Under the trend of international economic integration, it is more practical to discuss * * *. Here we need to study and introduce the internationally accepted negotiation principles and methods. The following are the principles and main points of international business negotiation that I have compiled for your reference.
1. Respect the principle of national dignity and personality
In foreign exchanges, we should not only safeguard our own interests and dignity, but also respect the interests and dignity of other countries. All parts of the country, rich or poor, big or small, regardless of race, belief, nationality, religion and customs, are equal and treat each other with courtesy. Moreover, when dealing with foreign guests, we should be frank, modest, enthusiastic and thoughtful, but we should not grovel, grovel and lose ourselves. We should respect and care for ourselves.
2. Abide by the principle of foreign affairs discipline
In the reception of foreign affairs, we must uphold national sovereignty and national dignity, consciously abide by foreign affairs discipline, and must not divulge secrets; Do not take advantage of work to seek personal gain and ask for gifts;
3. Pay attention to etiquette principles and etiquette requirements
As I said, foreign policy needs thoughtful etiquette without triviality, warm reception without extravagance, and rich activities without triviality. Should be neat, beautiful and generous, friendly and natural expression, familiar with the customs of various countries and nationalities.
First, the principle of knowing yourself and yourself
"Know yourself and know yourself" means to know the etiquette, negotiation style and negotiation experience of the negotiating opponent through various methods. Don't violate each other's taboos. A "confidant" is a person who knows his own strengths and weaknesses, the information and data he needs to prepare, the purpose he wants to achieve, and where his retreat is.
Second, the principle of mutual benefit.
When preparing for business negotiations and during the negotiation process, business people should try their best to think of their opponents and take the initiative to reserve certain interests for their opponents without harming their own interests.
Third, the principle of equal consultation.
Negotiation is a contest of wisdom. At the negotiating table, only hard facts, accurate data, strict logic and artistic means can lead the negotiations to the desired victory. Persuade people with reason, not domineering, is the principle that negotiations must follow.
Fourth, the principle of separation of characters
At the negotiation meeting, negotiators must treat people and things differently when dealing with their opponents. Remember that friends belong to friends and negotiations belong to negotiations, and the boundaries between the two cannot be confused.
Five, the principle of seeking common ground while reserving differences
In business negotiations, if all aspects of negotiations are fruitful and everyone wins, we must adhere to the principle of seeking common ground while reserving differences, that is, we should pay attention to forgiving each other in various etiquette details, and once unpleasant things happen, tolerance is appropriate.
Six, the principle of politeness to the opponent
Politeness to the opponent means that the negotiator should eliminate all interference in the whole process of the negotiation meeting and consistently show sincere respect to the opponent at any time, anywhere and anything.
Seven. The principle of seeking common ground while reserving differences and achieving a win-win situation
In international business activities, two or more parties to the negotiation have certain common interests, but there are also conflicts of commercial interests between them. It should be admitted that commercial activities are full of contradictions and conflicts all the time, and the key is how to use effective means to resolve these contradictions and conflicts.
As far as sales contracts are concerned, there are generally separate clauses that stipulate the methods to solve contract disputes. For example, both parties should first settle disputes through friendly negotiation, or invite experts or a trusted third party to mediate. If the contract dispute cannot be settled, both parties to the contract may submit the dispute to the designated arbitration institution for arbitration. Even if the parties have not agreed on an arbitration clause, the parties to the contract can choose judicial procedures to resolve the dispute. However, generally speaking, the parties to a sales contract are unwilling to submit the contract dispute to arbitration or litigation, because arbitration or litigation makes any party to the contract lose control over the dispute settlement. As a preventive measure, these dispute settlement methods are only used as a last resort.
The difference between international business negotiation and domestic business negotiation is mainly the difference of negotiation environment and negotiation object, that is, the place of international business negotiation may be abroad and the object involved may be foreigners. Therefore, there are differences between the two sides in business customs, legal system, cultural background and even human factors.
Etiquette points
1. Get along well and benefit each other.
2. Watch the time and don't stand up.
3. Respect for the elderly and women
4. Respect the customs and habits of various countries
5. Pay attention to personal hygiene and manners.
Etiquette is the behavior rules and forms of behavior, procedure, manners, manners and manners formed by customs in social life.
