1. Credit status of the other company
Before conducting business negotiations, we must first know the credit status of the other company. Credit includes two meanings: one is the legal qualification of the other party, and the other is the financial credit and performance ability of the other party. The credit review package of the negotiators includes the above two aspects.
The review of the legal qualification of the other party to the negotiation includes two contents: one is the legal person qualification of the other company;
The second is the representative qualification or signing qualification of the merchants who come to negotiate. The so-called legal person is an entity with legal personality. To become a legal person, there are three conditions: a legal person must have its own organization, name and fixed business place, and organize to decide and carry out its affairs; Legal persons must own their own property, which is the material basis and guarantee for their participation in economic activities; A legal person must have the capacity for rights and conduct. The former means that legal persons can enjoy rights and assume obligations, while the latter means that legal persons can enjoy rights and assume obligations through their own actions.
After meeting the above conditions, an enterprise is registered in a certain country and becomes a legal person of that country through registration.
The examination of the other party's legal person qualification may require the other party to provide relevant documents, such as the establishment registration certificate, legal person qualification certificate, etc. After obtaining the relevant supporting documents, it is necessary to clarify the following issues: it is necessary to clarify the organizational nature of the other legal person, whether it is a limited liability company or an unlimited liability company, a parent company, a subsidiary company or a branch company. Companies have different organizational nature and different responsibilities; Need to find out the legal name, management center and main business premises of the other party; Need to confirm the nationality of its legal person, that is, which country's law governs it.
The examination of the other party's legal person qualification can also be verified by other ways and channels. The investigation can be conducted through the qualified consulting department of the other country. You can also learn what you need to know through informal contact with each other.
For merchants who come to negotiate, their representative qualifications or signing qualifications should be reviewed. Not everyone in the company is qualified to negotiate and sign contracts on behalf of the company. Legally speaking, only the chairman or general manager can sign contracts on behalf of enterprises. Enterprises or companies are not responsible for the obligations that their staff should bear when signing contracts with foreign countries beyond the scope of authorization or without authorization at all.
In business negotiations, it often happens that employees of an enterprise swindle and cheat everywhere in the name of the enterprise or company. Therefore, before signing the contract, the other party should be required to show the qualification documents of the legal representative, such as power of attorney and power of attorney. , prove that it is indeed a legal representative.
The review of the counterparty's capital status is mainly to review the counterparty's registered capital, balance sheet, income and expenditure, sales, capital status and other related documents.
The review of the other party's business reputation and performance ability is mainly to examine the performance of the other party in the past business activities, including the investigation of the company's business history, business style, market reputation of products and the trading relationship between financial institutions and other companies and enterprises.
Before starting the negotiation, we must know each other's credit status through various channels. Otherwise, it will inevitably lead to a passive position in the negotiations or even failure, or even being deceived and regretting.
2. Recent market conditions
The more detailed you know about the market situation of business negotiation, you will undoubtedly be in a favorable position in the negotiation and improve your negotiating strength. Grasping the recent market situation in detail can make negotiators have evidence to follow in negotiations and provide reliable basis for negotiators to establish their negotiation goals. Understand the recent market situation, especially collect the sales of the technology and equipment of the other company in the international and domestic markets in recent years. By analyzing the marketing information, we can judge the technological progress, business policy and price policy of the other company. If we can collect the successful or unsuccessful bids of a recent project or project of the other company, it will be more beneficial to our own negotiations. Knowing the market competition of the other company can increase our bargaining power.
The market situation is changing rapidly. Negotiators should know the latest market situation or try to keep it fresh. Otherwise, the world has changed, even if they have a lot of information, it is useless, and even outdated information leads to decision-making mistakes and heavy losses.
3. Other negotiators
Although negotiations are conducted between enterprises and represent the interests of enterprises, the specific negotiations in the negotiation process are carried out by specific negotiators. They all have their own unique personality, temperament, interests and experiences, and have different attitudes and ways of thinking. The success of negotiation requires a detailed understanding of not only the credit status and market conditions of the other company, but also the negotiators of the other party. In some cases, it is as important to know the situation of the other negotiator as to know the credit status of the other company.
Generally speaking, a person's strengths are the areas he is most familiar with and easy to understand. If you master the information of the other negotiator and start talking with him with his strengths in the negotiation process, he will have something to say, and it is easy to talk together and accept your point of view. Starting from the place where the other party is most interested in negotiation, opening his "chatterbox" can create good conditions for formal involvement in the subject and easily achieve the purpose of negotiation.
Second, the source of good information.
