In the process of negotiation preparation, negotiators should conduct a comprehensive analysis of their own situation and try to fully understand the situation of their negotiating opponents. Self-analysis is mainly through the feasibility study of the proposed negotiations. Understanding the opponent's situation mainly includes the opponent's strength, credit status, policies and regulations of the country (region) where the opponent is located, business customs, local conditions and customs, negotiators of the negotiating opponent, etc.
2. Choose high-quality negotiators
To some extent, business negotiation is a contest of negotiators' strength. The effectiveness of negotiation often depends on the knowledge, ability and psychological quality of negotiators. A qualified business negotiator should not only have rich knowledge and skilled skills, but also be confident, decisive and adventurous. Only in this way can he face setbacks and failures. However, business negotiation is often a confrontation between groups. Depending on the rich knowledge and skillful skills of the negotiators themselves, a happy ending may not be achieved. Appropriate people should be selected to form a negotiating team. Members' respective knowledge structures should be complementary, so as to skillfully solve various professional problems, help improve negotiation efficiency and reduce the pressure on the main negotiators to some extent.
3. Set the limits of concessions
The problem often encountered in business negotiations is the price problem, which is also the focus of interest conflict in negotiations. Before the negotiation, both sides should determine the bottom line of concession, beyond which the negotiation is impossible. The determination of concession boundary must be reasonable and scientific, based on investigation and actual situation. If the quota is set too high or too low, it will lead to conflicts in the negotiations and eventually lead to the failure of the negotiations.
4. Develop negotiation strategies.
Different negotiations have their own characteristics, so it is necessary to formulate negotiation strategies and tactics. In some cases, the negotiator who gives in first may be considered to be in a weak position, which leads to the other side exerting pressure to get more concessions; However, the same move may be seen as a sign of cooperation. In business negotiation, the adoption of cooperative strategy can make the negotiation successful, enable both parties to establish a harmonious business relationship in the transaction, and ultimately benefit all parties. But pure cooperation is also unrealistic. When the other side seeks the best interests, it will adopt some competitive strategies. Therefore, adopting the strategy of combining cooperation and competition in the negotiations will promote the smooth conclusion of the negotiations. This requires us to make all kinds of strategic plans before the negotiations, so as to improvise. Both sides should plan in advance what concessions they can make when necessary, how to make them and when to make them. Before negotiating, you should consider several alternative competitive strategies. When the other party thinks that your desire for cooperation is weak or the other party is unreasonable and aggressive, you can make additional concessions by changing the negotiation strategy.
Second, the appropriate use of business negotiation strategy
The direct purpose of negotiation is to reach an agreement that is satisfactory to all parties. In the negotiation, the two sides have both antagonistic relations and important cooperative relations to maximize their own interests. In the negotiation, we should properly use negotiation strategies to avoid conflicts of interest and bring the negotiation to a deadlock.
1, combining rigidity with flexibility
In negotiations, negotiators should not be too tough or too weak. The former is easy to stab the other side and lead to the breakdown of the relationship between the two sides, while the latter is easy to be controlled by others. The strategy of "combining rigidity with softness" is more effective. In the negotiation, some people play the role of "red face" and take a tough stance, while others play the role of "white face" and take a moderate attitude. The "red face" can mercilessly stab the sensitive parts of the other party, and blushing will not yield. The "white face" has a kind attitude and gentle language, leaving room everywhere. Once a deadlock occurs, it is easy to recover from it.
Step 2 postpone action
In business negotiations, we can adopt the strategy of delaying the war, pretending to be a snake and dealing with aggressive opponents. Through several rounds of tug-of-war, arrogant negotiators feel tired and bored, gradually lose momentum, and then turn from defense to attack when their opponents are exhausted, thus turning their negotiating position from passive to reverse.
Step 3 leave room
In the negotiation, if you are asked by the opposite party, even if you can meet all the requirements, you don't have to give an immediate reply. Instead, you should agree to most of the requirements first, leaving room for bargaining.
Step 4 retreat for progress
Let the other person speak first and make all the requirements clear. After listening patiently, we will seize the flaw and then launch an attack to force it to submit. Sometimes you can make concessions on local issues first in exchange for concessions on major issues.
5, interests and lure it
According to the situation of the negotiating opponent, give him what he likes, give him small favors, and urge him to make concessions or finally reach an agreement.
6. Mutual understanding
In the negotiation, it is forbidden to make too many demands, ask exorbitant prices or bargain at will, which makes the negotiation full of gunpowder and hostility. The two sides of the negotiation should take care of each other and understand each other, so that the negotiation can proceed smoothly and achieve a satisfactory result.
7. miss a good opportunity
If the two sides can't reach a satisfactory result, there is no need to talk too fast when the negotiations are facing breakdown, which will hurt the harmony between the two sides and lay a chance for the success of the next negotiation.
Third, master the essentials of business negotiation.
In the negotiation, a small problem that is not handled properly may lead to the failure of the negotiation and bring losses to both sides. Therefore, those who master negotiations should understand that getting twice the result with half the effort:
1. Master the essentials of listening. Listening can not only dig out the truth, but also explore each other's motives. If you master each other's motives, you can adjust your coping strategies. When listening, carefully analyze the intentions and opinions implied in the other person's words, and what confusion he wants to give you; For ambiguous language, we should record it and ask each other carefully; When listening, you should consider asking the other person's language expression, including angle, intensity, brightness and so on.
2. Master the essentials of expression. During the negotiation, you should explain your implementation plan, methods, positions and other views to the other party, express them clearly and let the other party understand; Don't say things that have little to do with the subject; The content should be consistent with the information; Figures should be expressed accurately, and words such as "probably, possibly, possibly" cannot be used.
3. The essentials of asking questions. In negotiation, asking questions can lead the other side to think, attract the other side's attention and control the direction of negotiation. If you can't hear clearly or ambiguously, you can ask the other party to explain again by rhetorical question; When listening to each other's inner thoughts, you can use guiding questions to attract them to think about your language; Selective questioning can trap the other person and force him to make a choice. In short, the choice of questioning methods should be suitable for the atmosphere of negotiation.
4. The elements of persuasion. Persuade the other party to change their original ideas or plans and be willing to accept their own opinions and suggestions. Explain to each other the advantages and disadvantages of accepting your own opinions; To explain to each other the necessity and common interests of cooperation between the two sides, persuasion means respect and friendship; The benefits gained by all parties after the opinions are adopted; It is necessary to emphasize the consistency of the positions of both sides and the benefits of both sides after cooperation, and give each other encouragement and confidence.
Business negotiation is a special communication activity full of challenges, which requires negotiators to recognize the truth, set goals, grasp the essentials, use all negotiation means flexibly, and safeguard and strive for their own interests in a complex and changeable negotiation environment.