Formulation of Business Negotiation Strategies
1.1 Differences among Negotiators
Under the influence of different cultural concepts and national systems, negotiators have formed different negotiation habits and styles. For negotiators from different cultures and concepts, formulating different negotiation styles and strategies is an important guarantee for the smooth negotiation. Targeted strategies come from knowing your opponent. Westerners all know that China people love face most, and they also know that if we want to force China people to make concessions in the negotiations, we can't let them lose face in concessions. Similarly, western countries also have their own negotiation styles. Therefore, when formulating negotiation strategies, we need to consider the differences of such negotiating objects and make strategic adjustments and responses.
Americans tend to downplay superficial and ceremonial things, and are fond of straightforward negotiations. Therefore, they should pay attention to directness, honesty and neatness when negotiating with Americans. Americans think goods are good or bad. If we think our goods are good and of high quality, we should pay a high price or bargain with them with various skills and strategies.
British people pay attention to gentlemanliness, honesty and tradition. When talking with English people, they should be polite and neither supercilious nor supercilious. British people often don't like bargaining, and one obvious feature is that they often delay the delivery of export goods. Therefore, when negotiating with them, we should have constructive opinions and not be limited to the price. In addition, it must be taken into account that when import trade is involved, the penalty for late delivery is added to the contract.
German businessmen are considered to be the most sophisticated businessmen in Europe, with first-class negotiation skills. They often have adequate preparation and strict plans, attach great importance to written contracts and strictly implement them. Once the terms are determined, they will not make big concessions easily, but they are experts in bargaining. Therefore, when negotiating with the Germans, we should pay attention to the form, stick to the etiquette, argue for the controversial substantive issues, and once an agreement is reached, we must strictly implement it to ensure credibility.
when negotiating with the French, we should formulate negotiation strategies that cultivate feelings and pay attention to details; For Russian businessmen, clear attitude and patience are the key points of strategy; When formulating the strategy of negotiating with the Japanese, paying attention to etiquette and culture is the main aspect to be considered.
to sum up, the different negotiating objects directly affect the formulation of negotiation strategies, which is an important factor to determine the success of negotiations.
1.2 Differences in negotiation objectives
Before formulating negotiation strategies, we must first make clear what our goals and those of our opponents are in this negotiation, so as to know ourselves and ourselves.
after defining the negotiation objectives of both sides, it is necessary to make a comparative analysis of the areas where the interests of both sides are consistent and the areas where differences may arise, so as to work out the countermeasures that should be taken when entering formal negotiations. In order to determine the negotiation goal, we must conduct in-depth and detailed investigation and study on the market. For example, what we want to achieve, what we may achieve, what we must achieve, what to do if we can't achieve it, and so on. All these problems need to be considered before negotiation and try to find a solution strategy. For the key issues that may arise in the process of achieving the negotiation goal, we should conduct in-depth exploration before the negotiation. While looking for key issues purposefully, we should clearly define and state these issues, find out their influence on the success of the negotiations, and after thinking about solutions, make in-depth analysis of these solutions, so as to formulate specific negotiation strategies.
business negotiation skills and strategies 2
application of business negotiation strategies
when the negotiation enters a substantive stage, negotiators should comprehensively and flexibly use various strategies according to the progress and development of the negotiation, so that the negotiation can be carried out in a relaxed, harmonious and friendly atmosphere and move forward in the direction of mutual benefit and win-win.
2.1 Listen more
This can be said to be one of the most important strategies in business negotiation. The job of a good negotiator is to listen carefully and understand each other's words first. A good listener will not only make the other person feel valued, but also help him find a win-win solution while understanding the other person's point of view. Therefore, don't try to interrupt when the other party is stating his point of view. The more you listen, the more you learn. The more you think, the more solutions you have.
2.2 control emotions
in the negotiation, we should try our best to show a respectful attitude and a spirit of cooperation, and ask and answer questions in a friendly way. Respect for each other is also manifested in taking each other's mistakes seriously. At any time, under any circumstances, rude yelling is irrational, because this is not negotiation, but confrontation. Even the winner who appears in this way is a loser, because he has lost the opportunity to cooperate with the other side forever.
2.3 Surprise
This way refers to the sudden change of negotiators, time, place, requirements or opinions, which makes the other party feel unprepared. For example, during the negotiation, the chief negotiator is temporarily replaced and the negotiation is continued by a representative with higher authority. In this way, the other party has to face new faces and new problems. In many cases, this means that they have to make more concessions.
2.4 Diversion
This strategy is often used in military tactics as well as in negotiations. It means to consciously emphasize issues that are not important to one's own side in negotiations, so that the other side feels that they attach great importance to this issue, and then make some concessions on this issue, which will certainly satisfy the other side, so that the other side can make concessions on issues that they really care about. This method can play a role in diverting the other side's sight and delaying the troops.
