First, the guiding ideology should take into account the interests of both sides.

1. Will cannot be the basis of negotiation.

The goal of negotiation is to reach an agreement between the two sides, not a war or a game of chess. Therefore, negotiations are not about killing each other. Of course. No matter how well negotiators know each other, how skillfully they mediate conflicts and how highly they attach importance to their relationship, the reality that negotiators face conflicts of interest also exists objectively, which requires negotiators to have correct guiding ideology and principles. In the negotiation, even if one party makes great sacrifices, the whole negotiation pattern should be that both sides feel that they have gained something. If both sides of the negotiation stick to their own positions, the negotiators will fall into? Prisoner? Difficulties lead to both losses.

Negotiations based on are often costly. According to the traditional negotiation mode, negotiators generally take the way of position bargaining to solve this conflict, that is, the two sides of the negotiation first take a firm position, on the one hand, try their best to defend their positions, on the other hand, try to make the other side make concessions, and finally reach an agreement by compromise. If the compromise fails, the negotiation will break down. In this negotiation mode, the discussion is often about what to accept in advance and what not to accept. The result will lead to the interaction between the two wishes. There is no uniform standard at all, and everything will be subject to one's own wishes. This traditional negotiation method based on will to mediate differences is difficult to achieve the negotiation goal. When both sides focus on maintaining their respective positions, they have little extra ability to care about the initial goal, which makes it difficult to reach an agreement on the initial negotiation goal. This kind of will contest negotiation is time-consuming and laborious, and it also hinders the maintenance of harmonious interpersonal relationships. Both sides tried to make the other side change its position without changing its own position. After such negotiations, the interpersonal relationship between the two sides may be difficult to maintain. Therefore, the solution is not based on the will of independent parties, but on objective criteria. In recent years, people have devoted themselves to studying more effective negotiation modes and achieved good results. The new negotiation regards negotiation as a cooperative undertaking. Both sides of the negotiation know their own needs and those of their opponents, and then discuss various feasible methods with their opponents to meet their own needs. In short, the basis of reaching an agreement is based on principles, not on the wishes or positions of all parties, and the interests of both parties are considered. This kind of negotiation has higher superiority and effectiveness than the traditional negotiation mode.

2. Earning profit in business negotiation cannot be the only criterion for negotiation evaluation.

First of all, what should be correctly understood in business negotiations? What do you mean, win? This concept. Some people think that the result of business negotiation is either I win or you lose, or you win and I lose. This concept is based on the conflict of interests between the two sides of the negotiation, and the negotiation is antagonistic. Many people who are new to business negotiations are prone to make similar mistakes, especially those who are more radical. However, it should also be noted that negotiation is a mutually beneficial process, and mutual benefit is the basis of negotiation. If one party only cares about its own interests and doesn't make any concessions, the result will either be that the other party is forced to accept it, or that the other party will withdraw from the negotiations and declare the negotiations broken down. Neither can be regarded as a successful business negotiation in the true sense. In a successful business negotiation, each party is a winner, and the result should be a win-win situation. In negotiation classes, famous examples of sharing cakes are often mentioned. Two children share the cake, and everyone wants the biggest piece. After consultation, one of the children will cut the cake, and the other child will have priority. Both children are satisfied with the result of the negotiation. So is the negotiation bilateral or multilateral, and a successful negotiation cannot be based on one of them? Feeling? To evaluate, the standard of negotiation success cannot be measured by profit alone. Of course, the criteria for the success of the negotiations naturally depend on the degree of realization of the set goals. From the goal point of view, it includes the best goal and the lowest goal, but in order to pursue the best goal, the negotiators forced the other side to be unprofitable or even the negotiations broke down, and actually failed to achieve the expected goal of the negotiations; In order to reach an agreement, compromise blindly failed to keep the minimum goal and failed to achieve the negotiation goal. Successful negotiation should be as close as possible to the best goal set by us and the best goal set by the other side. What is the best negotiation result? Is everyone happy? And on the basis of benefit sharing? Win-win? .