Etiquette plays an important role in people's communication First of all, it can communicate people's feelings, feel the dignity of personality and enhance people's sense of dignity; Secondly, it helps to develop the friendship between our people and the people of all countries and regions in the world. In foreign-related exchanges, observing international practices and certain etiquette is conducive to China's opening to the outside world and to showing the elegance of China's etiquette country; Finally, healthy and necessary manners can win people's respect and love, make friends and avoid estrangement and resentment. If a person is polite, treats others appropriately, and is sincere, humble and kind in daily life and work, he will certainly be respected by people.
In international social occasions, clothing can be roughly divided into formal clothes and casual clothes. Wear a dark dress (evening dress or suit) for formal, grand and serious occasions, and wear casual clothes for ordinary occasions. At present, in addition to some regulations in some countries (such as tying activities and prohibiting women from wearing trousers or miniskirts), wearing tends to be simplified.
In China, clothing is strictly divided into formal clothes and casual clothes. Generally speaking, on formal occasions, gay men wear tunic suits with the same color up and down, or dark suits with the same color up and down, and wear shoes with the same color; In informal occasions (such as visiting and sightseeing), you can wear all kinds of casual clothes, national costumes, dual-purpose shirts, leather shoes or cloth shoes with appropriate colors.
In foreign communication, the following items should be paid attention to in dress:
Any clothes should be clean, tidy and straight. The top should be ironed and the bottom should be ironed to form a trousers line. The collar and cuffs should be clean, and the leather saddle should be oiled and polished. Fasten the collar button, collar hook and trousers button when putting on and taking off. When wearing a long-sleeved shirt, you should tuck it into your pants before and after, and the cuffs and trousers are not allowed to roll up. If a double-button suit jacket has buttons, it can be tied with the jacket, and the suit jacket can have one button or more buttons. You have to deduct them all. Under no circumstances should gay men wear shorts to participate in foreign activities. Lesbians can wear sandals barefoot in summer, and when wearing socks, socks should not be exposed outside clothes and skirts.
To participate in various foreign activities, you should take off your hat and gloves, your coat and raincoat and send them to the clothes storage place when entering indoor places. Western women's gauze gloves, gauze masks, hats, shawls, jackets, etc. It is allowed to be worn indoors as part of clothes. Don't wear black glasses indoors or outdoors. If you need to wear colored glasses due to illness, you should explain to the guest or host, take off your glasses when shaking hands and talking, and put them on when you leave.
When receiving temporary foreign guests at home or in a hotel room, if it is too late to change clothes, please ask the guests to sit down and put on clothes, shoes and socks immediately. They are not allowed to receive guests barefoot or wearing only underwear, pajamas, shorts and slippers.
In communication situations, it is generally to introduce and shake hands when meeting; Say hello to friends first, then shake hands and greet; People with cordial relations shake hands with each other and even hold hands for a long time; Under normal circumstances, just hug, don't be forced. However, young people should lean slightly towards the elderly, and those with low status should lean towards those with high status, and hold each other's hands with both hands to show respect. When men shake hands with women, they should only gently shake women's fingers.
And a series of handshakes. Hosts, elders, high-ranking people and ladies should reach out first, while guests, young people and low-ranking people should say hello before shaking hands. Many people flip their hands at the same time. Don't cross them. Wait for someone to shake hands before reaching out. Men should take off their gloves and hats before shaking hands. When shaking hands, keep your eyes on each other and smile.
In addition, some countries have some traditional meeting etiquette, such as greeting each other with both hands when meeting in Buddhist countries in Southeast Asia; Japanese pedestrian arch; Chinese traditional salute. These etiquette can also be used in some occasions.
Expansion: the influence of cultural differences on international business negotiations
The cross-cultural characteristics of international business negotiation are mainly reflected in language etiquette, customs and taboos and negotiation style.
