The method of self-introduction in business negotiation opening remarks: opening remarks skills (1) the opening remarks of the first negotiation.
The host of the first negotiation should pay attention to four links: introduction, seating, opening remarks and atmosphere control.
1.
In order to know who to talk to and be polite and friendly, we should introduce each other at the beginning of the first negotiation. To make a good introduction, we should grasp the timing, order and tone of the introduction.
sit down
There are three principles for arranging the parties to the negotiation to be seated when presiding: the principle of order, the principle of distance and the principle of orientation.
3. Opening remarks
The prologue is very important at the beginning of the negotiation, which directly reflects the level and role of the host. There are two criteria to judge a good prologue: the exertion of efficacy and the moderation of time.
4. Atmosphere. The description table of the above four technologies is as follows:
(2) At the opening of the resumed session, we should pay attention to two points: one is to clarify the status of the last meeting, and the other is to determine the content of this meeting. Generally speaking, it won't take long. Just make it clear.
(1) Clear status. As it is a resumed meeting, both sides must confirm the scope of the talks and what other issues remain. Misremembering the state will cause two bad consequences: First, the resurgence. Overturn the agreement reached and talk back; Second, close combat. Disagreement mixed with agreement hurts feelings and wastes time.
(2) Determine the task. When the state is clear, the task should be guided. The so-called guidance is mainly manifested in the analysis state, that is, after analyzing the relationship between the existing tasks, their respective difficulties and the negotiators' ability, the specific tasks that can be completed in the resumed session are put forward.
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The method of self-introduction in the opening remarks of business negotiations: the design skills of the opening remarks As the saying goes, everything is difficult at the beginning? A good beginning is half the battle, and so is negotiation. At the beginning of the negotiation, each negotiator should gradually enter his own role, which is the guiding stage of the negotiation, that is, the time for the two sides to meet, greet, introduce and talk about topics outside the negotiation content, and then enter the specific transaction content. Although this guiding stage only occupies a small part of the whole negotiation process, it seems to have nothing to do with the theme of the whole negotiation, but it is very important because it lays the foundation for the whole negotiation. Although negotiators have no actual perceptual knowledge of negotiation at this time, they must still take a very cautious attitude, because if you make a mistake at this stage, you may miss a thousand miles in the next stage.
Generally speaking, at the beginning of the meeting, both sides of the negotiation should shake hands. The order of shaking hands is that the host, the old man, the high-ranking person or the lady reaches out first. When shaking hands, keep your eyes on each other, smile and don't look away. After meeting, both sides should make an introduction first. Generally, it is introduced by a third party or an intermediary, and it is also possible to introduce yourself. Usually state your name, identity and unit. When introducing others, you should also explain your relationship with yourself and let the other person understand. The order of introduction is: first introduce the young people with low status to the old people with high status, and introduce the men to the women. When introducing, except for the lady and the old man, everyone should stand up. But you don't have to stand up at banquets and negotiation tables and smile and nod to the introducer.
All the activities in the opening ceremony can not only pave the way for the two sides to establish a good relationship, but also understand each other's characteristics, attitudes and intentions. So at this stage, we must analyze each other's impressions very carefully. Not only that, but also some important measures should be taken immediately to influence them in their own way and make these influences run through the whole negotiation. Negotiators had better make careful and flexible preparations. Before sitting down for formal negotiations, we should make full use of the opening stage to get information from the other party's words and deeds. At this stage, you can quickly grasp two aspects of the other negotiator's information, namely, his negotiation experience and skills and his negotiation style.
The negotiation experience and skills of the other party can be reflected without language. For example: his posture, expression and him? Get down to business? Ability. If he can't cope with the greeting, or suddenly talk about business directly, then it can be concluded that he is a novice negotiator. Negotiators always pay attention to these nuances of each other. The negotiation style of the other party can also be reflected in the opening remarks. An experienced negotiator always discusses general topics at the beginning in order to seek cooperation between the two sides. Another person with different negotiation style, although also rich in experience, aims to influence the negotiation. Obviously, he will take different measures. As soon as he entered the negotiation, he tried his best to explore the advantages and disadvantages of both sides, to find out which principles he must adhere to and on which issues he could make concessions. He not only has to understand. Yourself? The situation, even the background and values of the other personnel, as well as the things that everyone is sure and worried about, can be used, we must make it clear. This information can be used as a weapon for his future negotiations.
If at this stage, negotiators don't know the meaning of some actions of the other side, when the negotiation begins, they take the other side? Ask for permission? At this time, it is necessary to guide each other to coordinate with themselves and further give each other the opportunity to adapt to their own policies. At the same time, we should have more time and opportunities to judge each other's reaction clearly.
At this time, the purpose of negotiators' skills is to try to avoid sharp edges and make the two sides move towards cooperation. Negotiators should constantly discuss some non-business topics and pay more attention to each other's interests. The following is the opening dialogue:
? Welcome, nice to meet you! ?
? I'm glad to be here, too. How's business recently?
? This deal is very important to you and me. But first, I congratulate you on your safe arrival. Did you enjoy your trip?
? This problem is also what we are going to discuss this time. How about eating on the way? How about some coffee? This is not rambling, although seemingly irrelevant to the issue to be negotiated, but if the other party insists on raising his question after this conversation, can the negotiator think so? Yellow light? Have you changed? Red light? Danger. If you can accept this kind of relaxed chat, although it will not change? Yellow light? In fact, it still exists, but it tells negotiators that it has turned? Green light? This possibility. At this stage, the most common mistake made by negotiators is to set the other party's intentions prematurely. However, for this information, negotiators need to conduct more in-depth analysis in negotiations and substantive negotiations.
199 1 year, Wu Yi, then vice mayor of Beijing, was transferred to the Ministry of Foreign Trade and Economic Cooperation as deputy minister, in charge of Sino-US intellectual property negotiations, which caused many officials a headache. As a result, what about hers? Iron? The style of sexual negotiation soon gave Americans a headache.
When Wu took over the Sino-US intellectual property negotiations, Americans wanted to give her a scare, saying rudely in the opening remarks. We are negotiating with the thief. ? Wu yi immediately retorted: We are negotiating with the robbers. Please have a look at the exhibits in your museum. How many were stolen from China! ?