With the rapid development of China's economy, especially after China's entry into the WTO, there are more and more business negotiations in China. In the negotiation, both sides hope to get the maximum benefit, which leads to the conflict of interest. How to successfully conduct business negotiations? It is necessary to make good preparations for negotiations, master the main points of negotiations, and properly use negotiation strategies to make both sides win.
Business negotiation refers to the negotiation and consultation conducted by people in various economic businesses in order to make the opinions of both parties (or parties) tend to be consistent. The business content of negotiation includes not only products, but also capital, technology, information and services, such as commodity supply and demand negotiation, technology introduction and transfer negotiation, investment negotiation, etc. Through business negotiation, the purpose is to change their relationship and exchange views in order to reach a cooperative process of seeking common ground. This is a complicated process. It is necessary to determine the rights and interests of the other party and consider the interests of the other party. Therefore, business negotiation is like a chess game, which is fought on the square inch, but needs to cooperate with each other. This is both contradictory and unified, and it is not only the interests of individuals but also the interests of the whole. How to be in an invincible position is the pursuit goal of all businesses.
Both sides of the negotiation should fully realize that the negotiation should be mutually beneficial and a process of seeking common interests based on the needs of both sides (or parties). In this process, each side is eager to meet its own direct and indirect needs, but at the same time, it must take into account the needs of the other side, because only in this way can the negotiations finally succeed. Mutual benefit in negotiation means that both sides should first make clear their own needs, then explore each other's needs, and then work with each other to find conditions and feasible methods to meet the needs of both sides; Satisfying one's own needs and predicting the other's needs should become the center of the whole negotiation, treating the other party as a problem solver, being gentle to the other party, sticking to principles, putting facts and reasoning, changing from a mutually antagonistic situation to a coordinated one, reaching an agreement and coordinating interpersonal relationships efficiently.
First of all, do a good job in preparing for business negotiations.
The situation at the negotiating table is unpredictable, and negotiators must be prepared if they want to influence the situation in the negotiations. Only in this way can we improvise in the negotiations, deal with all kinds of unexpected problems flexibly, and avoid the intensification of conflicts of interest in the negotiations.
1. Know yourself and know yourself, and never fight an unprepared war.
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, the strategy of combining cooperation and competition in the negotiation will promote the smooth conclusion of the negotiation. 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.
Business negotiation is not a simple knowledge, so we should study hard and gradually strengthen our negotiation skills with practical examples. There is a long way to go in Xiu Yuan, and I will go up and down.