There are many etiquette and taboos in business negotiation. So what should we pay attention to in business negotiation? Let's find out!
First, understand each other's intentions, goals and strategies.
Sun Tzu's art of war is well said:? Know yourself and know yourself, and you will win every battle. ? The same is true of investment negotiations. Only by knowing each other's intentions, goals and strategies can we suit the remedy to the case and formulate our countermeasures accordingly, and we can be in a favorable position in the whole investment negotiation and make investment promotion successful.
This requires investment negotiators to solve this problem before or during investment negotiations. To do this work well, we can use the following three methods to investigate and understand. The first method is retrieval survey, that is, investment negotiators collect and analyze existing information. There are many sources of existing information, including information stored by companies or units, information issued by investment negotiators, newspapers and books about introducing investment negotiators, etc. This survey method is simple and easy, with less investment and quick results. The second method is direct investigation, that is, investment negotiators collect and sort out information through direct contact. The third method is consultation method, that is, investment negotiators consult the relevant patent offices and intelligence information units and purchase relevant information.
Second, mutual respect, equality and mutual benefit.
Investment negotiations should be conducted on the basis of mutual respect, equality and mutual benefit. In terms of mutual respect, both sides of the negotiation should observe the time and the customs of the other side. In the negotiation process, we should adhere to the principle of equality and mutual benefit, not accept any unreasonable additional conditions or terms put forward by the other side of the negotiation, and at the same time, we should not ask for unreasonable benefits from the other side.
The result of the negotiation should be that both sides of the negotiation feel that they have gained something, that is, they have gained their own interests, which are consistent or roughly equivalent to their own interests. Therefore, the specific principles of equality and mutual benefit in investment promotion negotiations should be: seeking agreement in a friendly and harmonious atmosphere, and seeking the best result of mutual benefit and win-win through the joint efforts of all parties in investment promotion negotiations; Or all parties to the investment negotiation get the maximum benefit, that is, everyone is happy.
Third, grasp the discretion and exercise reasonable restraint.
Before or during investment negotiation, our investment negotiators should take the initiative to understand and master each other's country, gender, manners and customs, respect each other's customs and pay attention to foreign etiquette. We should also understand the characteristics of investment negotiation and actively adopt different negotiation strategies and practices according to different objects and characteristics. In the process of negotiation, we should also pay attention to the changes in the strategy and attitude of the other side of investment negotiation. Our investment negotiators should keep a sense of proportion, slow down when it's time to slow down, and hurry up when it's time to speed up, so as not to be impatient, lest the other side of the investment negotiation seize our weakness and create a situation that is unfavorable to us. After we understand and master each other's objectives, strategies, characteristics and changing laws, our investment negotiators should be good at grasping favorable opportunities flexibly, appropriately changing our negotiation strategies and adjusting the negotiation process, so that we can be in a favorable position in the negotiations.
Fourth, improve the efficiency of negotiation.
Merchants should have a serious and down-to-earth work spirit and always pay attention to improving efficiency in investment negotiations. Merchants negotiators should have professional knowledge of all the work they are responsible for in investment negotiations; If you don't have these professional knowledge, you are not a competent investment negotiator. I suggest that you express yourself clearly and accurately in the negotiation process, don't be ambiguous, and don't make promises easily. For those who can't do it, we should explain the truth according to the actual situation in order to gain the understanding of the other side of the investment negotiation. In the negotiation of investment promotion, we should grasp the negotiation strategy and opportunity according to the various defense lines preset in the negotiation plan, adhere to the principled position on key issues, and safeguard our vital interests in investment promotion.
If there is a deadlock in the investment negotiation, we can temporarily put aside the issues discussed and talk about other related issues. When all other issues are agreed, it is easy to reach an agreement when we talk about this issue again.
