Before business negotiations, negotiators should be identified, and their status and status should be equal to those of other negotiators.
Negotiators should have good comprehensive quality, tidy up their gfd before negotiation, and dress neatly, formally and solemnly. Men wear a suit with a shave and tie. Ladies should not be too sexy, don't wear high heels, and wear light makeup.
Arrange the negotiation venue, adopt a rectangular or oval negotiating table, and the right-hand seat or the seat opposite the door is honored and should be given to the guests.
Before the negotiation, we should make full preparations for the theme, content and agenda of the negotiation, and make plans, objectives and negotiation strategies.
Etiquette in Business Negotiation (2) —— At the beginning of negotiation
At the beginning of judgment, the first impression of contact between the negotiating parties is very important, and the words and manners should create a friendly and relaxed negotiation atmosphere as much as possible.
Be natural and generous when introducing yourself, don't show arrogance. The introduced person should stand up and smile, politely say "Nice to meet you", "Please take care of me" and so on. Ask the other person politely, such as "May I have your name?" . If you have a business card, you should take it with both hands. After the introduction, you can choose both sides to talk about topics of common interest. Say a little hello to communicate feelings and create a gentle atmosphere.
Gestures at the beginning of negotiations also play an important role in grasping the atmosphere of negotiations. When you look at each other, you should stay in the square of the triangle from the other person's eyes to the forehead, so that the other person can feel concerned and feel your sincerity and seriousness. It is better to rush up with the palm of your hand than down, and the gesture is natural. It is not advisable to make gestures at will, so as not to give people a frivolous feeling. Don't cross your arms on your chest, it's arrogant.
The important task at the beginning of the negotiation is to find out the details of the other party, so we should listen carefully to the other party's conversation, carefully observe the other party's behavior and expression, and make an appropriate response, so as to understand the other party's intentions and show respect and courtesy.
Etiquette in Business Negotiation (III) —— In Negotiation
This is the substantive stage of negotiation, which mainly includes quotation, inquiry, consultation, conflict resolution and ice breaking.
Quotation-be clear, keep your credit, and don't cheat each other. During the negotiation, the quotation shall not be changed, nor shall it be changed once the other party accepts the price.
Ask-prepare relevant questions in advance, choose to ask them when the atmosphere is harmonious, and be open and honest. Don't ask questions when the atmosphere is cold or tense, and don't overreact or ask questions endlessly, so as not to cause the other party's disgust or even anger. However, we should try not to let the principle issue. It is not appropriate for the other party to interrupt at will when answering the inquiry, and thank the respondent when answering.
Negotiation-bargaining concerns the interests of both parties, and it is easy to be rude because of urgency. Therefore, we should pay more attention to maintaining grace, being calm and seeking common ground while reserving differences. The wording of the speech should be civilized and polite.
Resolve contradictions-be patient and calm, and don't get angry or even attack and insult each other because of contradictions.
Deal with the ice-at this time, the main party should be flexible and can temporarily change the topic and relax. If there is really nothing to say, make a decisive decision, temporarily suspend the negotiations, and then continue after a short rest. The host should take the initiative to raise the topic, and don't let the silence last too long.
Etiquette in Business Negotiation (IV) —— Signing after Negotiation
At the signing ceremony, all participants in the negotiation between the two sides should attend, enter the meeting place, greet each other, shake hands and sit down together. Both parties should have signing assistants, and the signing assistants representing the contractor should be separated, and others should stand behind each other in line.
The signature assistant shall assist the signer to open the text and mark the signature position with his finger. Representatives of both parties sign the text separately, and then the signature assistants communicate with each other, and the representatives sign the text with each other.
After signing the contract, both parties should stand up at the same time, exchange words and shake hands with each other to congratulate the success of the cooperation. Other members of the entourage should express their joy and congratulations with warm applause.
Business negotiation skills, the art of refusal
Can the seller not provide the buyer with information and cost analysis table? This is not easy to do. However, even the most stubborn buyer will give in if the column method is used.
1. This is prohibited by company policy.
Second, detailed information cannot be obtained;
Third, provide information in some way, so that information doesn't work at all;
Fourth, find excuses to delay for a long time;
5. Explain to the other party why the information cannot be provided, for example, to prevent the disclosure of trade secrets or proprietary information;
6. Description: If you want to assemble the cost-price analysis table, you often need very high expenses;
Seven, let a senior employee of the buyer's company explain to the seller that the seller's price has always been fair, otherwise it would have been unable to stand the competition.
The information provided by the seller is directly proportional to his determination, and a firm and ingenious "no" is quite beneficial to himself.
Examples of business negotiation etiquette
Business negotiation etiquette is the concrete embodiment of daily social etiquette in business activities. At the same time, business negotiations, especially foreign-related negotiations, have some special requirements for etiquette because of their commerciality, foreign-related nature and formality.