Secondly, the efficiency of negotiation is also an important measure. Any economic activity in the economic field is about input and output, and business negotiation is a part of economic activity, so we should also pay attention to cost and efficiency. Generally speaking, the negotiation cost consists of three parts: (1) the sum of concessions made in the negotiation is equal to the difference between the expected income of the negotiation and the actual income, that is, the difference between the best goal and the interests in the agreement; (2) The sum of various resources spent is equal to the sum of various costs such as manpower, material resources, financial resources and time; (3) the opportunity cost of the above resources, its value is measured by the value created by these resources under the normal production and operation of enterprises, and can also be calculated by the loss caused by these resources being occupied and exceeding some profit opportunities. The sum of these three parts constitutes the total cost of this negotiation. Of these three costs, people tend to pay more attention to the first and ignore the other two, especially the third, the most typical form of which is endless? Play negotiation? This is very wrong. As for the efficiency of negotiation, it refers to the ratio of the actual benefits of negotiation to the sum of the above three costs. If the cost is high and the income is low, the negotiation is uneconomical and inefficient; If the cost is low and the income is high, the negotiation is economical and efficient.

Third, it depends on the interpersonal relationship after the negotiation. Evaluating the success of a negotiation depends not only on market share division, bidding level, capital and risk sharing, profit distribution and other economic indicators, but also on whether the relationship between the two sides is harmonious after the negotiation. Friendly? Whether it can be maintained. The successful outcome of the negotiations will inevitably promote and strengthen the mutually beneficial cooperative relations between the two sides. Smart negotiators usually have a strategic vision. They don't care too much about the benefits of a negotiation, but focus on the long-term and future. In commercial trade, harmonious relationship is the resource for sustainable development of enterprises. Therefore, the degree of maintaining mutually beneficial cooperation is also an important criterion to measure the success of the negotiations. Based on the above three evaluation criteria, a successful negotiation should be that the needs of both sides have been met and the mutually beneficial cooperative relationship between the two sides has been stable and further developed. The actual benefits of the negotiation between the two sides far outweigh the negotiation cost, and the negotiation is efficient. This is what we usually say. Make the cake bigger? , reach a negotiation? Win-win? .

Second, the negotiations should be fully prepared.

? Everything is planned in advance, so it's useless not to plan? It is very important to prepare for business negotiations. Only by making full preparations in advance, negotiators will be full of confidence, calmly deal with emergencies and conflicts in negotiations, and achieve twice the result with half the effort. In order to achieve the expected goal in business negotiations, we must make careful preparations, have a detailed understanding of our own situation and the situation of our opponents, and make a full analysis of these situations, so as to determine a reasonable negotiation plan and choose appropriate negotiation strategies, so as to take the initiative in the negotiations, so that most contradictions and conflicts can be solved in the preparation, and then obtain? Win-win? The ending.

1. Information collection in negotiation. In short, we should know what we know and what we know. It mainly includes the following aspects: (1) Relevant information of the negotiating object itself. This mainly includes the technical strength, market influence, production scale, operating status, financial status, reputation and related performance parameters of the product.

(2) Personal information of negotiators. This mainly includes the position, decision-making power, negotiation style, negotiation ability, personality, hobbies and so on of the negotiators in the other company. (3) Political, economic and social environment information of one party to the negotiation. It mainly includes the current situation of the country where the negotiation object is located, the overall economic situation of the country, the international economic situation at that time, the customs and taboos of the country, and some international practices related to this negotiation. (4) Information of competitors of both parties. This mainly includes the influence of the technical characteristics and price level of our competitors and other competitors on this negotiation. (5) Information on relevant national policies, laws and regulations, mainly including national policies on commodity trading, taxation and contract signing and execution. Customs entry and exit policies and regulations, etc. The collection of relevant information before negotiation is very important for mutual understanding, strategy application and opponent's expectation. Avoid unnecessary conflicts and contradictions in negotiations.