2.5 fatigue tactics
In business negotiations, you will often meet aggressive negotiating opponents. Psychological research theory holds that an impatient, exposed and challenging person often lacks patience and endurance. Therefore, for such negotiating opponents, fatigue tactics are very effective strategies. This strategy is to make the other side feel tired and bored through several rounds of tug-of-war. When the opponent is exhausted and dizzy, it is time for us to attack.
2.6 limited rights
negotiators believe that limited rights have real power, and a negotiator with limited rights is more powerful than monopoly power.
negotiators are in a better position. When one side of the negotiation asks the other side to make concessions in a certain aspect, the other side can declare to the other side that it has no right to make concessions on this issue, which is the strategy of limited use rights. This not only protects their own interests, but also leaves face for each other. Using the strategy of limited rights, you can refuse some demands of the other party, or force the other party to make concessions to you, because if the other party asks to negotiate directly with your superiors, the negotiation will have to start from scratch, and because of the status gap, he will encounter greater pressure.
2.7 seeking a win-win situation
the purpose of negotiation is not to make one party get the maximum benefit and make the other party feel depressed and get nothing. Successful negotiation must make both sides feel that they are winners. Only when both sides of the negotiation can gain something from the negotiation can they accept the negotiation result and the future transaction can continue. What kind of negotiation means, methods and principles are adopted to achieve a negotiation result that is beneficial to all parties involved in the negotiation, which is the essential pursuit of business negotiation. Therefore, in the face of the conflict of interests between the two sides, negotiators should pay attention to and try to find out the real interests of both sides, and on this basis, use some methods recognized by both sides to seek the realization of the greatest interests.
business negotiation skills and strategies 3
basic principles of international business negotiation
3.1 principle of equality and mutual benefit.
Equality and mutual benefit are the most basic principles in contemporary international business negotiations. It means that both parties to the negotiation have the same legal status, which embodies the equal rights and obligations of both parties and represents the interests of both parties. Successful negotiation is beneficial to both sides. Otherwise, there is no need for the party who gains nothing to trade. Both sides should be prepared to make some concessions on the basis of equality and mutual benefit.
3.2 target cooperation principle.
negotiation is to negotiate with the other party in order to solve the problem. Through negotiations, both sides are looking for a better situation than before. But in fact, both sides are making concessions, hoping that their concessions will win greater benefits for themselves. The purpose of negotiation is to seek a win-win situation, not one side wins and one side loses. This requires the cooperation of both parties.
3.3 the principle of flexibility.
Any negotiation is a process of constant thinking, exchange of views and mutual concessions. On the basis of grasping our own interests and goals, as long as we don't give up the basic principles, we can consider adopting various ways and means to deal with various changes flexibly and finally ensure the signing of the negotiation agreement.
Skills and Strategies in Business Negotiation 4
Understand and pay attention to matters needing special attention in foreign-related business negotiations.
4.1 insurance issues.
the scale of international trade is huge, and correspondingly there are huge risks. In order to eliminate risks, insurance must be carried out, so that when you suffer losses, you can get compensation.
4.2 payment recovery.
Payment recovery is a very important item in the negotiation. If the terms of the contract are incomplete or there are too many intermediate links, it will be difficult to recover the payment. The most common payment method is to ask the buyer to open a letter of credit. The ideal condition is that the buyer pays all the money unconditionally within the time stipulated in the contract. In order to eliminate the buyer's right of free adjudication, the other party should request to open an irrevocable letter of credit. In this way, as long as the payment period is up and the documents agreed by both parties are provided to prove that the goods have been shipped or have been shipped, the bank cannot refuse to pay for the goods. Unconditional performance bond is also a common measure in international trade. Therefore, during the negotiation, the supplier must ensure that the performance bond can only be implemented when the other party's letter of credit can meet our conditions.
Skills and Strategies of Business Negotiation 5
The qualities that an international business negotiator must possess.
5.1 political quality.
have a firm political stance, keep national economic secrets, and safeguard national interests and national dignity. Because international business negotiation is not only the negotiation of business transactions, but also an international exchange activity with strong policy. International business negotiations must implement the relevant national policies and foreign policies, but also pay attention to national policies and implement a series of laws and regulations on foreign economic relations and trade. At the same time, negotiators should be familiar with various international practices, the legal provisions of the other country, international economic organizations and international laws. These problems cannot be involved in general domestic business negotiations, so we should pay special attention to them.
5.2 comprehensive cultural quality.
Any international negotiation is a cross-cultural negotiation. Our negotiators must have a comprehensive and clear understanding of the country we are negotiating with in advance, and understand each other's cultural characteristics and way of thinking. If you look at foreign cultures with your own cultural background, you will inevitably go astray in business negotiations and put yourself in a passive and embarrassing position in business negotiations. For example, bargaining has different meanings in different cultures. In some countries, if a person doesn't bargain, he will be considered naive. In such a culture, bargaining has many functions, and both sides understand each other mainly at the personal level. The long bargaining process has become a tool to develop personal relationships. However, in some countries, rushing to bargain may be a sign of distrust. In other countries, people will feel uncomfortable with the whole bargaining process. We must understand and accept these differences before starting international trade.
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