The opening report of business negotiation research paper "Win-win strategy of business negotiation"
Abstract: In the socialist market economy, achieving "win-win" is a long-term solution for enterprise development. Seeking the convergence of interests of both sides, effectively solving contradictions and conflicts in the negotiation process and realizing long-term effective cooperation are the ultimate goals of win-win strategy in modern business negotiation. Therefore, it is of great practical significance and application value to study the win-win strategy of business negotiation. This paper mainly studies the related issues of win-win strategy in business negotiation, mainly involving the basic concepts of business negotiation, the factors that hinder the realization of win-win strategic objectives in business negotiation and the win-win strategic countermeasures in business negotiation.
Keywords: business negotiation win-win strategic obstacles and strategic countermeasures
With the development and progress of social economy, the win-win strategic concept of business negotiation has been gradually praised by people, which has played an important role in promoting the smooth progress of business negotiation. Win-win strategy in business negotiation is an effective negotiation strategy. In business negotiations, the negotiators are not absolutely antagonistic. In a sense, the negotiators are partners. Seeking the common interests of both parties in business negotiations and achieving a win-win situation are the basis for long-term cooperation between the two companies. However, in the actual business negotiation activities, both sides of the negotiation often insist on their own interests too much and refuse to make any concessions, which leads to the deadlock and even the final breakdown of the negotiation. In order to change this situation, we must establish a win-win concept, correctly handle all kinds of relations in the negotiation process, truly implement the win-win concept, and take win-win as the ultimate negotiation purpose to achieve mutual benefit and win-win.
First, business negotiation and win-win strategy
(A) Overview of business negotiations
Under the condition of modern market economy, business negotiation plays an increasingly prominent role in promoting enterprise cooperation. Business negotiation is an indispensable link in modern economic and trade work, which mainly refers to the negotiation between the two sides in order to achieve certain economic goals and clarify the relationship between their rights and obligations. Because the interests of the negotiating parties are relative, business negotiations are obviously antagonistic, but this does not mean that the contradictions between the negotiating parties are irreconcilable. Seeking a balance point acceptable to both parties is the key to business negotiation and the key to achieving a win-win strategy.
(B) Overview of win-win strategy
The win-win strategy in business negotiation is to seek a satisfactory solution for both parties through negotiation, and finally achieve a win-win goal. Win-win negotiation emphasizes "you won, but I didn't lose".
As far as the overall goal of business negotiation is concerned, achieving a win-win situation is the best negotiation result. The following is a classic story widely circulated in the negotiation circle: a mother gave an orange to her neighbor's two children. Two children came to discuss how to divide oranges, quarreled and quarreled, and finally reached an agreement. One child is responsible for cutting oranges, and the other is responsible for picking oranges. As a result, the two children each got half an orange according to the agreed method and took it home happily. The first child took half an orange home, peeled it, threw it into the trash can, and squeezed the pulp on the juicer. Another child came home, dug out the pulp and threw it into the trash can, leaving the orange peel to be ground and mixed with flour to bake the cake. This story is a typical example of achieving a win-win situation through negotiation. It can be seen that the highest level of business negotiation is to consider the interests of both parties at the same time and achieve a balance of interests.
Second, the obstacles to business negotiations to achieve a win-win strategy factors
Theoretically speaking, it is very feasible to implement win-win strategy in business negotiations, but there will be many obstacles in actual negotiations. Because the positions of the two negotiating parties are different, even directly opposed, and in order to pursue the greatest economic interests, differences often arise in the negotiations. If the two sides do not know how to be flexible, it will easily lead to a deadlock in business negotiations. How to break this deadlock and achieve a win-win situation for both sides is a problem that both sides must consider.