Negotiators from different countries will form different negotiation styles in business negotiations. Every negotiator comes to the negotiating table with a deep imprint of his own culture. Therefore, before conducting international business negotiations, negotiators must be familiar with the cultural differences of different countries, carefully study the cultural background and characteristics of the other negotiators, master the other's linguistic and non-linguistic habits, values, ways of thinking, behaviors and psychological characteristics, and make full preparations, so as to establish and strengthen their own negotiating strength and grasp the initiative in negotiations.
First, the negotiation style.
In the process of negotiation, negotiators show their manners, ways of doing things and hobbies. Due to the differences in cultural background, negotiators from different countries and regions have different negotiation styles.
Second, the customs taboo
Countries have gradually formed their own unique set of customs and religious beliefs in the long-term development process. Negotiators should pay attention to these details in the process of negotiation, so as not to cause unnecessary mistakes and lead to the breakdown of negotiations.
Third, language style.
In business negotiations, language differences between negotiators are usually solved by translation, and more subtle non-verbal ways often occur unconsciously, and misunderstandings of signals often occur. For example, Japanese businessmen actively communicate and are cautious, while Brazil and France are passive and casual.
Expanding: Cross-cultural Background in International Business Negotiation
Due to specific historical development and regional differences, various nationalities in the world have gradually formed unique cultural traditions and cultural patterns. These differences are mainly manifested in traditional habits, values, religious beliefs and ways of thinking. It turns international business negotiation into cross-cultural negotiation, and cross-cultural negotiation always faces the obstacles of this language. Different language expressions in different countries lead to communication problems.
This requires business negotiators to have certain cross-cultural communication skills.
Cross-cultural communication skills include the following aspects:
Recognize cultural differences.
2. Actively and patiently listen to and recognize the ideas expressed by the other party.
Make sure the other person understands your expression.
4. The content of communication should be targeted.
Expansion: Steps of International Business Negotiation
On the premise of long-term cooperation between the two sides, the negotiation steps should be three steps: declaring value, creating value and overcoming obstacles to reaching an agreement. Our goal is to provide a framework for each business negotiator to effectively master the negotiation process. Many famous foreign business schools follow such steps to train students' negotiation skills and abilities. Now these three steps are described as follows:
The first step of international business negotiation: declare value;
This stage is the primary stage of negotiation, and both sides of the negotiation should fully communicate their respective interests and needs. The most critical step at this stage is to find out each other's real needs. Therefore, its main skill is to ask more questions to each other and explore their actual needs; At the same time, we should properly state our own interests. Because the more you know each other's real needs, the more you can know how to meet each other's requirements; At the same time, the other party knows where your interests are and can meet your requirements.
However, we also see that many so-called "business negotiation skills" are deliberately confusing each other, making them not know where your real needs and interests are, and even trying to mislead each other. If you always mislead each other, you may lose in the end.
The second step of international business negotiation: creating value;
This stage is the intermediate stage of the negotiation. The two sides communicate with each other, often state their interests and understand each other's actual needs. However, the agreement reached in this way may not maximize the interests of both parties, nor may it be the best solution. Therefore, in the negotiations, both sides need to try their best to find a better plan and find the greatest interests for all parties to the negotiations. This step is to create value.
The stage of creating value is often the most easily overlooked stage in business negotiation. In general business negotiations, few negotiators can fully create, compare and measure the best scheme from the overall perspective. Therefore, negotiators often feel that the negotiation results are not satisfactory, and they fail to achieve the feeling of "victory", or there is always a little regret. From this point of view, it is very important to take what methods to maximize the interests of both sides, seek the best solution and achieve a win-win situation in the negotiations.
The third step of international business negotiation: overcoming obstacles;
This stage is often the key stage of negotiation, and the obstacles to negotiation generally come from two aspects: first, the conflict of interests between the negotiating parties; The other is that negotiators themselves have obstacles in the decision-making process. The first obstacle is the need for both sides to coordinate their interests according to the principle of fairness and reasonableness; The latter requires the barrier-free party to take the initiative to help the other party make an appropriate decision quickly.
The above steps in business negotiation are the principles that negotiators apply in any business negotiation. As long as the two sides keep this negotiation step in mind and follow the appropriate methods effectively, we can achieve a win-win result and maximize the interests of both sides.
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