If you want to win in business negotiation, you must know how to use some business negotiation skills to convince your negotiating opponent. The following are my collection of business negotiation skills and strategies. Let's have a look!

1 Preparation before business negotiation

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. So-called? Know yourself and know yourself, and fight every battle? . In business negotiation, it is very important to collect and sort out relevant information. The more information collected and analyzed, the stronger the ability to grasp the negotiation environment and the greater the possibility of negotiation.

1. 1. Know yourself and know yourself, and don't fight unprepared wars.

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.

1.2. 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.

1.3 Drafting the negotiation plan

Negotiation plan is the arrangement made by business negotiators for the specific contents and steps of negotiation objectives in advance before negotiation, and it is the pointer and direction of negotiators' behavior. The main contents of the negotiation plan include: determining the negotiation objectives; Time arrangement; Arrangement of negotiation place, etc.

Determination of negotiation objectives 1.3 1

Negotiation goal judgment goal refers to the specific goal to be achieved in the negotiation, indicating the negotiation direction and the purpose to be achieved. The goal of this negotiation is to ensure the success of the negotiation.

When determining the negotiation objectives, we must fully distinguish what we want from what we need and list them side by side. There are many common problems in the negotiation, including price, quantity, quality, delivery date, discount, after-sales service and so on. Before negotiation, list your own negotiation goals and consider what the other party may care about, and then list the goals of a competitor and consider what the other party may care about.

1.3.2 schedule

? Time is money and benefit is life? It can be seen that the arrangement of time is a very important link. If the time is arranged in a hurry, it will be difficult to implement various strategies quietly in the negotiation. If the progress is delayed, it will consume a lot of time and energy.

1.3.3 Selection of negotiation venue

The choice of negotiation place often involves the environmental psychological factors of negotiation, and a favorable negotiation place can increase a person's negotiating power. For example, Japan lacks steel and coal resources, while Australia is rich in steel and coal resources, and Japan is eager to buy Australian coal and steel. It stands to reason that the Japanese are at a disadvantage in the negotiating position, while the Australian side takes the initiative at the negotiating table. In order to gain the advantage of negotiation, Japanese businessmen always try their best to invite other negotiators to Japan to do business. Once the Australians arrived in Japan, the mutual position of Japan and Australia at the negotiating table changed greatly. The success of this negotiation in Japan just shows that home negotiation has many advantages.

2 Business negotiation skills

Business negotiation is a behavioral process of coordinating economic and trade relations, and its internal driving force is their respective economic needs. Successful business negotiations always seek ways to reach the demand junction. Therefore, business negotiation skills are not a means to study falsehood, fraud and coercion, but to explore how to skillfully use negotiation knowledge and skills in the negotiation process according to modern negotiation theories and principles, which is an art of comprehensively applying knowledge and experience. It is the core and key to apply theoretical knowledge and experience to practice, cultivate in different environments and use ability quickly, accurately and freely.

2. 1 Speaking skills

Of course, negotiations are inseparable, okay? Talk? What to talk about in business negotiation? Throughout the negotiation process. How to speak well and skillfully is the embodiment of negotiators' comprehensive application ability, but don't be aggressive and always want to refute others. Otherwise, the negotiations will be difficult to succeed.

2.2 Listening skills

In negotiations, we often fall into a misunderstanding, that is, a kind of proactive thinking consciousness, always saying, always trying to suppress each other's words, always trying to instill more ideas into each other, thinking that we can take the initiative in negotiations, but it is not. The result of being suppressed is that it is difficult to compromise or reach an agreement. More importantly, being good at listening can discover the real intention and even flaws of the other party from their words.

2.2. 1 Encouragement skills

This is a technique to encourage the other person to go on and express appreciation for his speech, such as using insertion in the process of listening? Please continue? ,? What happened afterwards? ,? I feel the same way, you know? And be sure to look into each other's eyes, shorten the interpersonal distance, keep eye contact, and don't look around, otherwise people will feel disrespected. Facial expressions should also change naturally with each other's conversation.

Guiding skills

Guiding skill is to ask some appropriate questions in the process of listening and induce the other party to say all their thoughts. For example:? Can you say that again? What do you think of …? What will happen to you if we ... Wait, put forward your own opinion in the other person's tone.

3 master the business negotiation strategy

3. 1 opening strategy

At the beginning of the negotiation, we should first create a harmonious atmosphere. People usually refer to the initial stage of negotiations as? The ice-breaking stage is different from the preparatory stage of negotiations. At this stage, the beginning of contact between the two sides of the negotiations is a short transition stage in which the negotiations enter the essence. During this period, the two sides of the negotiation are familiar with each other and prepare for the next formal meeting.

At the beginning of the negotiation, regardless of prejudice or not, once the two sides sit at the negotiating table, they should be calm and honest, do not involve controversial issues, and do not make demands without emphasizing the effect at the beginning.

3. 1. 1 scheduling strategy

◆ Easy first and then difficult, easy first and then difficult strategy.

◆ Comprehensive: horizontal distribution strategy

◆ Single item: vertical distribution strategy

Main points: time, theme, topic, agenda.

