1. The element that constitutes the commodity transaction between the two parties is content;
2. Business negotiation refers to the communication and negotiation between the two parties for mutual benefit;
3. The legal representative or his agent is qualified for negotiation;
4. Business negotiation is a new frontier discipline.
Characteristics of business negotiation
Business negotiation is a very complicated comprehensive management activity, which spans many disciplines such as politics, economy, technology, law, writing, psychology, social communication and so on. Although it is an integral part of enterprise management, it is very different from general production, operation and management, which can be divided into:
1, universality and uncertainty of trading objects;
2. The unity of attraction and persuasion;
3. The unity of concession and attack;
4. Consistency between language expression and written expression;
5, the balance of public * * * relationship.
Principles and functions of business negotiation
Principles of business negotiation
Under the condition of socialist market economy, business negotiation activities should follow the following principles:
The principles of equality, voluntariness and consensus;
(2) The principle of paid exchange and mutual benefit;
(3) the principle of legality;
(4) the principle of timeliness;
(5) The principle of minimum target.
The role of business negotiation
(a) business negotiation is a means for enterprises to achieve economic goals;
(2) Business negotiation is an important way for enterprises to obtain market information;
(3) Business negotiation is an important force for enterprises to explore the market.
The most common way of foreign trade business is to interview buyers and sellers at Canton Fair, Expo and trade fair.
Preparation before business negotiation interview
A) customer survey. Mainly to find out the other party's credit situation. That is, the customer's reputation, funds, etc.
B) commodity research. Mainly understand customer requirements, prices, freight and so on.
C) negotiation plan. According to the conditions that may be proposed and accepted by the other party, as well as the acceptable maximum trading conditions and minimum concession boundaries, combined with the specific situation of customers and the development trend of the international market, several negotiation schemes are formulated to prepare for the price comparison.
D) negotiating members. The speaker must be proficient in foreign trade and professional technology.
Business negotiation skills
A) The main body of the negotiation should be clear, and the predetermined negotiation objectives should be gradually promoted in the negotiation.
B) The negotiation will start on the basis of implementing our draft.
C) find out each other's intentions.
D) analyze the other party's conditions, which can and cannot be agreed.
E) Pay attention to the way you speak. Don't simply answer each other with "yes" or "no", you can answer why "yes" or "no". Explaining in professional terms can get twice the result with half the effort.
F) Pay attention to the confidentiality of the reserve price and try not to let the other party know; Don't answer the other party's bargaining with a simple "impossible", but ask clearly what spare parts, quality and standards are included in the price mentioned by the other party, find out the loopholes in the other party's bargaining and explain the situation to the other party, which requires the main negotiator to be proficient in professional technology. Sometimes foreign businessmen have only a little knowledge.
Foreign businessmen have various negotiation styles.
A) Japan: Japanese businessmen attach great importance to face-to-face contact and negotiation and are not used to telegraph, telex and telephone contact. If the middleman has a certain position, it will be better to negotiate face-to-face with Japanese businessmen through his introduction. Japanese businessmen attach great importance to interpersonal relationships. At the beginning of acquaintance, if you nod or bow slightly, you will get better results than shaking hands in Japan. The Japanese often say "hi" only to show that he understands what you say, but it doesn't mean that he agrees with you. Don't misunderstand his promise to you. In business negotiations, Japanese businessmen pay great attention to the subtle changes and reactions of each other's feelings, tone and intonation. And will avoid positive disputes or embarrassing situations, and will use indirect sentences to express their disagreement with you. They generally don't agree to sign a contract easily until they know each other's real intentions. Japan's foreign trade is generally based on collective agreements. They are used to long-term and reliable negotiations on all aspects of the contract terms. Once an agreement is reached, they are used to solving problems privately on the basis of facts and do not advocate going to the notary office to solve them.
B) America: Americans like to talk while eating. Generally speaking, business negotiations should start with breakfast. When talking business with Americans, you don't need too much etiquette. Americans are generally energetic, extroverted, enthusiastic, confident and decisive. In trade negotiations, the goal is to get the maximum benefit. In addition, Americans are good at bargaining and can naturally lead the topic to this aspect. Americans are very interested in packaging. When negotiating, they attached great importance to packaging. Because in the United States, packaging is very important for the sale of goods. American friends talked to me about a small set meal for a month and a half.
C) Britain: Unlike Americans, British people are not prepared enough, but they have their own characteristics: politeness, friendliness, sociability and cheerfulness. There are three taboos in doing business with the British: first, don't wear striped ties; Second, don't talk about the private affairs of the British royal family; Third, don't call them English directly, but say "English", which will make them very happy.
D) France: French people don't like you asking too many personal questions, especially personal questions. Try to avoid the above topics when talking about business. French people like to use French as the negotiation language, and they like to reach an agreement on the main terms of the transaction first, then talk about the terms of the contract, and repeatedly mention all the terms of the transaction in the negotiation.
E) Germany: Germans are very strict and seldom bargain with you. Once they bid, they don't like bargaining any more. They are not flexible enough to make major concessions. Germans pay attention to choosing the right negotiating partner and are very good at solving problems with you. Pay attention to propriety and form. Businessmen with titles must be addressed by titles. In addition, shake hands with them when you meet and say goodbye.
F) Northern Europe: (Finland, Sweden, Denmark, Norway, etc. ) Businessmen in some Nordic countries are much quieter than those in America and France. At the beginning of the negotiation, he often kept silent. After listening to you, he will ask his questions, speak frankly, and be good at finding and seizing opportunities to reach a deal. Valuation of established companies. Don't forget to tell them if your company has been established for a long time.
G) Canada: Their businessmen don't like small profits but quick turnover, don't like changing prices, and like long-term cooperation.
H) Australia: Businessmen prefer people with decision-making power to negotiate with them, and they don't like the changing prices. Once the price is determined, the price issue will not be discussed.