Specifically, the factors that hinder the realization of win-win strategy in business negotiations mainly include the following aspects:
First, the negotiators themselves lack a win-win strategic thinking, thinking that the final result of business negotiations is either life or death, or even that concessions to the other side mean their own losses, which is a wrong negotiation thinking;
Second, some negotiators think that the opponent's problems should be solved by the other side, and it seems not standardized to consider the other side;
Third, some negotiators see that the other side has always insisted on not changing its position, and they insist on not reducing their own interests, which leads to the deadlock in the negotiations and naturally cannot achieve a win-win situation. For example, in the negotiation of cargo transportation, the buyer's requirement of "no partial shipment and transshipment" and the seller's position of "insisting on transshipment" are the two sides' positions in the negotiation, while the buyer's "worry about the damage and loss of the goods" and the seller's "worry about the port occupation fee and other expenses that cannot be delivered in time" are the substantive interests pursued by both sides. Many negotiators often mistakenly think that negotiation is just to reach a mutually acceptable condition between the two sides' positions. When they see that the other side insists on their own position, they are unwilling to give up their existing position blindly, haggle with each other on the position issue, and can't find a solution that meets the interests of both sides.
Fourth, pay too much attention to the benefits of one-time transactions and ignore the long-term economic interests of enterprises. This is a one-sided understanding, "Picking up sesame seeds and losing watermelon". If negotiators want to establish a long-term business relationship with each other, they will generally pay more attention to the first cooperation with each other. We will try our best to balance the interests of both sides by mutually beneficial negotiation. However, with the intensification of import and export trade competition, customers often have more choices. For example, a customer has cooperated with this enterprise several times. Once it finds that other enterprises can provide more favorable conditions, it is easy for it to cooperate with another enterprise. Under such circumstances, neither side of the negotiation will deliberately maintain the relationship with the other side, and both sides will try their best to get more benefits in the transaction. In addition, due to some objective reasons, the negotiations failed, such as because the other side exceeded our bottom line and so on.
In a word, there are many factors that hinder the realization of win-win strategy in business negotiations. The key is how to flexibly coordinate the interests of both sides, effectively resolve contradictions and conflicts in the negotiation process, and continue cooperation.
Third, the win-win strategy of business negotiation
Business negotiation needs to establish the concept of win-win. Successful business negotiation should learn to make flexible concessions and proceed from the best interests of both parties in exchange for the best interests of both parties at the lowest cost. The win-win strategy of business negotiation runs through the whole process of business negotiation;
(A) establish a win-win concept
Negotiators should first establish a win-win concept and realize that business negotiation is not a life-and-death struggle, but a meeting point of interests of both sides, which is the primary guarantee for achieving a win-win strategy in business negotiation. Without this idea, it is difficult for business negotiations to achieve real success.
(B) empathy, mutual understanding
In order to achieve a win-win situation in negotiations, empathy is inevitable. Thinking from the other side's standpoint, caring for each other, understanding each other and understanding each other can make the negotiation result happy. Empathy also requires maintaining a calm mood and avoiding large fluctuations in emotions. Especially when the negotiations are deadlocked, we should not be tit-for-tat and avoid quarreling with each other. We should try our best to seek the common interests of both sides and think from each other's standpoint.
(c) Prepare alternatives and seek the best win-win solution.
In the process of business negotiation, both sides will come up with the most favorable plan for themselves. Once the interests of the other party are harmed, it will inevitably cause the dissatisfaction of the other party. Therefore, in the process of negotiation, we should prepare an alternative plan. When we think that the best plan is difficult to pass, we can reduce our interest and come up with a second plan. However, the alternatives after the negotiation, the compromise and flexibility of both sides, often make the negotiators of both sides get rid of an unfavorable negotiation and have more choices.
Learn to make appropriate concessions.
In the process of business negotiation, the existence of interests is an objective fact, and learning appropriate concessions is a necessary condition to achieve a win-win strategy. However, learning to make appropriate concessions does not mean being patient blindly, but exchanging your concessions for greater returns. According to statistics, about 85% of concessions were made in the last 15% of the time. Although you don't make unnecessary concessions, you should understand that concessions are not reciprocal, and it is not appropriate to make too many concessions, so let your opponent feel that they are making concessions under difficult circumstances. Learning to make concessions requires learning to exchange interests in the process of business negotiation, that is, while making some concessions, you can put forward another favorable condition in exchange. For example, when there is a dispute between the two parties on the price, they can make appropriate concessions and introduce new exchange conditions such as payment method, payment term and delivery method, which is also of great benefit to the buyer, so the buyer will accept the seller's price more easily.