2. Preparation for business negotiation Reception negotiation is one of the forms of interpersonal communication, and etiquette is an indispensable part of negotiation. Proper etiquette in the negotiation can lay a good foundation for the negotiation, help the two sides communicate with each other in a harmonious atmosphere, narrow the gap between them, and promote the smooth progress of the negotiation until satisfactory results are achieved. On the contrary, it is not conducive to negotiations, and even creates unnecessary obstacles. This may also lead to the breakdown of negotiations. For example, in order to make negotiators feel at home, from etiquette arrangement to the choice of negotiation place, negotiation time arrangement and hotel reservation for each guest.

The whole process is carefully planned and deliberately arranged, which makes the negotiating opponent? Always satisfied? It laid the foundation for the final success of the negotiations.

In order to achieve favorable or win-win results in business negotiations, it is necessary to make full preparations in etiquette and reception before the negotiations begin.

3. Setting the negotiation goal Before the negotiation officially begins, the negotiation goal must be determined. Because the whole negotiation activities should focus on the negotiation objectives. After the negotiation goal is determined, the negotiator defines the negotiation task. Only by encouraging negotiators to work hard to achieve this goal can we bring ourselves favorable negotiation results. When setting negotiation goals, we should pay attention to the flexibility of the goals, that is, we usually say that we should set multi-level goals, with ideal goals, acceptable goals and minimum goals. The goal set before the negotiation is not blind, but based on the analysis of the other party's situation and consideration of the other party's reasonable interests, rather than unilateral will. So that the negotiations can go smoothly and both sides can get it? Satisfactory results.

After full preparation before the negotiation, objectively analyze your own strengths and weaknesses, and then find ways to make up for your own shortcomings, and create favorable conditions in terms of time, personnel and environment for the smooth negotiation, thus promoting the success of the negotiation; In addition, business negotiation preparation can also try to establish or change each other's expectations, through? Signal? And the contact before the negotiation, first of all, establish the impression of the other party, make it have a certain psychological adaptation, thus reducing the difficulty of the negotiation, in order to achieve? Win-win? The negotiations laid a good foundation.

Third, create a good open atmosphere.

The development and change of the negotiation atmosphere directly affects the future of the whole negotiation, and a good and harmonious negotiation atmosphere is the guarantee for the success of the negotiation. The atmosphere of negotiations also includes friendly relations established through negotiations, which are not established to ensure that one party makes big concessions or sacrifices. It is based on mutual understanding, mutual accommodation, business opportunities and potential benefits. What is the goal of the negotiation? Win-win? . Therefore, at the beginning of the negotiation, it is necessary to make it clear that the two sides are not rivals or rivals, but friends and partners. Only under this guiding ideology can we objectively and calmly look for ways of cooperation between the two sides and remove various obstacles to reaching an agreement. The author believes that to create a good open atmosphere, we should pay attention to the following aspects:

First of all, we should pay attention to the role of the environment. The arrangement of negotiation environment is an important link to create a good atmosphere. The other party will see from the layout of the environment that you attach importance and sincerity to the negotiation, thus leaving a deep impression. Especially in some important and large-scale negotiations, any carelessness or negligence will leave the impression that the other party does not pay enough attention to the negotiations and lacks sincerity, thus affecting the outcome of the negotiations. Generally, the layout of the negotiation venue should be spacious, neat, elegant and comfortable, which can show a person's mental outlook and meet the requirements of etiquette. At the same time, corresponding settings can be added according to each other's culture, traditions and hobbies, so that both sides can participate in the negotiations with a relaxed and happy mood. Lay the foundation for the success of the negotiations.

