What are the steps in business negotiation?

Reprint the following information for reference \x0d\ x0d \ business negotiation principles: \ x0d \ (1) win-win principle; \x0d\ (2) principle of equality; \x0d\ (3) The principle of a legally prescribed punishment for a crime; \x0d\ (4) Principle of timeliness; \x0d\ (5) The principle of minimum goal. \x0d\ x0d \ How to become a first-class negotiator 1. Adjust the current state of mind \x0d\ 1. The cornerstone of successful negotiation: respect and trust \x0d\ 2. The essence of negotiation \x0d\ 3. Understand the main purpose \x0d\ 4. Learn the sense of loss \x0d\ 2. Self-optimizing accomplishment \x0d\ 1, understanding the other culture \ x0d \ 2, being friendly when in Rome \x0d\ 3, cultivating analytical ability \x0d\ 4, scientific cocoon peeling \x0d\ 5, and rational searching \ x0d \ Take Wan Li Road in good faith \x0d\ 3. Find the right way \x0d\ 1, the right time, the right place and the right people \x0d\ 2, bluff \x0d\ 3, fully disclose the information \x0d\ 4, cleverly deny the opponent \x0d\ 5, and be beautiful both inside and outside. \x0d\ Trilogy of Business Negotiation \x0d\ Summarizes the concept of the trilogy of business negotiation, that is, the negotiation steps should be three processes: declaring value, creating value and overcoming obstacles to reaching an agreement. \x0d\ Affirming value \x0d\ This stage is the initial stage of negotiation, and both sides of the negotiation should fully communicate their respective interests and needs and state the methods and advantages that can meet each other's needs. The key step of this stage is to find out the real needs of the other party, so its main skill is to ask more questions to the other party and explore the actual needs of the other party; At the same time, we should also state our own interests according to the situation. Because the more you know each other's real needs, the more you can know how to meet each other's needs; At the same time, the other party knows where your interests are, so as to meet your needs. \x0d\ Creating value \x0d\ This stage is the middle stage of negotiation. The two sides communicate with each other, often state their interests and understand each other's actual needs. But the agreement reached in this way is not necessarily to maximize the interests of both parties. In other words, interests are often not effectively balanced here. Even if a balance is reached, this agreement is not necessarily the best solution. Therefore, in the negotiation, both sides need to try their best to find a better plan and find the best interests for both sides. This step is to create value. The stage of creating value is often the most easily overlooked stage in business negotiation. \x0d\ Overcoming obstacles \x0d\ This stage is often the key stage of negotiation. The obstacles to negotiation generally come from two aspects: first, the conflict of interests between the two sides; The other is that negotiators themselves have obstacles in the decision-making process. The first obstacle is the need for both sides to coordinate their interests according to the objective principle of fairness and reasonableness; The latter requires the barrier-free party to take the initiative to help the other party make a smooth decision. \x0d\ x0d \ Business negotiation skills 1. Determine the negotiation attitude \ x0d \ In business activities, there are various negotiating objects, and all negotiations cannot be treated with the same attitude. We need to decide the attitude we should adopt in the negotiation according to the importance of the negotiation object and the negotiation result. \x0d\ If the object of negotiation is very important to the enterprise, such as a big customer with long-term cooperation, and the content and result of this negotiation are not very important to the company, then you can negotiate with a concession mentality, that is, to satisfy the other party without causing too much loss and influence, which will be more powerful for future cooperation. \x0d\ If the object of negotiation is important to the enterprise and the result of negotiation is equally important to the enterprise, then we should adopt a friendly and cooperative attitude, try our best to achieve a win-win situation and transfer the contradictions between the two sides to a third party. For example, if there are contradictions in the division of market regions, we can suggest that the two sides cooperate or help each other to develop new markets, expand regional areas, and turn opposing competition into joint competition in negotiations. \x0d\ If the negotiation object is not important to the enterprise and the negotiation result is insignificant and dispensable to the enterprise, then you can go into battle easily, don't spend too much energy on such negotiations, or even cancel such negotiations. \x0d\ If the negotiation object is not important to the enterprise, but the negotiation result is important to the enterprise, then participate in the negotiation with the attitude of active competition, regardless of the negotiation opponent, and take the best negotiation result as the guide. \x0d\ 2。 Fully understand the negotiating opponent \x0d\ As the saying goes, knowing yourself and your enemy is invincible, which is particularly important in business negotiations. The more you know about your opponent, the more you can take the initiative in the negotiation. Just like we know the reserve price in advance, the natural cost is the lowest and the probability of success is the highest. \x0d\ When you know your opponent, you should not only know his negotiation purpose and bottom line, but also know his company operation, industry, negotiator's personality, his company culture, and his habits and taboos. This can avoid many contradictions in culture and living habits, which will create additional obstacles for negotiations. There is also a very important factor to understand and master, that is, the situation of other competitors. For example, in a procurement negotiation, as a supplier, we need to know the situation of other suppliers who may cooperate with the buyers we negotiate, as well as the situation of other buyers who may cooperate with ourselves, so as to give a slightly more favorable cooperation mode than other suppliers in time and reach an agreement more easily. If our competitors make more demanding demands, we can also show other buyers' information to let them know that we know the details, and at the same time suggest that we have many options for cooperation. On the contrary, as buyers, we can also adopt the same reverse strategy. \x0d\ 3。 