Four. Concluding remarks
In short, with the development of socialist market economy, business negotiation plays an increasingly prominent role in the development of modern enterprises, and the concept of win-win business negotiation has gradually developed into an irreversible trend. The implementation of win-win strategy in business negotiations is conducive to improving the efficiency of negotiations, safeguarding the common interests of both sides, and helping both sides reach an understanding and seek long-term interests. Successful negotiations have no losers, only a win-win situation. Win-win strategy is the best strategic choice for modern business negotiation.
References:
[1] Wu, Win-Win in International Business Negotiation [J], 20 13(23)
[2] Shi Guangqi, 12 Business Negotiation Skills [J], Management and Technology of Small and Medium-sized Enterprises (Interim Journal), 20 1 1(08)
[3] Ding Yuqing, How to achieve a win-win situation in business negotiations [J], Value Engineering, 20 12(25)
[4] Zhao Ran, pragmatic strategies of win-win in international business negotiations from the perspective of contextual adaptation [J], Northeast Agricultural University, 20 12.
The second part of the opening report of the research paper on business negotiation "Analysis of online business negotiation"
With the development of information technology, e-commerce platform is affecting traditional trading and business negotiation activities. Network business negotiation is adopted by more and more economic entities because of its advantages of low cost, high efficiency, flexibility and convenience. But there are also negative factors brought by its own information environment.
Keywords online business negotiation; Traditional online business negotiation; Internet; information technology
Business negotiation is a communication process in which participants in the market economy reach an agreement through communication and coordination, so as to achieve a win-win goal for both parties. With the continuous development of modern information technology, traditional business negotiation is also developing in the direction of online business negotiation. The essence of online business negotiation is a new form of business negotiation based on Internet information for market participants.
Like traditional business negotiations, online business negotiations also have to go through inquiry, offer, counter-offer, bargaining, signing and other links. The workflow is roughly as follows: the seller publishes the basic information of his product (product catalog, specifications, price, etc.). ) Through the network, the buyer searches for the required products on the web page and starts to make an inquiry. The seller bids again. The two sides entered the bargaining stage. After confirming the order, sign or formally sign a written contract online. If there is any change afterwards, you can also change the purchase order online.
I. Characteristics of online business negotiation
Because it is based on Internet information technology, online business negotiation shows its characteristics of low cost, high efficiency and objectivity, which attracts the attention of modern enterprises.
(A) to achieve low-cost business negotiation activities
In traditional business negotiation activities, whether home negotiation, away negotiation or third negotiation are adopted, negotiators from both sides must spend a lot of financial resources on the expenses of negotiation activities such as accommodation, communication and so on. In addition, if the negotiation period is long or the negotiation place is far away, the negotiation time cost and financial cost will be higher, and missing the best trading opportunity may cause greater economic losses.
In online business negotiations, buyers and sellers can only find the negotiating object through the Internet, and determine the negotiation schedule and agenda in writing. Network technicians only need a few minutes to realize the negotiation links such as inquiry and quotation, and filter the negotiation information. In addition, when entering the counter-offer, concession and other links, the negotiating parties can report the negotiation process to the leaders conveniently and timely, and can fully discuss and make decisions in the negotiating team. These activities are realized at low cost.
(2) Efficient and high-quality business negotiation.
