atmosphere became tense and an Iranian official left the room. The British businessman was at a loss, and his Iranian master was embarrassed and didn't know how to explain it to him. Case study: In Britain, thumbs-up is a sign of approval, which means "very good"; However, in Iran, it is a rude gesture to express negation and dissatisfaction, which is almost disgusting. From this, we can clearly see that the actions made by British businessmen without knowing Iranian etiquette made Iranian officials feel impolite, so although the contract was signed, it was essentially an unsuccessful negotiation.
International business negotiation-negotiation etiquette
In the process of negotiation, we should abide by some rules of conversation etiquette, respect others and speak politely and gently: debate loudly, have appropriate topics, be good at listening and be polite to others. Specifically, you should greet others in advance, don't be bold, don't listen in on other people's conversations, don't involve unpleasant topics such as birth, illness, death, personal problems such as property, resume and marriage, and don't get to the bottom of it. Language in the negotiation process is definitely very important. Language refers to how to choose the right words at the right time to show your position, viewpoint, attitude and meaning in conversation. There are five common languages in negotiation, namely polite communication language, professional trading language, flexible language, humorous language and persuasive language. Speech speed, intonation and volume are also important factors. After choosing the right words, we should express them in an appropriate way, and consider what speed, intonation and high voice to negotiate with.
Besides talking, gestures and gestures in conversation are an invisible language, and gestures are a body language. In the process of negotiation, some people will make some casual actions, which can reveal useful information about their inner activities. Under certain circumstances, people can show toughness and debate in language and tone through conscious consciousness, and show self-confidence and never back down. But because my heart is not practical and uncertain, I subconsciously use actions to cover myself up and balance my inner tension and conflict. For example, I often wipe my sweat, touch my hands and knock on the desktop, which all reflect my nervousness. The distance and facial expressions during the talks also easily affect the negotiations, and the distance between the two sides during the talks is often affected by the progress of the negotiations. The spatial distance between people is closely related to the psychological distance, which directly affects the psychological distance of both sides. Under normal circumstances, when people talk, whether standing or sitting, they should avoid direct confrontation and keep a certain angle, while in negotiation activities, the two sides face each other directly and there is no room for manoeuvre. This makes the distance more sensitive and easy to be detected in negotiation activities. The appropriate distance is between 1 and 1.5 meters, which is also the normal width of the negotiation table. The distance is too big, so it is not easy for both sides to talk and get close. There is a feeling that they can't talk together.
International business negotiation-banquet etiquette
The forms of banquets include banquets, receptions, tea parties and working meals. Each form has specific specifications and requirements. The arrangement of banquet includes the way of banquet, the date and time of banquet, the way of invitation and the arrangement of banquet seats. A formal banquet is divided into several steps, such as welcoming guests, giving a speech, communicating during the dinner and seeing them off. The dining etiquette of Chinese food and western food deserves attention.
International business negotiation-visiting and gift-giving etiquette
When giving gifts, we should not only pay attention to the choice of time, documents and gifts. Principles of choosing gifts
(1) Do what you want.
(2) consider the specific situation.
(3) Grasp the gift-giving opportunity and occasion.
(4) Gift prices should not be too high.
In the choice of gifts, the value should not be too high, but it should be distinctive. Countries have different requirements for the value of gifts. In the United States, the value of general business gifts is about $25, while businessmen in Asia, Africa, Latin America and the Middle East are different from those in Europe and America. They usually pay more attention to the monetary value of gifts. When choosing gifts, we should choose items that are full of feelings, have China national characteristics and have certain commemorative significance according to each other's preferences and habits, generally focusing on artistic value and commemorative significance. Pay attention to each other's customs and cultural accomplishment. We should pay attention to the fact that foreign friends like our local products. Pay attention to the number of gifts. Pay attention to the packing. Pay attention to the timing and occasion. For example, if you negotiate and give gifts in France, you will learn. Remember not to give gifts when you meet for the first time. The gift package should be exquisite, preferably intellectual and literary, and can be made into pictures, photo albums, handicrafts and the like. In France, cranes are stupid and walnuts are unlucky, so be prepared when giving gifts. Don't lose big because of small things.
In international business negotiations, we should know how to use etiquette methods to get a good impression and extra points before negotiations, and we can also get to know each other in etiquette contact, which is a preparation for future negotiations. This is also very important for the psychology we should avoid. Only by effectively controlling one's emotions and psychology can we make better progress in observing the other side and promote the transfer or stability of the negotiation initiative. The analysis of opponent's personality and matters needing attention are important events that cannot be ignored. If we basically find out the opponent's personality, we can suit the remedy to the case and help the negotiations succeed in one fell swoop if we have the initiative.
