Business negotiation is a business communication activity between enterprises, and the quality of negotiators is directly related to the success or failure of negotiations. Business negotiators must have excellent moral quality, high knowledge quality, outstanding ability quality and good psychological quality, which are the basic guarantee for the success of negotiations.
Keywords: business negotiators business communication quality
Business negotiation is a business communication activity between enterprises. With the in-depth development of market economy, it has increasingly become an important link for enterprises to explore the market and gain development space, and the quality of negotiators is directly related to the success or failure of negotiations and the position of enterprises in the competition. The development of economic situation and the particularity of business negotiation put forward new and higher requirements for the comprehensive quality of business negotiators. What qualities should a qualified business negotiator have?
First, excellent moral quality.
Quality is the comprehensive expression of an individual's physical and mental condition, and it is the sum of individual's physiological structure, psychological structure and functional characteristics. Virtue is the soul of a person in his overall quality. Virtue without talent can be bad, and talent without virtue can be bad. Under the condition of socialist market economy, all business negotiations must be carried out in ethics. Business activities are activities dealing with economic interests. As a representative of the enterprise, if the behavior is slightly improper, it will damage the interests and image of the enterprise. Therefore, having good ideological cultivation and moral sentiment is the first condition for the success of business negotiations.
A qualified negotiator should establish a correct outlook on life and values. In addition to the social ethics that citizens should have, such as law-abiding, honesty and trustworthiness, modesty and courtesy, they should also use business professional ethics to restrain themselves. We must abide by the basic business ethics, correctly handle the relationship between the state, the collective and the individual, and properly handle the interests of enterprises and individuals, and we must not give up the principle for personal gain. In the negotiation process, we should be honest and trustworthy, adhere to the principle of mutual benefit, be loyal to our duties, not be shaken by temptation, actively seek benefits for the enterprise with a strong sense of professionalism and responsibility, and win the respect and trust of the other party with unique personality cultivation, thus promoting the success of the negotiation.
Second, higher knowledge quality.
All aspects of business negotiation, rich knowledge and elegant speech are the solid foundation for negotiators to control the negotiation situation and take the initiative.
Different types of negotiations have different requirements for the knowledge structure of personnel, but generally speaking, qualified business negotiators should have a "T" type knowledge structure, that is, they should have extensive knowledge horizontally and proficient professional knowledge vertically. J of knowledge. Education is the cornerstone of a person's talent and wisdom, which often determines a person's cultivation, demeanor and adaptability, while the depth of professional knowledge often determines a person's work. Therefore, negotiators should master the political and economic situation, the level and trend of scientific and technological development, philosophy, law, psychology, Chinese and foreign history, literature and art, ethics and other knowledge; And business trade, marketing, enterprise management, finance, negotiation and other aspects of knowledge and so on. Business negotiators should be particularly familiar with business and technical knowledge related to negotiations. Because the negotiation of the transaction is based on the commercial and technical conditions related to both parties. What kind of economic benefits can both parties get is mainly reflected in the commercial and technical terms agreed by both parties. At the same time, we must have a good understanding of the market situation, competitors and development prospects of the products involved. In short, the wider the knowledge, the deeper the knowledge, the stronger the analytical ability and the greater the room for manoeuvre. If a judge is ignorant and poor in knowledge, even if he has the right to decide, he often gets twice the result with half the effort. And an all-round negotiator, because of his knowledge, can swing wine freely in business negotiation activities. This can arouse the respect of the negotiating opponent in temperament and spirit and win the favor of the other party. This power of knowledge literacy helps to establish a person's negotiating position.
Third, outstanding ability and quality.
Knowledge and ability are closely related. If knowledge is enough as a person's connotation, then ability is a person's external performance. Only when knowledge is effectively applied in practice can it be transformed into ability. A mature negotiator must be guaranteed by his ability.