Traditional business negotiation is inefficient, from collecting and analyzing negotiation information, determining negotiation goals and indicators, to specifying negotiation plans, forming negotiation teams, and controlling the negotiation process and the war of words at the negotiation site. Due to the limited information and subjective limitations when looking for the negotiating object in the early stage, the quality of the negotiation results may not be high. Online business negotiation can overcome the above problems to the maximum extent. With the help of the huge resource pool of the Internet, negotiators can master more comprehensive and accurate customer resources, which is helpful to improve the quality of negotiations. In addition, online business negotiation is not limited to the negotiation period, and it can fully communicate with customers across regions 24 hours a day, 365 days a day. In terms of negotiation time, space and quality, online business negotiation is efficient.
(c) To a certain extent, the objectivity of the negotiations has been improved.
The result of traditional business negotiation will be influenced by personal preference, personality, ability and level of both parties, which may be subjective. Online business negotiation is a dialogue process in relatively equal on the same competitive platform. Negotiators don't need to meet and pay attention to some human factors. They only pay attention to the conditions and results of the negotiations, which can promote a win-win situation for both sides relatively objectively.
(D) help to improve the scientific decision-making.
The process and results of traditional business negotiation are often easily influenced by the members of the negotiation team, and the decisions made within the time limit are not necessarily the most adequate. Online business negotiation mainly determines the agenda and content of the negotiation in written form. Both sides of the negotiation have enough time to study it carefully and compare and demonstrate it repeatedly. They can also report the contents of the negotiations to the leaders in time, discuss with other colleagues, even consult experts, or make comparative analysis with other suppliers or customers through the Internet to make more scientific and reasonable decisions.
Second, several key issues in the development of online business negotiations
After all, online business negotiation is a form of business negotiation based on the Internet, which has its own characteristics compared with transmission business negotiation. If online business negotiation is to continue to develop and attract more economic entities to adopt it, we need to pay attention to the following aspects.
(A) the security of business information
Internet is an open information platform, which not only provides low-cost and high-efficiency negotiation kiosks for both parties, but also brings business information security problems to both parties. Both parties need to conduct inquiry, quotation and counter-offer on the open platform, and competitors can easily grasp the business secrets such as quotation, counter-offer and basic product information of both parties. Moreover, the insecurity of the network itself may also threaten the security of negotiations, such as malicious destruction, tampering and disclosure of hackers, viruses and spyware. Of course, these problems may also be caused by malicious competitors. These problems require that the main body of network negotiation should be both business negotiation experts and network technical talents, and do a good job in network business information before taking necessary defensive measures to ensure the confidentiality, integrity and availability of information and provide accurate and reliable information sources for negotiation.
(B) Pay attention to customer relationship management
On the open Internet platform, the market of buyers and sellers is full of a large number of competitors, and each has a great choice. This is a monopolistic competition market. So how can we attract and retain customers? This requires enterprises that focus on online business negotiation to pay more attention to the relationship management with customers, establish customer files, actively cultivate feelings with customers and improve the level of network services.
(3) Insist on honest negotiation style and enthusiastic service attitude.
Because it is conducted online, the two sides of the negotiation don't have to meet or even contact by telephone, but only rely on online communication to continue. Online business negotiation is more risky than face-to-face business negotiation. This can also explain why online business negotiation has several characteristics such as low cost, high efficiency and high income, but it can't replace the formal negotiation at the negotiating table in the traditional sense. Therefore, this will have higher requirements for the integrity of the trading subject. There is a famous saying in the west that honesty is the best competitiveness. This sentence is particularly important in online business negotiations.
Although we can't meet face to face, the demand for warm and thoughtful service attitude in online business negotiation is no less than that in face-to-face negotiation. The seller's product promotion and introduction on the website, the buyer's quotation and negotiation after inquiry, and even the possible order change all require professional online customer service personnel to provide warm, thoughtful, patient and meticulous professional services.
References:
[1] Bai Yuan. International business negotiation [M]. Renmin University of China Press, 2004
[2] Sun Guili, Wang Xiao. Modern business negotiation [M]. Beijing: Higher Education Press, 20 13.