International business negotiation-signing etiquette
In business communication, people usually try their best to prepare the following steps before signing a contract:
Determination of contracted personnel
The signer is determined by both parties according to the nature of the document, and the identities of the signers of both parties are roughly the same. The people attending the signing ceremony should basically be all the people attending the negotiations. If one party requires some people who did not attend the talks to attend due to some needs, the other party shall agree. The attendance of both sides should be roughly equal.
Necessary signing preparation
The first is the text to be signed. The relevant units should finalize, translate, proofread, print, bind, seal and print the text as soon as possible, and prepare stationery, national flags and other items for signing.
Signature hall layout
Because different countries have different signature types and customs, the arrangement of signing ceremony and the layout of signing hall are also different.
In our country, a long square table is usually placed in the signature hall as a signature sign. The desktop is covered with a dark green tablecloth, and there are two chairs behind the desk as the seats for the signatories of both parties, facing the main entrance, left and right sides. Put your own words in front of the seat and put the signature tool above the words. In the center of the signature table, a flag rack hanging the national flags of the two countries should be placed.
When it is necessary to fly national flags of many countries at the same time, the usual practice is to take the national flag itself as the standard and let the flag cover be located on the right side. The more the national flag is hung to the right, the higher the courtesy given; The higher the national flag is raised to the left, the lower the courtesy is given.
When determining the specific ranking of national flags, it is generally determined according to the Latin alphabetical order of national names. When flying the national flag of the host country, you can follow this practice or hang it on the far left to show the humility of the host country.
Procedures for signing ceremony
After the participants in the signing ceremony of both parties entered the signing hall, the signatories took their seats, and other personnel were arranged behind the signatories' seats in the order of their identities. The signature assistants of both parties stand outside their respective signers to help uncover the text and indicate the signature location.
After signing the text saved by enterprises in this country, the signing assistant will pass the text to the other party, then sign the text saved by the other party, and then the signers of both parties will exchange the text and shake hands with each other. Sometimes after signing, champagne will be prepared and a toast will be raised to celebrate.
Details that need to be paid attention to when negotiating.
1, you can't ignore those details that you think are not very important.
In the process of foreign trade negotiation, some negotiators often only discuss several important contents of the transaction repeatedly, but ignore the discussion of minor links, which may often be the bane of subsequent disputes.
Generally speaking, international trade negotiations should include the following ten aspects: quality, quantity, packaging, price, delivery (shipment), insurance, delivery, commodity inspection, claim and arbitration, and force majeure. However, in the actual transaction negotiation, many salesmen attach great importance to seven trading conditions: quality, quantity, packaging, price, shipment, insurance and payment. The other three trading conditions are either ignored, not discussed at all or perfunctory. Because of this, disputes in these three aspects often occur in the performance of trading contracts.
For example, a foreign trade company in China did not discuss commodity inspection when negotiating with foreign businessmen on the export of an industrial product, and there was no clear stipulation in the contract. As a result, after receiving the inspection of our goods, the buyer thought that the goods we delivered were not in conformity with the contract and filed a claim. Although we asked a domestic commodity inspection bureau to carry out quality inspection before the goods were shipped out, the inspection report obtained also proved that the quality of the above goods was in conformity with the contract, but the buyer flatly rejected our inspection results and insisted on claiming compensation, which led to disputes between the two sides. Although the matter was finally solved properly, this lesson is still worth learning. This case also makes us fully realize that we need to pay enough attention to every link of the transaction content and take precautions against every detail that may lead to potential disputes.
2, can't ignore the specific and clear written expression of some terms in the contract.
Negotiation is a tense process, especially for some new salespeople. This kind of nervous mood, coupled with inexperience, can easily affect the elaboration and expression of some key languages or expressions, thus bringing some ambiguous languages into the contract, which will often cause some trouble in the transaction process.
For example, when the deadline for opening a letter of credit to the seller is specified, it is written as "the buyer should open a letter of credit to the seller before June 6, 2009." Obviously, there are three loopholes in this description: ① the establishment time is not clear, and I don't know whether it is Beijing time or other time; ② Whether "6th" is included before "September 6th, 2009"; (3) "Open to the Seller" shall be subject to opening or posting. To this end, the above description can be amended as "the buyer shall open the letter of credit to the seller before tomorrow, that is, Beijing time 6, 2009".
Therefore, it is very important to grasp the details and key links in international business negotiations, and negotiators need to improve their psychological quality and professional quality. Only by keeping calm can they take the initiative to attack, avoid risks and grasp success.
3, can't ignore the psychological state of the other side of the negotiation and the timing of the negotiation.
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