Preparing multiple sets of negotiation plans \x0d\ The preliminary plans put forward by both sides are very beneficial to themselves, and both sides hope to gain more benefits through negotiations. Therefore, the outcome of the negotiation will definitely not be the original proposal put forward by both sides, but the result of negotiation, compromise and flexibility. \x0d\ In the process of pushing and pulling, it is easy to lose the initial will or be misled by the other party. At this time, the best way is to prepare several sets of negotiation plans, first come up with the most favorable plan, then come up with the second plan before reaching an agreement, and then come up with the second plan before reaching an agreement. Even if we don't take the initiative to come up with these plans, we can still know in our hearts whether the compromise with the other party deviates from the framework we set at the beginning, so that it doesn't exist after the negotiation. \x0d\ 4。 Establish a harmonious negotiation atmosphere \x0d\ At the beginning of the negotiation, it is best to find some places that both sides agree with and express them, leaving the other side with a subconscious mind more like a partner. In this way, the next negotiations will be easier to progress towards reaching an understanding, rather than tense confrontation. When encountering deadlock, we can also take out mutual knowledge to enhance mutual confidence and resolve differences. \x0d\ can also provide the other party with some business information that they are interested in, or simply discuss some irrelevant issues, and after reaching an understanding, both sides will have wonderful changes in their hearts. \x0d\ 5。 Set the forbidden area for negotiation \x0d\ Negotiation is a very sensitive communication, so the language should be concise and avoid words that should not be said, but in the long and difficult negotiation process, mistakes are inevitable. The best way is to set taboo words, dangerous topics, behaviors that can't be done and the psychological bottom line of negotiation in advance. This can avoid falling into the trap or misunderstanding set by the other party in the negotiation to the maximum extent. \x0d\ 6。 Concise language expression \x0d\ In business negotiation, you should avoid loose language or casual language style, and try to keep your language concise, otherwise, your keywords are likely to be drowned in long and meaningless language. When a pearl is placed on the ground, it is easy for us to find it, but if we pour a bag of gravel on it, it is difficult to find it. In the same way, we humans receive external sound or visual information with the following characteristics: at first, we concentrate, and with the increase of receiving information, our attention will become more and more dispersed. If it is irrelevant information, ignore it. \x0d\ Therefore, when negotiating, the language should be concise and targeted, and strive to make the other side's brain express the information clearly in the best state of receiving the information. If you want to express a lot of information, such as contracts, plans, etc., it is appropriate to change the tone of high, low, light and heavy when telling or reading, such as raising your voice in important places, slowing down your speech, or interspersed with some questions to arouse the active thinking of the other party. Before the important negotiation, we should have a simulation exercise to train language expression and response to unexpected problems. Avoid vague and wordy language in negotiation, which will not only fail to express your intention effectively, but also make the other party feel confused and disgusted. Let's be clear here, and distinguish the difference between calmness and procrastination. The former means that although the language expression is slow, the words are carefully scrutinized and there is no nonsense, and this speed of speech is also conducive to the other party's understanding and digestion of the information content. I really appreciate this expression in the negotiation. In the negotiation, trying to hold the other side down with glib words and aggressive momentum is often counterproductive, and most of the results are not ideal. \x0d\ 7。 Be a soft nail \x0d\ Although business negotiation is no better than political and military negotiation, the essence of negotiation is game, confrontation and gunpowder. Both sides are very sensitive at this time. If the language is too blunt or strong, it is easy to cause instinctive opposition or disgust. Therefore, in business negotiations, when the two sides encounter differences, they should smile and talk to their opponents tactfully, so that the other side will not start the instinctive hostility in their minds, and the following negotiations will not easily come to an impasse. \x0d\ In business negotiation, you don't want to show your teeth, but you will take the initiative. On the contrary, you can restrain your opponent in a way that your emotions are invisible, your emotions are not guided by the other party, and your thoughts are not understood by the other party. If you want to be an expert in business negotiation, you must be a wimp. \x0d\ 8。 