Business negotiation is a legal act, and it must abide by the relevant laws and policies of the state. Foreign-related negotiations should also abide by international law and respect the relevant laws, regulations and practices of the other country. So what are the principles of business negotiation? Let's have a look!
First, the principle of knowing yourself and yourself
? Know each other? That is, through various methods to understand the etiquette habits, negotiation style and negotiation experience of the negotiating opponents. Don't violate each other's taboos. ? Confidante? That is to say, you should be very clear about your strengths and weaknesses, know the information and data you need to prepare, what you want to achieve and where your retreat is.
Second, the principle of mutual benefit.
When preparing for business negotiations and during the negotiation process, business people should try their best to think of their opponents and take the initiative to reserve certain interests for their opponents without harming their own interests.
Third, the principle of equal consultation.
Negotiation is a contest of wisdom. At the negotiating table, only hard facts, accurate data, strict logic and artistic means can lead the negotiations to the desired victory. Persuade people with reason, not domineering, is the principle that negotiations must follow.
Fourth, the principle of separation of characters
At the negotiation meeting, negotiators must treat people and things differently when dealing with their opponents. Remember that friends belong to friends and negotiations belong to negotiations, and the boundaries between the two cannot be confused.
Five, the principle of seeking common ground while reserving differences
In business negotiations, if all aspects of negotiations are fruitful and everyone wins, we must adhere to the principle of seeking common ground while reserving differences, that is, we should pay attention to forgiving each other in various etiquette details, and once unpleasant things happen, tolerance is appropriate.
Six, the principle of politeness to the opponent
Politeness to the opponent means that the negotiator should eliminate all interference in the whole process of the negotiation meeting and consistently show sincere respect to the opponent at any time, anywhere and anything.
Further reading: how to negotiate with customers?
First of all, understand the customer and define the demand.
Knowing customers is the first basic step of headhunting business, and it is also the premise of finding suitable candidates for customers. So-called? Know yourself and know yourself, and fight every battle? That's why. Only by clarifying the needs of customers can we? Follow the map? , capture? Prey? , successfully achieve the goal.
Second, understanding customers can be carried out from the following angles:
1, enterprise status
The main contents involved are: enterprise establishment time, enterprise scale, enterprise brand influence, enterprise products, enterprise development stage, enterprise culture construction, enterprise development planning, enterprise human resources status, enterprise income status, enterprise status in the industry and so on.
2. The status of business owners
The main contents involved are: shareholder structure, owner's right structure, owner's name, gender, age, personality, taboos, hobbies, business philosophy, dedication, pattern, advantages and disadvantages, strength, family concept, corporate relationship structure (whether there are families or relatives), personality charm, industry reputation, personality, style and so on.
3, job demand analysis
The main contents involved are: the reasons for the vacancy, the development trend of the position, the working methods and ideas of the direct supervisor, the reasons for entrusting headhunters, the specific requirements of the position, the unique requirements of the direct supervisor, the taboo of the employer, the salary standard that the position can provide, the benefits and rights enjoyed by the position, the possible sources of ideal candidates and so on.
4. Cooperation with headhunting companies
The main contents involved are: who is the contact person, decision-making procedure, payment procedure, interview procedure, project contradiction coordinator and so on.
Third, show professional ability and get recognition from customers.
1, understand the problem according to the first point, and establish an outline of professional problems.
A good question is an important condition for business negotiations to achieve ideal results. In problem design, you should know all the information you need to know. Some headhunters talk too casually when negotiating. Although on the surface, it can narrow the distance and show goodwill, it often gives customers an unprofessional and unprofessional feeling.
2. Work specialization
When explaining the details of headhunting to customers, be concise and clear-headed. In particular, it should be clarified that headhunting is by no means what people think. Asking someone out for tea and chatting can settle things. Headhunting is a very mechanical coolie with complicated procedures: analyzing customer needs and positions; Make a search plan; Initial testing and comprehensive evaluation; Recommend candidates and arrange interviews; Hire candidates and go through the entry formalities; Settlement and follow-up services. Every step of it embodies professionalism and great labor. Need meticulous service spirit and good sense of social responsibility.
Step 3 provide professional advice
I have summarized the characteristics of many candidates, and I will tell my customers the characteristics of these candidates during business negotiations. What did this give them? Different majors? . As I have summarized, the average applicant does not accept probation, because most of them are on-the-job and few are unemployed; The salary mentioned by the general candidate refers to the after-tax salary; It is not easy to accept the choice of low salary and high option; It is necessary to clarify the mode of transportation and reimbursement for the interview; For the candidates selected in the interview, before the formal interview, they generally hope to have a direct dialogue with the top management of the employer to judge whether to go to the company for a face-to-face interview. This information will let customers know the technical content of headhunting.
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