Communication skills in business negotiation

1. Determine the negotiation objectives 1. Know what you need: If you don't think about what you should get from the negotiation in advance when you start the negotiation, then after the negotiation: (1) You may leave with many "gifts"; (2) You may give up valuable projects and get worthless things in the end. Therefore, at the end of the negotiation, you should know clearly what you need. 2. Know why you need it: What's the use of the results you get for you. Figuring out why you want something may help you achieve your hidden purpose. Even if you haven't consciously considered these reasons. 3. What will happen if you don't reach your goal? If you don't get the result you want, what's the worst thing? If you can accept it yourself, or when you understand what will happen, maybe you can find other ways to solve the problem. 4. Know your primary consideration: break down all the goals you want in the negotiation into several parts, and consider: which part should be considered first; Which part is second; Which part will be considered in the end. 5. What you can't accept: In the negotiation, there may be some conditions that you can't accept anyway. If negotiation will force you to go beyond these principled restrictions, it may not be worth your time and energy to continue talking. 6. Know your negotiation boundaries: One of the most valuable things you can do in negotiation is to know your negotiation boundaries. So you can know when to terminate the negotiation; When can you say "yes" and when can you say "no"; When to be tough; When can I leave the negotiating table and end the negotiation? In other words, if you reach this limit, you can think about what you should do. 7. Set yourself the highest, realistic and lowest goal: When you know what you want, what you don't want and what is most important to you, you can start setting yourself the highest, realistic and lowest goal in the negotiation. These goals are one aspect of concretizing the results you want to achieve and the scope of activities you have. The highest goal is to get everything you really want. In an ideal state, you may achieve it. The realistic goal is the result you actually want, and the result may be different for different negotiators. Bottom line goal is your bottom line. When the negotiation reaches this boundary, you should terminate the negotiation and leave the negotiating table. 8. What concessions can you make? Negotiations are full of bargaining, compromise and concessions. In order to get the result you want, you must make some concessions. So you should consider what concessions you are prepared to make to achieve the desired negotiation results. At this time, you should be clear: (1) What do I need? I'm not going to make concessions on anything. (2) What is not important to me? (3) What should I give up in exchange? Second, seriously consider each other's needs.

The preparation of negotiations should not only consider your own requirements and needs, but also consider what the other party may need. At this time, you need to put yourself in the other person's shoes to consider the problem. If you are the other party, what do you need in the negotiation; Why you need it; What may be the reason behind your need to get this result; What issues are most important to you; What is your first consideration; What problem can't make the slightest concession; What may be the worst result for you; What are your top line, reality and bottom line goals? What do you want to exchange; What you may lose; What questions you might ask to support your point of view; Do you have enough factual data or information to support your position and viewpoint? Although you can't answer the above questions accurately, after careful thinking and speculation, you can better grasp the process and direction of the negotiation. Evaluate the relative advantages and disadvantages. The concessions you may make and the items you can exchange depend on your advantages and disadvantages in the negotiation. Strength refers to the domination or influence that can be exerted on the actions of the other party. Its form is: 1. Decision-making power: Do you have the right to make formal decisions? 2. Expert rights: You are rich in the issues discussed. Do you have enough time to discuss these problems? 4. Your determination and perseverance; 5. Are you ready? 6. Do you have rich negotiation experience? 7. Do you have inside information? 8. Do you know anyone who can influence the outcome of the negotiation? 9. Do you have the right to use certain sanctions or pressures? Pay attention to: 1 when evaluating the strength. Only when both sides recognize its existence and hold the same view on its use will the dominance play a role. If you are better than Fang and both parties know it, then if you take advantage of this advantage in the negotiation, the other party will realize the consequences of not giving in to your proposal. 3. If you are better than Fang and the other party doesn't know, then your dominance will not work. If you have a weakness and the other person doesn't know it, then you are stronger than you think. Skilled negotiators are good at using their own advantages to influence and convince each other, rather than using this advantage to defeat each other. Experienced negotiators will think twice before making full use of each other's weaknesses, and realizing the necessity of a * * * event will increase their confidence in negotiation. 6. Negotiation skills cannot replace negotiation strength. Negotiation skills can only bring temporary advantages.

4. Develop negotiation strategies. Making all strategies is an important part of negotiation preparation. The key points are as follows: 1. What questions should I ask when I meet for the first time? 2. What questions may the other party ask? How should we answer these questions? Do we have enough factual data and information to support our position? If not, what information should be added? 4. What negotiation style should we adopt? 5. Choose the place and time of negotiation;

6. How to start? 7. How might the previous negotiations affect this negotiation? 8. How do the habits and customs of the negotiating place influence each other? 5. What preparations should be made for inter-group negotiations? 1. Who will take the lead? 2. Who will confirm the understanding? 3. Who will ask questions? What kind of questions would you ask? 4. Who will answer each other's questions? 5. Who will relax and care about others? The above sales negotiation skills are believed to be of great help to you and your enterprise.