Curve Attack \x0d\ Sun Tzu said that "detours are straight roads", and General Clovis also said that "the shortcut to the goal is the most tortuous road". It can be seen that if you want to achieve your goal, you must make a detour, otherwise it will only arouse the vigilance and opposition of the other side. You should lead the other person's thoughts into your own encirclement, for example, by asking questions, and let the other person take the initiative to tell you the answer you want to hear. On the contrary, the more eager you are to achieve your goal, the more likely you are to expose your intentions and be used by the other party. \x0d\ 9。 Negotiation is won by ears, not by mouth. \x0d\ In the negotiation, we often fall into a misunderstanding, that is, a proactive thinking consciousness, always trying to keep talking, always trying to instill more ideas into each other, thinking that this will take the initiative in the negotiation. In fact, in this competitive environment, the more you talk, the more the other side will be. Even fewer people can walk into your heart. And talking too much will occupy the total conversation time, and the other party will have a lot to say. The result of being suppressed is that it is difficult to compromise or reach an agreement. On the other hand, let the other person say what he wants to say. When he says everything that depresses his heart, he will be like a deflated ball and his spirit will decline. Then you fight back, his opponent has no tricks. More importantly, being good at listening can discover the real intention and even flaws of the other party from their words. \x0d\ 10。 Take control of the negotiation situation \x0d\ On the surface, there is no moderator in the negotiation activities, but there is actually an invisible moderator, either you or your opponent. Therefore, we should take the initiative to grasp the rhythm, direction and even trend of the negotiations. The qualities that a host should have are: although there are not many languages, they hit the nail on the head. Although the momentum is not domineering, it is clever and calm. He did not push his opponent to the edge of the cliff with words, but led him to the edge with words. Moreover, if you want to be the host of the negotiation table, you must show your fairness, that is, face the problem objectively, especially at the beginning of the negotiation. Slowly, your opponent will instinctively be guided by you, and the situation will tilt in your favor. During the Spring \x0d\ Autumn Period, there was an expert in raising monkeys in the State of Song. He keeps a large group of monkeys. He can understand the idea expressed by the monkey, and so can the monkey. The man's family is getting poorer and poorer, and he can't afford to buy so much food for monkeys. So he planned to reduce the number of acorns that the monkeys ate every meal, but he was afraid that the monkeys would not obey him, so he deceived the monkeys and said, "Is it enough to give you three acorns in the morning and four acorns in the evening?" Hearing this, the monkey shouted to show his opposition. After a while, he said, "Well, I can't help it. I'll give you four acorns in the morning and three acorns at night. Is that enough to eat? " Hearing this, the monkeys all danced and were very happy. \x0d\ This short story should be familiar to everyone, which is the allusion in the idiom "chop and change". This story seems absurd, but in fact, there is a phenomenon of "chop and change" in the negotiations. Usually when the two sides are deadlocked on an important issue, one side takes a step back and throws other small profits as compensation to break the deadlock, exchanging small profits for big profits, or changing the order of the whole plan, which blinds our thinking. It sounds incredible at first glance, but it often happens in actual negotiations. Therefore, first of all, we should be able to jump out of the thinking trap like a brain teaser, and then we should be good at making small profits and learn to retreat for progress. One of the biggest gains in negotiation is to learn to make concessions in due course. Only in this way can the negotiations proceed smoothly. After all, the ultimate goal of negotiation is win-win. \x0d\ 1 1。 Concession attack \x0d\ In the negotiation, one or two very high demands can be made at the right time, and the other party will inevitably fail to agree. After some bargaining, we can make concessions, lower our requirements or switch to other requirements. We have no intention of reaching an agreement on these high demands. Even if we make concessions, there will be no loss, but we will give each other a sense of accomplishment and feel that we have taken advantage. At this time, the rest of us are more likely to be accepted by the other party than this kind of high demand and low demand, but don't make too outrageous and excessive demands, otherwise the other party may think that we are insincere and even anger the other party. Throwing high demands first can also effectively reduce the opponent's expectation of negotiating interests and dampen the opponent's spirit. In fact, the key to negotiation is how to achieve the psychological balance between the two sides. When an agreement is reached, the two sides reach a balance point. In other words, I have achieved satisfactory or basically satisfactory results in the negotiations. This kind of satisfaction includes the expected achievement, the benefits I gained, the concessions made by the negotiating opponents, the initiative I gained, and the harmonious atmosphere in the negotiation process. Sometimes this kind of balance and interest relationship in negotiations is not great, so I advocate that as long as you win the interests, you can lose the negotiations in the negotiations. In other words, on the surface, we give in, lose some benefits, and give our opponents a pleasure of attacking the city. In fact, we scattered sesame seeds everywhere in order to make our opponents happily pick them up and secretly take their watermelons.