1. Sharp insight and agile adaptability. Business negotiation needs to deal with all kinds of people, and the words and deeds of the other party often reflect their ideological will and the need for stability. Therefore, negotiators should be good at observing words and feelings, pay attention to capturing the traces of the other party's thinking process, observe the other party's subtle movements, grasp the other party's changes in time, and find out the other party's true intentions. We should be able to grasp the essence of the problem at any time, make a quick judgment and adjust the countermeasures in time according to the changes of the situation and relevant information in the negotiations and through complex and changeable phenomena. Without this agile response, clear logical analysis and flexible adaptability, it will be difficult to control the negotiation, or even miss the opportunity and delay the major events.
2. Strong communication and persuasion skills. Negotiation is a process of information exchange, but also a process of communication and persuasion, trying to reach a consensus. Negotiation communication is a process of information exchange and information sharing when both parties reach an agreement that will benefit both sides locally. While providing certain information to each other, both parties also obtain certain information from each other; While accepting the other side's point of view, I also try my best to make my point of view accepted by the other side. Therefore, negotiators must have strong communication skills, use verbal and non-verbal forms to convey information appropriately, understand and accept the other party's relevant information in a timely and accurate manner, and make full use of information that is beneficial to their own interests to serve the negotiation objectives. At the same time, the purpose of negotiation and communication is to make the other side accept their own views. Persuasion is the most arduous, complicated and skillful work in negotiation, which often runs through the negotiation. Whether and how to convince the other party is the key to the success of the negotiation. Therefore, negotiators' persuasion skills are particularly important, which also marks the size and level of their negotiating ability. In the process of negotiation, negotiators should be able to objectively, fairly, rationally and methodically clarify their positions and viewpoints, reason with each other, use these reasons to gain benefits, impress each other with sincerity, and urge each other to accept their views through effective persuasion.
3. Strong social skills. Negotiation is a social communication activity, which requires contact with different people. Good interpersonal relationships, elegant temperament and natural demeanor help to establish a good image and promote the smooth progress of negotiations. From people's natural psychology, if you have a good impression on each other, even the most difficult problems can be solved. Otherwise, it is not a matter of principle, and it will also add to the other side. At the negotiating table, be gentle, humorous and supercilious. We should keep calm and natural and unrestrained, so that the negotiations will always be conducted in a relaxed, pleasant, patient and harmonious atmosphere.
Fourth, good psychological quality.
Negotiation is a contest of human energy, intelligence and psychology. Self-control is the ability of negotiators to overcome psychological barriers when the environment changes greatly. Because the negotiations involve their own economic interests, both sides hope to get favorable results. Therefore, intense war of words is often inevitable, and there will often be a stalemate, which will inevitably bring great pressure to judges. If you don't have good psychological quality, it will inevitably lead to mood swings and put yourself in a passive and weak position. A mature negotiator should be good at dealing with opponents in heated debates, and control his emotions and behaviors in ever-changing situations. Don't make trouble, don't get angry in case of violence; Don't be happy with your success. Don't be disheartened by setbacks. Deal with everything calmly and calmly, showing the heroic nature of being unmoved.
Willpower is a subjective condition of initiative to overcome difficulties in order to achieve a certain goal, and it is a kind of support and driving force for people. Negotiation, like fighting, is a difficult process. In addition to setting reasonable goals and careful plans, negotiators need perseverance, indomitable spirit and confidence and determination to never stop until they reach their goals. In the negotiation, the interests of both sides are that you enter and I retreat. If there is an intention to compromise, the other party will push your luck. Therefore, when the negotiations are smooth, we should advance with the trend and expand the results; In the case of stalemate, I can stick to the principle, argue according to reason, safeguard my best interests, and at the same time show enough endurance and strong will quality, and show a strong demeanor of not giving in to difficulties.
The excellent quality of negotiators is not born, but tempered by practice. Therefore, negotiators should consciously strengthen theoretical cultivation and practical training, constantly accumulate experience, and strive to shape themselves into negotiators with both ability and political integrity to meet the needs of the times.