Second, grasp the opening moment. The opening ceremony is an important opportunity to influence the atmosphere of the negotiations. The reason for this is that in the opening stage, both sides are the most energetic and dedicated, and all negotiators are listening attentively to other people's speeches and observing each other's every move. Negotiators should pay attention to seize this critical opportunity. Strive to create a good atmosphere for negotiations. (1) appear in front of each other in a friendly and frank manner. At the beginning of meeting, we should first shake hands with each other easily, greet each other warmly, show sincerity and confidence, and smile to show friendliness. (2) At first, choose a neutral topic. After the two sides sit down, they are generally not in a hurry to get down to business, but leave some time to talk about some non-business light topics to liven up the atmosphere. The topics you choose should have a certain purpose, which are generally topics of interest to the other party, such as sports competitions, cultural performances, the other party's hobbies, and some relationships between the two sides in the past experience, such as alumni, classmates, fellow villagers, etc. Only in this way can the other party be willing to contact you, which is conducive to creating a harmonious atmosphere.

Third, avoid the strength comparison between the two sides at the beginning. If the negotiating parties are equal in strength, in order to prevent the other party from strengthening their vigilance.

Or arouse the hostility of the other party, the opening tone should be friendly, relaxed and harmonious, and a natural or high-profile negotiation atmosphere can be adopted; If you are obviously stronger than the other party, in order to make the other party realize this clearly, you can adopt a low-key or natural negotiation atmosphere, but in order not to scare the other party away, you should be careful not to show your strength and momentum too much. If you are weaker than the other side, you should be confident and calm in the opening stage in order not to give the other side the upper hand in momentum. In this way, the other party will not despise this negotiation and can adopt a high-profile or natural negotiation atmosphere.

Fourth, the language skills at the beginning of the negotiation. The expression of negotiation intention is to seek a favorable position in the opening of the negotiation and realize the friendly atmosphere of the negotiation. Negotiators express their negotiating intentions in a friendly, consultative and pleading tone, thus creating or establishing a kind of? Ask for permission? The atmosphere of negotiation. This is an expression of equal respect and room for manoeuvre, which is often used in negotiations. In negotiations, using frank expressions can also get better results. Express your views or ideas to the other party in an open and frank way, so as to arouse the trust of the other party and open the negotiation situation. This method often wins the favor of the other party because of its frankness and frankness. In addition, attacks should be avoided in the negotiations. They often accuse or attack each other's mistakes or bad intentions in order to weaken each other's negotiating momentum and strengthen their negotiating position. It is risky to use this expression. If you don't do it well, it will lead to disagreement between the two sides of the negotiation, which is not conducive to obtaining negotiations? Win-win? .

Fourth, appropriate use of bargaining strategy.

The quotation in business negotiation sets an insurmountable boundary for the final result of the negotiation, so the seller can still see the price that is beneficial to him in the transaction if the initial quotation is to find the most favorable price for us. Therefore, quotation is particularly important in business negotiations, which often affects whether it is reached in the later period. Win-win? The ending.

First, there is room for bidding. The highest feasible price proposed by the seller should be higher than the lowest price that the seller is willing to reach an agreement. In business negotiations, the negotiators' psychology determines that one party will bid and the other party will always make a counter-offer. Everyone wants to get more benefits than the other party, so there is room for bidding, which will increase some false quotations. For the bidder, as long as the bargaining scope is in the imaginary part, no matter how much the other party bargains.

Bidders can always get no less than expected income. The level of quotation will directly affect the concession space of the offeror. If the seller can set a reasonable concession plan at the same time, it will not harm our own interests, but also actively induce the other party to get the satisfaction brought by the concession.

Second, bid in a positive tone. The initial quotation should be clear, firm and without hesitation, so that the other party can accurately understand our conditions and leave an honest and serious impression on the other party. Negotiators do not need to explain the quoted prices one by one when quoting. If we explain the problem in too much detail, it is equal to? There is no money here, 320? Our mentality tells us what we care about most. Of course, the highest feasible price is not an absolute number, but is closely related to a series of factors such as the size of the target, the background of cooperation, and the atmosphere of negotiation. Therefore, the initial quotation should be reasonable and follow the basic criteria of quotation, otherwise the other party will be afraid of high price and the negotiation result will be doomed from the beginning.