[3] Li Jianguo. Language art skills in business negotiation [J]. Economist. 2004(0 1)
The third part of the opening report of business negotiation research paper is "a preliminary study of business negotiation psychology"
Business negotiation psychology has four characteristics: concealment, stability, difference and self-regulation. There may be various psychological obstacles in the negotiation process. We can adjust them by strengthening training and learning, constantly improving psychological control ability, making full preparations to enhance negotiation confidence and adjust negotiation psychology, actively creating an environment and providing environmental support for psychological adjustment.
Keywords business; Negotiation; intelligence
With the active market economy, business negotiation is becoming more and more active and widely used. Because business negotiations are conducted by people with feelings and thoughts, there will be various psychological phenomena in the negotiation process. Exploring this negotiation psychology can provide reference for better business negotiation.
First, the psychological characteristics of business negotiations
The psychological characteristics of business negotiation refer to the psychological phenomena that may be generally manifested in the negotiation process. Generally speaking, there are four characteristics: concealment, stability, difference and self-discipline.
1. Hidden
Concealment means that business negotiators will try their best to hide their psychological activities and will not easily reveal their emotions and other psychological activities to their negotiating opponents, thus preventing the disclosure of negotiation information and even causing negotiation mistakes. Generally speaking, with the continuous improvement of the training level of negotiators, most mature negotiators can do "don't be happy".
2. Stability
Stability means that the inner activities of business negotiators are basically stable, and generally there will be no big fluctuations. Because of the strong psychological endurance of business negotiators, they can basically maintain the normal psychological activities even in the face of major changes in the external environment or the success of negotiations. Of course, this stability is relative, and the psychological quality of business negotiators will improve with the increase of negotiation experience, thus showing a process of increasing stability.
3. Difference
Differences include two connotations. On the one hand, different individuals have psychological differences, which are further manifested in the process of business negotiation. Generally speaking, mature individuals have relatively strong negotiation ability and good stability, while a novice negotiator may have psychological immaturity and other problems, which further affects the negotiation. On the other hand, the same person may show differences in different types of negotiations, and familiarity with the environment and fields may provide protection for his negotiation psychology. On the contrary, an unfamiliar environment or field may have an impact on his psychology, and then show differences.
4. Self-regulation
Self-regulation mainly means that individuals who participate in business negotiations can effectively adjust their own psychology under the condition of psychological fluctuation, and this adjustment has strong autonomy, thus avoiding the long-term influence of psychological fluctuation on negotiations.
Second, the possible psychological problems in business negotiations and their causes analysis
Because people's psychology is influenced by many factors, there will inevitably be various psychological troubles in the process of business negotiation, mainly manifested in psychological setbacks, which will lead to aggression, emotional anxiety, inferiority or fear in the negotiation.
1. Aggressive negotiation behavior.
Aggressive negotiation behavior refers to the behavior of attacking or even insulting the negotiating opponent with oral language or even body language due to the psychological obstacles of the negotiators in the negotiation process, which leads to contradictions in the negotiation. Because business negotiations can't be conducted according to unilateral wishes, there may be negotiation contradictions in order to safeguard one's own interests at some time. In this context, the party who thinks that he has "lost" interests may feel depressed, and then vent this dissatisfaction through aggressive behavior. In the actual negotiation work, due to the different personal qualities of the people involved in the negotiation, some negotiators with relatively poor personal qualities may take it out on others because of the frustration or failure of the negotiation, and then attack each other by personal attacks, thus affecting the normal negotiation.
2. Emotional anxiety
Emotional anxiety mainly refers to the frustration of one party involved in business negotiations because the negotiations are not carried out according to the predetermined plan or other reasons. On the one hand, this anxiety may affect the negotiation decision, because the negotiator's personal judgment ability may decline under anxiety. On the other hand, this kind of anxiety may also be learned and used reasonably by the other party, thus giving the other party an opportunity. In the actual negotiation process, if one party is eager to achieve a certain goal, or fails to complete the negotiation goal, especially the goal with strong time constraints, it may lead to emotional anxiety.