◆ Goal: Do not omit, which is beneficial to the other party and has little harm.

3. 1.2 personnel role strategy

◆ Red and white face strategy In the process of business negotiation, two people play the role of red and white faces respectively, which makes the negotiation more rhythmic.

◆ The role arrangement should conform to the habits and posts.

3. 1.3 Find the active strategy

◆ Asking for directions by throwing stones: Learn as much as possible about each other's information and situation according to each other's answers through clever questions, and master the initiative in negotiations.

◆ Features: Asking questions has a tendency to test and guide, and landing has a voice. Be fully prepared to prevent the other party from being vague or asking questions. The third party came forward to point out the defects of the goods and adjourned the court.

3.2 Common strategies in negotiation stage

3.2. 1 Strategies against each other

(1) The strategy of shifting from east to west means that when two sides fight, one side creates the illusion of attacking from one side to confuse the other side and then attack the other side. One purpose of using this strategy is often to cover up the real attempt. Only when the opponent is unprepared can it be easy to achieve the goal. The strategy of a diversion is to achieve the goal of taking advantage of the situation.

⑵ Humorous refusal strategy refers to not meeting the unreasonable demands put forward by the other party, setting a negative gap with relaxed and humorous words or telling a wonderful story to let the other party hear the implication, which not only avoids the embarrassment of the other party, but also diverts the unhappiness of the other party's refusal. The use of rhetorical questions, color changes and parody in negotiations can increase the relationship between negotiating partners.

(3) Fatigue strategy refers to a tug-of-war with the other party, or make the other party feel physically tired, so that the other party's attention is distracted, the degree of reaction is reduced, and the work enthusiasm is reduced, so that they can take the opportunity to achieve their goals. This kind of fatigue tactics is mainly suitable for those sharp-edged and aggressive negotiating opponents.

3.2.2 Commodity Power Strategy

(1) nitpicking strategy, that is, the disadvantaged side shows off its strength in the negotiation, and takes an evasive attitude when talking about the strength or advantage of the other side, specifically looking for the weakness of the other side and waiting for an opportunity to attack the other side. Only by mastering the relevant technical knowledge of commodities can we help to make a correct evaluation of commodities, and can we find fault with the nail on the head and make the other side flinch.

Therefore, the confusion strategy is a way for one party in the negotiation to lure the other party into confusion by leaking false information to the other party, so as to achieve profit. The average person's psychology is that information obtained indirectly or accidentally is more trustworthy and valuable than information obtained directly.

3.2.3 Strategies for the negotiation process

The following negotiation strategies are solutions to possible problems in the negotiation process. Mainly: shield, tit-for-tat, ultimatum, combination of soft and hard, emphasizing win-win situation. These strategies can be used individually or in combination.

(1) The "shield" negotiation strategy refers to that negotiators introduce hypothetical decision makers to show that they have limited power and thus hide themselves. Therefore, people who are good at negotiation believe in such a famous saying: real power is the power that is restricted in negotiation. The application of this strategy can make us get more reaction time when we encounter problems, and we don't have to reply to each other's requirements immediately.

(2) In tit-for-tat business negotiations, we often find some difficult people, such as misers, who are very stingy. They often offer high prices and then refuse to give in for a long time. If you can't hold back making concessions, they will force you to make concessions one after another. The best way to deal with such a tough and difficult negotiator is to answer blows with blows, tit for tat, and become a difficult negotiator yourself. However, it should be noted that competition with opponents is not an end, but a means to an end, so we should also pay attention to moderation.

(3) ultimatum ultimatum means that when the two sides have been arguing endlessly and the other side is unwilling to give in and accept our terms, we throw an ultimatum. If the other side does not accept our terms and reach an agreement within a certain period of time, we will withdraw from the negotiations and declare the negotiations broken down.

(4) Soft and hard combination This strategy is also called black and white face strategy, which refers to two strategies that negotiators with completely different personalities cooperate to achieve the purpose of negotiation. The black face is generally played by lawyers and other legal personnel, and it will be arrogant and rude, which will make opponents feel great disgust. The white face is usually played by the main negotiator, who will understand the difficulties of the other side.

5. Emphasize win-win As mentioned above, win-win is the premise and important goal of business negotiation. Therefore, we should always keep in mind the concept of win-win, even if we use some drastic strategies, such as tit-for-tat, bad COP and so on. Only when all parties in the negotiation are thinking about how to make the cake bigger rather than how to divide it, can the business negotiation be successfully completed.

4. Summary

In this market-oriented society, negotiations run through all aspects of our lives, and problems will be encountered at any time, so negotiations are needed to solve them. To become a master negotiator, we must broaden our horizons and dabble in different fields of knowledge, such as psychology, etiquette, law, international trade and so on. Only by constantly expanding knowledge can we skillfully use various skills and not gain more benefits for our own enterprises or individuals in business activities. Negotiation not only appears in business activities, but also runs through all aspects of life. Learning to negotiate well can help us solve all kinds of thorny problems in shopping malls and life.