Third, when bargaining, we should pay attention to these principles in specific operations. (1) Don't make unnecessary concessions. The fundamental purpose of compromise is to realize our interests, and every concession is in exchange for the corresponding compromise and preferential concessions of the other party, aiming to drive the other party's corresponding actions in return with our own concessions. (2) The concession is just right. Exchange the smallest concession for the biggest satisfaction of the other party. In other words, let the other side cherish the compromise we made and think it is the result of their efforts. (3) On major issues, we should try to make the other side make concessions first, while we actively seek compromise on minor issues. However, the pace of compromise should not be too big or too fast. Otherwise, it's easy for the other party to think that we are weak, and? Anticipatory psychology? To attract each other and keep putting pressure on us. For example, the other party asked us to deliver the goods two weeks in advance, although our first reaction was to answer? what's up However, it is suggested that it is best to use the reciprocal concession method in the negotiation strategy to let the other party make corresponding concessions. (4) Don't take all the benefits, push your luck and be greedy. Don't take all the benefits from the negotiation rate. You may think you won, but if the other person thinks you beat him, will he sign with you? So leave some benefits for the other party and make him feel that he has won the negotiation. (5) Make some concessions at the last minute. Although this concession may be pitiful, what matters is not how much you give in, but the timing of the concession. The other party will think that you are very sincere in negotiating and concluding the transaction.

Fifth, seize the opportunity to end the negotiations.

In the practice of business negotiation, some problems that have not made much progress are often solved at once in the final negotiation. This is because both sides are in a state of excitement when they gradually reach an agreement. This is the final sprint of business negotiations, and one party sends a transaction signal to the other. Sending the end signal is an art, if used properly, it will make the negotiators gain unexpected gains at the end of the negotiation and win the loyalty and dependence of the other party.

First of all, pay attention to the timing and extent of the final concession. Generally speaking, if the concession is too early, the other party will think that this is the result of bargaining in the previous stage, and will not think that this is the last concession he made in order to reach an agreement. In this way, the other party may push your luck and continue to push forward step by step. If the concession time is too late. It often weakens the influence and stimulation on the other side and increases the difficulty of negotiation. The best way is to divide the final concession into two parts. The major part was completed before the deadline, while the minor part was completed at the last minute. In addition, the degree of final concession is also very important. Generally speaking, the concession is too large, and the other party does not believe that this is the final concession; If the concession is too small, the other party thinks it is insignificant and difficult to satisfy. When finally making concessions, an important factor to consider is the position or rank of the person who accepts concessions in the other organization. Therefore, the size of the concession depends on the importance of the person who accepts this concession in the organization. That is to meet each other's needs to maintain their status and dignity, and give him enough face.

Second, the timing of the transaction. To a great extent, trading timing is an art of mastering temperature. In the final stage of the negotiation, although the two sides have made great progress on every issue involved in the negotiation after bargaining, the transaction has become clear, and both sides have seen the hope that the negotiation is coming to an end, which is often because one party has sent a signal to clinch a deal. At this point, the other party should be good at capturing these signals and adopt the strategy of facilitating the agreement, which will help to complete the negotiation; On the other hand, if you don't catch these signals, you may fall short and give up all your previous efforts. Generally speaking, both sides will send a signal to each other that they are willing to conclude an agreement to varying degrees. If the other party indicates that the negotiation can be ended or the other party uses body language to indicate that the negotiation can be ended, the other party has obvious intention to make a deal, and so on. At this time, it is necessary to find ways to make the other party act and reach a promise, so as to mobilize the skills of language expression and make everything more natural. But at this time, it should be noted that if the high-pressure policy is used excessively, sometimes the negotiating opponent will take a step back. If the enthusiasm for the transaction is over-expressed, the other party may attack you endlessly.

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