Negotiation is a superb and subtle skill. The flexible application and exertion of this skill certainly depends on long-term experience and drills, but its basic essentials can also be obtained through some relatively formed principles. To sum up, the basic principles and main points of the negotiations are as follows:
1. When you think you are at a disadvantage, you should kill at the beginning of the negotiation, and then make a little concession to get more benefits.
When you think you are at a disadvantage, make a moderate request at the beginning of the negotiation, and then make a slight concession in order to obtain greater benefits.
If you don't understand the reality and depth of your opponent, or the value of negotiation, let your opponent make suggestions first.
We should make a high evaluation of ourselves according to the objective situation, because self-confidence is the best bargaining power.
We should adapt to the goal, not ourselves. In the process of negotiation, we should focus on the goal we are pursuing, and we should not shift our attention to things unrelated to the goal because of personal emotions.
6. Show a cooperative and friendly attitude, strive for understanding and fairness, and prevent the negotiating opponents from taking irrational countermeasures.
7. We can adopt an open attitude towards the proposal of our negotiating opponents, but at the same time we should keep the situation of non-compliance and simple negation.
8. When making "seemingly unreasonable" demands, we should show a polite and firm attitude in order to obtain greater concessions from the negotiating opponents.
9. If you can't benefit from the negotiation alone, then try to join hands or form an alliance with those who can benefit from it.
10. Never underestimate your negotiating opponent. Before negotiating, try to understand their motives, emotions, attitudes, goals, strengths, weaknesses and moral sense.
1 1. Explore the needs of negotiating opponents, and don't easily assume that their goals are the same as yours.
12, cover up your negotiation strategy and the possible gains and losses caused by the success or failure of the negotiation, thus playing the role of hiding the enemy before it happens.
13. In the process of negotiation, once it is found that the expected effect has been achieved, we should try to end the negotiation as soon as possible to avoid falling asleep.
14, before the start of major negotiations, test your negotiation and bargaining power with trivial matters as soon as possible.
15. strive for a favorable negotiation environment, such as proposing the negotiation time, place and procedure on your own initiative and arranging the negotiation venue by yourself.
16. Before the negotiation, we should thoroughly practice defensive arguments and offensive arguments to avoid being scared and helpless by the negotiating opponents.
17. If you get lost in the negotiation process, you should immediately ask the other party to make a clear clarification, and never let the other party deliberately lead you astray.
18, discuss carefully whether the negotiating opponent has the final decision-making power. If the opponent has no final decision-making power, try to force him to make concessions; If the opponent has the final decision, he can make moderate concessions.
19, you should make your commitment firm, but the content of the commitment should be general, so as to reserve some room for revision.
20. Avoid pushing the negotiating opponent to a dead end with no room for manoeuvre, try to introduce new methods or directions, and let the opponent gradually approach your own goals.
2 1. Try to make the goals pursued by the negotiating opponents seem insignificant.
22. If some agreements reached in the negotiation process are beneficial to you, ask that these agreements be stated in writing immediately, so as to avoid unfounded statements or opponents changing their minds.
There are other principles worth reading.
First, the principle of knowing yourself and yourself
"Know yourself and know yourself" means to know the etiquette, negotiation style and negotiation experience of the negotiating opponent through various methods. Don't violate each other's taboos. A "confidant" is a person who knows his own strengths and weaknesses, the information and data he needs to prepare, the purpose he wants to achieve, and where his 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.
Business negotiation refers to the behavior and process that people try to reach a business transaction through negotiation and dialogue in order to coordinate their business relations and meet their own business needs.
Principles of business negotiation
Under the condition of market economy, business negotiation activities should follow the following principles:
The principles of equality, voluntariness and consensus;
(2) The principle of paid exchange and mutual benefit;
(3) the principle of legality;
(4) the principle of timeliness;
(5) The principle of minimum target.
The role of business negotiation
(a) business negotiation is a means for enterprises to achieve economic goals;
(2) Business negotiation is an important way for enterprises to obtain market information;
(3) Business negotiation is an important force for enterprises to explore the market.
Business negotiation has three characteristics:
First, take economic interests as the purpose of negotiation;
Different negotiators participate in negotiations for different purposes, and diplomatic negotiations involve national interests; Political consultation concerns the fundamental interests of political parties and groups; Military negotiations are mainly related to the security interests of opposing sides. Although these negotiations inevitably involve economic interests, they are often conducted around a basic interest, and their focus is not necessarily economic interests. On the other hand, business negotiation is very clear. The basic purpose of negotiators is to obtain economic benefits and involve other non-economic benefits on the premise of meeting economic benefits. Although, in the process of business negotiation, negotiators can mobilize and use various factors, and various non-economic interests will also affect the outcome of the negotiation, but its ultimate goal is still economic interests. Compared with other negotiations, business negotiations pay more attention to the economic benefits of negotiations. In business negotiations, negotiators pay more attention to the cost, efficiency and benefits of weight or technology involved in negotiations. Therefore, people usually evaluate the success of a business negotiation by obtaining economic benefits. Business negotiations that do not pay attention to economic interests will lose their value and significance.
Second, take economic interests as the main evaluation index of negotiations;
Business negotiation involves many factors. The needs and interests of negotiators are manifested in many aspects, but the value is the core content of almost all business negotiations. This is because the price is the embodiment of the value in business negotiation, which directly reflects the interests of both parties. Many times, the gains and losses of both sides in other interests can be converted into a certain price more or less, which is reflected by price fluctuations. It should be pointed out that in business negotiations, on the one hand, we should focus on price and stick to our own interests, on the other hand, we should not be limited to price, we should broaden our thinking and strive to win our due interests from other interests. Because, instead of arguing with the opponent on the price, it is better to let the other side make concessions unconsciously on other interests. This is what people engaged in business negotiations need to pay attention to.
Third, take price as the core of negotiation.
The result of business negotiation is reflected by the agreement or contract reached by both parties through consultation. The terms of the contract essentially reflect the rights and obligations of all parties, and the strictness and accuracy of the terms of the contract is an important prerequisite to ensure the negotiation to obtain various benefits. Some negotiators have made great efforts in business negotiations and finally achieved favorable results for themselves. In order to get the contract, the other party also made many concessions. At this point, the bidder seems to have won the negotiation. However, if the terms of the contract are taken lightly and the integrity, rigor, accuracy, rationality and legitimacy of the terms of the contract are not paid attention to, the result will be that the negotiators will fall into the pie in terms of wording or expression skills. Therefore, in business negotiations, negotiators should not only pay attention to verbal commitments, but also pay attention to the accuracy and rigor of contract terms.
Trilogy of business negotiation
The concept of "trilogy of business negotiation" means that the negotiation steps should be three processes: stating value, creating value and overcoming obstacles to reaching an agreement.
1, declare the value. This stage is the primary stage of negotiation. Both sides 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.
2. Create value. This stage is the intermediate stage of the 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.
3. Overcome obstacles. 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.