First of all, farewell
Greeting is a prelude to negotiation etiquette, which is related to the negotiation atmosphere. Due to the thoughtful and proper reception, the two sides with fierce confrontation of interests can prepare an appropriate atmosphere and emotional foundation for the negotiations, resolve the contradictions between the two sides and promote the success of the negotiations. It is entirely possible that the two sides with more coordinated interests will not be enthusiastic and inappropriate when they meet, which will lead to emotional opposition between the two sides, the atmosphere of the negotiations will deteriorate, and the negotiations will end in vain. Greetings and farewells should begin well and end well, not be anticlimactic. Specific practices are as follows:
(a) to determine the specifications of the welcome.
The specifications of the reception should be determined according to the identity and purpose of the negotiator, the relationship between one's own side and the person being received, and the usual practice. Only when the other party's own relationship is particularly close, or when their own needs are special, can they be particularly received. In addition, all should be received as usual.
(2) master the arrival and departure time.
Greeters should accurately grasp the arrival time of the other party and arrive at the airport, station or dock in advance to show respect for the other party. You can only wait for the guests, and you must never let them wait for you there. Similarly, the farewell personnel should know the exact departure time of the other party in advance, arrive at the hotel where the guests are staying in advance, accompany the guests to the airport, dock or station, or go directly to the airport, dock or station to say goodbye to the guests.
(3) Make preparations for the reception.
After knowing the arrival date of the guests, we should first consider their accommodation arrangements. After the guests arrive, they usually just need to say hello, that is, to accompany them to travel, briefly introduce the situation on the road or in the hotel, and ask for their opinions before leaving.
II. Introduction
When meeting guests, there are usually two ways to introduce them. First, the third party introduces them. Secondly, introduce yourself. Self-introduction is suitable for situations with a large number of people, scattered activities and no introduction. When introducing yourself, first tell the guests your name and position.
Third, shake hands.
When negotiators meet and leave, they usually shake hands to show friendship. Although shaking hands is usually simple, it can really enhance the intimacy between the two sides.
(A) Active and passive handshake
Generally speaking, take the initiative to shake hands with each other to show friendship, gratitude or respect. When others visit, the host should first reach out and shake hands with the guests to show his welcome and thanks. When the host and guests are introduced or introduced by others, it is usually the host, and the person with higher status or older reaches out to show respect for the guests first, and the person with lower status or younger age. When shaking hands, you should hold each other's hand slightly and smile to show your respect for each other.
Among heterosexual negotiators, it is usually inappropriate for men to reach out to women.
(B) the length of handshake
The negotiation time of handshake should be three to five seconds.
The strength of handshake and the distance between handshakers.
When shaking hands, you should generally walk in front of the other person. When talking with others, you should not shake hands with the other person casually.
The body of the handshake should not be too close, but it should not be too far away. The strength of shaking hands often indicates the depth of feelings.
(d) shake hands, facial expressions and body bending
Handshaker's facial expression is an auxiliary action to cooperate with handshaking behavior, which usually deepens emotion and impression.
Fourth, talk about
When you speak, your expression should be natural, your attitude should be kind and your expression should be decent. When there are more than three people in the conversation place, you should talk to the people in the place from time to time. Don't just talk to one or two people and ignore others. When it is not suitable for others to know the problem, we should choose another occasion.
In conversation, you should give others the opportunity to express their opinions when you speak, and others should also look for opportunities to express their opinions in time when they speak; Be good at listening to each other's conversation and don't interrupt others' speech easily. When talking, women's age and marriage are generally not asked; Don't directly ask the other person's resume, salary income, family property, clothing price and other private life issues; Don't get to the bottom of questions that the other party doesn't want to answer; Apologize for the problem that the other person doesn't like, and immediately change the subject; Don't judge a person; Do not ridicule others; And don't talk about religious issues casually.
Verb (abbreviation for verb) banquet and dinner
Whether in international communication, general social activities or economic negotiation activities, banquets and dinners are common forms of communication activities.
(1) Banquet
A negotiation cycle, banquets are generally arranged for 3-4 times. Welcome and farewell once each, with 1-2 times in the middle (depending on the negotiation period). First of all, we should determine the specifications of the banquet, including the name, purpose, number of people and form (buffet, buffet, banquet, etc.). ) price, etc.
(2) Go to eat
First of all, in general, you should accept it happily and reply (orally) as soon as possible. Unless the invitation indicates "Please reply", a written reply is required). Secondly, after being invited, you should be punctual and not neglect or delay. Finally, at the end of the banquet, we should thank the host, shake hands warmly and deepen our feelings. You should also praise the banquet and never make derogatory comments on the food.
An intransitive verb gift
Gifts are often given to each other in business contacts to increase the feelings and friendship between the two sides and consolidate the trade partnership. Gifts should first be chosen according to each other's preferences and habits. Generally speaking, we should focus on meaningful values, that is, meaningful items. The use value is not very important, but it must not be useless.