There are three substantive steps before using information. First of all, we need to know if there is any information and where it is. Secondly, it must be barrier-free; Third, we should accept it in an organized way. You will say that this is well known, yes, but there are many common truths that are easy to forget. Unfortunately, knowledge is never free. Managers may only pay lip service to the importance of knowledge, but they are not prepared to spend the necessary money. You know, storing and using information costs money.
Buyers and sellers can use a lot of public information. In today's advanced communication and computer society, many of our business and personal resumes are like an open book. Anyone can use public records such as mortgage, lien, legal judgment, equipment improvement, contract award, tax and tracking records. Financial data can be obtained through credit surveys and shareholder reports. The company's organization guide, phone book and internal newspaper are easy to find. Other sources of information include newspapers, newsletters, government research reports, catalogues, trade association magazines and periodicals. Most of the information can be obtained at low cost, but the company does not collect it in an organized way. The negotiator should have access to the internal historical archives, and he is always ready to contact the records of his opponents. Performance history, delivery records and previous quality problems can help you make better judgments.
Negotiators should know the status of other businesses with rival companies. To some extent, people are predictable, and they tend to repeat the tactics they have used. To this end, it is valuable to briefly describe the previous tactics. Such records can warn of the trouble that will happen.
Only by linking the materials in the database with the people who use it can the database be valuable. Archives should serve one purpose, that is, to increase the power of negotiation. It should describe what the other party needs, who his members are, their negotiation style and the advantages and disadvantages of the company.
When the seller doesn't want to provide price analysis data, how can the buyer get it? Try the following suggestions: (1) Help buyers do business by providing procedures, policies and legal provisions.
(2) Connect Buyer A and Buyer B together. The seller can make a decision. His greatest interest lies in providing information.
(3) to protest to the higher authorities.
If you can't get all, then you need some, at least it's better than nothing.
(5) exerting legal or political pressure.
(6) Delay in placing orders.
(7) Point out that the competitor of the seller is providing price analysis data.
Buyers should remember that it is not the salesman himself who refuses to provide information, but the people in his organization. When sellers understand that their long-term interests are in danger, buyers can get cost analysis information quickly.
Can the seller avoid giving his cost and price analysis information? This is not easy, but the following countermeasures can be used to stop buyers' demands, even the most stubborn buyers can be frustrated: (1) The company's written policy is that analysis is not allowed.
(2) Detailed information cannot be obtained.
(3) Providing data that is not very useful.
(4) Long-term delay under the pretext of preparing information.
(5) Explain to the buyer that the reason why the data cannot be provided is that it is afraid that trade secrets or proprietary information will be leaked to competitors;
(6) Bundle high cost with analysis data.
(7) Senior officials in the seller's organization will explain that "we must deal with competition, otherwise we will lose the' buying and selling' policy.
How much information the seller gives often depends on his firmness. Sticking to a firm and fluent "no" will be effective.
We have collected a lot of information, but not all of it is useful and accurate. Faced with so much information, the first task is to seek useful information. By eliminating the false and retaining the true, useful and true information is condensed and stored, and wrong and unnecessary information is eliminated.
To get rid of the false and keep the true, we must first identify what is false information. False information has the following characteristics: illusion. The appearance of things is often accompanied by the appearance of rose illusion, and the superficial phenomena are often false and exaggerated, content with individual and local phenomena, replacing the surface with points to generalize.
Empty. Information that has no factual basis or is based on false information.
Prejudice. Pay too much attention to one factor that affects things and ignore other factors (especially those that are currently considered irrelevant). Interestingly, the environment is changing, and the primary and secondary status of influencing factors is also changing.
Piece together the time and space where deviation and chaos occur, and the intelligence material is Zhang Guan Dai Li; Or the manual analysis of the processor is subjectively pieced together as the information of the initial state, and the result is "a miss is a thousand miles."
Distorted in the process of processing, disturbed by external factors, it is not through the analysis and processing of information to draw scientific conclusions, but to demonstrate a certain established point of view and misinterpret information out of context.
Through the process of removing the false and retaining the true, we get the real information. Although true and false information can reflect the essence of things and can be used directly, most of them are fragmentary information points. Although useful, it may not be effective. Only by connecting all the information points in series to form an information line or even develop into an information plane can these fragmentary information play a role.
Therefore, information can be processed and sorted by induction (based on empirical materials, from individual deduction to general logical method), deduction (from general to individual logical reasoning method) and comparison (logical method to identify similarities and differences of objects) to improve the effective use of information.