5. Investment negotiators are relatively stable.
Among the investment promotion personnel, the investment promotion negotiators should be relatively stable, so as to avoid the replacement of investment promotion negotiators in the negotiation of the same investment promotion project. When forming a negotiation team for investment promotion projects, there should be negotiators for investment promotion projects. If conditions permit, there can be a behind-the-scenes team that does not negotiate directly. Behind-the-scenes team members can go to the front desk and become the negotiators of investment promotion projects when the negotiators of investment promotion projects are absent or personnel change. The determination of the project manager should be made when the project is selected. Don't change horses on the spot. The behind-the-scenes team of investment promotion should serve the investment promotion negotiations, do all kinds of practical work, collect the negotiation materials of investment promotion projects, investigate and analyze all kinds of relevant materials, and provide reference materials for investment promotion negotiations.
Sixth, shop around.
When negotiating investment projects, for an investment project, especially a major investment project, you can choose several investment targets by shopping around. Doing so can not only expand the investment targets, broaden the horizons of our negotiators, understand all aspects of the project information, but also strengthen our negotiating position among the investment invitees. If we can grasp this positioning, we will get unexpected results in attracting investment for this project.
Seven, pay attention to the etiquette, taboos and customs in foreign exchanges.
1. Pay attention to etiquette when writing a foreign language.
Investment negotiation, especially foreign investment negotiation, is an important activity for all parties concerned to communicate with each other. All parties in investment negotiation hope to gain respect and understanding from each other. Therefore, it is necessary for investment negotiators to acquire and master the necessary etiquette, which is the quality they must possess. Etiquette is a self-respecting, life-oriented norm and a way to show respect to each other. At the same time, etiquette, as a moral standard, is also an important embodiment of human social civilization, which reflects the civilization and cultural level of a country, a nation and a person to a certain extent. Therefore, foreign investment negotiators should understand the etiquette of foreign exchanges, such as welcome etiquette, meeting etiquette, conversation etiquette, banquet etiquette, gift etiquette, daily communication etiquette, telephone communication etiquette, daily hygiene etiquette, participation in cultural and sports activities etiquette, dress etiquette, address etiquette and so on.
2. Pay attention to taboos in foreign communication.
? It is forbidden to enter the country, and you are afraid of getting started? It means that when you arrive at a certain place, you should inquire about the taboos of a certain place, avoid saying or doing forbidden things, and adapt your words and deeds to the specific requirements of a certain place. Worldwide, different countries and regions have different national cultural characteristics due to differences in geography, climate, living environment and national development. People in different countries and regions have their own values, different development processes, different attitudes and views on things, forming different national cultural characteristics. The taboos formed by any national culture are different, so the contact between different cultures has an adaptation problem. In order to do a good job in attracting investment, every business negotiator should understand the taboos of attracting investment countries, respect each other's culture and create a good business negotiation atmosphere. Taboos in foreign investment negotiations can be divided into taboos in the preparation stage of foreign investment negotiations, taboos in the process of foreign investment negotiations, taboos in visiting companies, taboos in attending banquets and other taboos.
3. Pay attention to customs and habits in foreign communication.
In the foreign investment promotion activities, we are faced with investment promotion targets from all over the world. Different races have different languages and customs. In foreign investment promotion activities, respecting the customs and characteristics of investment targets will be conducive to the smooth progress of foreign investment promotion. Especially in the negotiation of foreign investment, if we can use the negotiation skills in a targeted manner, we will get unexpected results. Therefore, foreign investment negotiators should learn as much as possible about the customs and habits of major investment-seeking countries, such as the United States, Canada, Australia, New Zealand, Southeast Asian countries, Japan, Western Europe, Southern Europe, Central Europe and Northern Europe.
Eight, timely sum up experience and lessons.
Any investment negotiation project will not be exactly the same as other investment negotiation projects, because each investment negotiation project may be different in terms of the project itself, technical standards, investment targets, time and place, etc. But the requirement for our investment negotiators is that every investment negotiation is better than the last one. So, how can we improve the negotiation level and skills of investment negotiators and avoid such mistakes and shortcomings? There is only one way, and that is: every investment negotiator should keep learning and sum up experience. From a certain point of view, it is more important for investment negotiators to sum up experience, because the level of foreign investment negotiations depends largely on the amount of experience accumulated by investment negotiators. Every investment negotiation should be summarized in time; Only by summing up in time can we learn the lessons of success or failure from every investment negotiation, so as to continuously improve the level of investment negotiation.
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