3. Inferiority or fear
Inferiority or fear in business negotiations are mostly caused by some special factors, such as similar incidents and competitors who failed in negotiations. When these factors appear, negotiators may "fear before the war", thus putting themselves at a disadvantage in the negotiations. From a practical point of view, this may happen if the negotiator has an insurmountable psychological shadow or cannot overcome himself.
Third, grasp the negotiation psychology and improve the ability of business negotiation.
Grasping the psychological factors of negotiation can improve business negotiation ability by strengthening training and learning, constantly improving psychological control ability, fully preparing to enhance negotiation confidence to adjust negotiation psychology, and actively creating an environment to provide environmental support for psychological adjustment.
1. Strengthen training and study, and constantly improve psychological control ability.
Training and learning can effectively improve the negotiators' psychological control ability. First of all, it is necessary to strengthen the psychological knowledge training of negotiators and strive to improve their psychological adjustment ability. In practice, we should hire experts with rich negotiation experience or psychological field for counseling to improve the overall quality of negotiators. In addition, people engaged in business negotiation should strengthen the study of psychological knowledge and adjust their negotiation psychology through self-improvement. Secondly, it is necessary to strengthen the training of negotiators' professional knowledge, and deepen negotiators' understanding of the negotiation content and enhance their confidence in the negotiation through professional skills training, including negotiation skills and the industry knowledge of their units. Thirdly, it is necessary to strengthen the training of negotiators' teamwork ability. In view of the fact that modern business negotiations are mostly conducted in the form of team negotiations, it is necessary to strengthen the training of team members' cooperation ability on the basis of detailed division of labor, so as to enhance the spirit of team cooperation and form a positive team psychology.
2. Make full preparations, enhance negotiation confidence and adjust negotiation psychology.
Adequate preparation is conducive to enhancing confidence in negotiation and adjusting negotiation psychology. First of all, efforts should be made to collect negotiation information. Before business negotiation, participants should deeply understand the purpose and background of the negotiation, analyze the basic situation of the negotiating opponent and the other party's goal, and improve the total amount of negotiation information. Secondly, to make a good negotiation plan, negotiators should make a negotiation plan on the basis of intelligence analysis, including negotiation division of labor, negotiation progress, negotiation strategy, etc., and make different plans for various possible situations to enhance the overall grasp ability of negotiations. Third, it is necessary to make contingency plans. In view of the psychological difficulties that may occur in the negotiations, the negotiating team should formulate an emergency plan. Once there are some extreme situations, such as the escalation of negotiation contradictions, it can be implemented to avoid the psychological problems of individual members from affecting the negotiations too much.
3. Actively create an environment and strive to provide environmental support for psychological adjustment.
A familiar or good environment can provide a basis for psychological adjustment and control. First of all, negotiators should strive to create their own familiar environment. Before the negotiation, they can familiarize themselves with the negotiation environment by checking the negotiation venue, adjusting the negotiation facilities and even optimizing the environment, thus providing a basis for psychological adjustment. Secondly, negotiators should try their best to grasp various environments in the negotiation process, such as using the strength of the team to create a favorable environment for themselves, using the mistakes of the negotiating opponents to create a familiar environment, and trying to avoid falling into various unfamiliar environments, thus providing a foundation for psychological stability.
References:
[1] Zhong Lepeng. Modern business negotiation skills [J]. Management, 20 1 1 (24): 277
[2] Xu Wen,. Prevention of psychological setbacks in business negotiations [J]. Hebei Enterprises, 2006 (7): 55-56
Recommend the opening report of business negotiation research papers;
1. Opening Report of Business Negotiation Document
2. Opening Report of Graduation Thesis of International Economics and Trade
3. Model essay for graduation thesis of international trade major
4. E-commerce graduation thesis opening report model essay
5. Model essay on graduation thesis of marketing major.
6. Talking about the opening report of graduation thesis of marketing major
7. Business English graduation thesis opening report