Matters needing attention in business negotiation (1): Avoid cheating in business negotiation.
Some people regard business negotiation as antagonistic life-and-death competition. In specific negotiations, they ignore objective facts, cheat, cheat, conceal, cheat and rely on lies or? Talk big? Seek your own negotiating advantage. For example, a salesman talks with a store about promotion. In order to promote sales, the salesman claimed that he had obtained the product quality in his introduction. Provincial Excellence? And then what? What about you? After reading the samples, the store thought there was a certain market, so the two sides reached an intention to buy and sell. The store later learned that this product is neither? Provincial Excellence? It's not true? What about you? . Although the products are marketable, the store is afraid of being cheated, and a business is ruined without signing a contract. Thus, once the deceptive language is seen through by the other party, it will not only destroy the friendly relationship between the two sides of the negotiation, cast a shadow over the negotiation or lead to the breakdown of the negotiation, but also bring huge losses to the reputation of the enterprise. Therefore, the language of negotiation should proceed from reality and give the other party a sense of honesty and trustworthiness.
Matters needing attention in business negotiation (2): Avoid being overbearing in business negotiation.
Some negotiators because of their status, qualifications? Superior? Or negotiating power? Better than others? . In negotiations, they are often bossy, condescending and domineering. When the business manager of a big company was negotiating with another company to sell products, he found that the opponents were several young people, so he casually bypassed: Who is in charge of you? Who can decide this question? Go to your manager! ? A young man calmly replied:? I'm the manager. It's an honor to talk to you and hope to get your index. ? The young man's words were both hard and soft, which surprised the business manager. The business manager wanted to put on a show, but he didn't expect the negotiation to be defeated at the beginning.
Domineering behavior is easy to hurt each other's feelings, making each other have confrontation or revenge. Therefore, participants in business negotiations, no matter how high their administrative level is, how old they are, and how strong the enterprises they represent, should adhere to the principle of equality, treat each other as equals, negotiate on an equal footing, and exchange for equal value as long as they sit at the negotiating table with each other.
Matters needing attention in business negotiation (3): Avoid hearsay in business negotiation.
Some negotiators often use unconfirmed information in negotiations because of their contact with society, outreach and wide sources of information, such as? It is said that? 、? Rumor has it that. As the basis of bargaining with the other party, it is easy for the other party to seize your conversation loophole or handle to attack you without solid practical materials. As far as personal image is concerned, it will also make the other party feel that you are not serious, rigorous and serious enough to be completely trusted. In a business negotiation, a buyer's representative made a casual remark in order to force the other party to reduce the price. It is said that your single product repair rate has always been higher than similar products. Can you increase our maintenance cost by another 2 percentage points? This shows that you don't know our products. According to recent statistics, the repair rate of our products is only 1? Much lower than similar products, we can't increase the maintenance fee, just want to reduce 1 percentage point on the original basis. ? The buyer was hit in the face.
Matters needing attention in business negotiation (4): Avoid being too aggressive in business negotiation.
Some negotiators are very competitive at the negotiating table. Can hold each other down? Set out, speak sharply and sharply, attack each other frequently, and not to be outdone in some details. Some people also regard revealing other people's privacy as a quick means. When buying goods, a young buyer thinks that the manufacturer wants something from the retail store and keeps attacking each other when negotiating the terms of the transaction. First, products must be sold on a commission basis; Second. Manufacturers must implement products? Three packs? ; Third, the manufacturer must deliver the goods to the door; Fourth,? Finally, the other party said: We can make an exception and accept all the above conditions. In view of the dominant position of our products in the market, we only have one condition. That is to say, you must ensure that you set up a special counter to sell our products and ensure high-quality after-sales service, otherwise we will find new partners. ? Therefore, the words used in the negotiation should be tactful. Respect each other's opinions and privacy, don't be too sharp-edged and eager for success, and avoid being too hasty and hurtful.
Matters needing attention in business negotiation (5): Avoid ambiguity in business negotiation.
Some negotiators, because they have not made a detailed analysis of the negotiation conditions between the two sides in advance, can't express themselves well. When explaining their positions and opinions or answering some questions raised by the other side, they are either speechless or vague. Or the preface is the last sentence, which is self-contradictory. Negotiators should make full mental preparation and language preparation in advance and carefully analyze the negotiation conditions. Grasp your own advantages and disadvantages, and be clear about the ultimate goal of negotiations and important trading conditions. At the same time, make some necessary assumptions and put the questions and disputes that the other party may raise first. In this way, no matter what complicated situation appears in the negotiation. Everyone can improvise and explain their views clearly. Answer each other's questions accurately and clearly, especially when signing a negotiation agreement. Can grasp the key. Make the contract terms specific, perfect, clear and rigorous.
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