Model essay on business negotiation skills Part I: English business negotiation skills
Abstract: With the development of economic globalization. China's international trade is more and more developed. If you want to do business with foreigners, you must know the cultures of all countries in the world. Cross-border business negotiation is inevitable in international trade, so you must also know how to study the negotiation styles of businessmen from various countries from a cultural perspective, analyze the process of international business negotiation and the negotiation styles of businessmen from various countries, and enhance the competitiveness of China businessmen in international trade.
[Keywords:] language skills negotiation style negotiation skills
I. Introduction
A foreign-related business negotiator should not only be familiar with negotiation principles, relevant laws and business, but also master certain negotiation skills and skillfully use some pragmatic strategies, that is, flexibly use language expressions, means and skills to achieve the expected negotiation goals. Business negotiation is a complicated process of solving problems and reaching agreements. This interactive task involves all aspects of communication: communication characters, work contents, communication forms, communication methods, communication contents, communication scenarios, personal abilities and so on. The language expression of negotiators should change according to the situation and use language strategies for different negotiators. Successful pragmatic strategies undoubtedly play an active role in business negotiations. This paper discusses the application of pragmatic strategies in business English negotiation.
Second, English negotiation skills
1. Preparation before business negotiation
Preparation before business negotiation is also a part of business negotiation skills, which often has unexpected effects. Before negotiation, we should fully investigate and understand each other's situation, analyze our own strengths and weaknesses, and analyze which issues are negotiable and which are not; It is also necessary to analyze what issues are important to each other and how important this business is to each other. At the same time, we should analyze our own situation. Suppose we have to negotiate with the purchasing manager of a big company. First, we should ask ourselves the following questions:
What are the main issues to talk about?
What are the sensitive issues that should not be touched?
What should we talk about first?
How well do we know each other?
What has happened to the other party since the last transaction?
If we are talking about renewing orders, what lessons should we remember from doing business with each other before?
What are the advantages of the company competing with us for this order?
Can we improve our work? What problems the other party may object to,
Where can I give in? What do we want each other to do?
What needs will the other party have? What will their negotiation strategy be?
After answering these questions, you should make a list of questions, and all the questions to be asked should be thought out in advance, otherwise the effect of the negotiation will be greatly reduced.
2. Questioning skills
Questioning skills are very important. By asking questions, you can not only get information that you can't get at ordinary times, but also confirm your previous judgment. Exporters should use open-ended questions, that is, the answer is not "yes" or "no", but questions that need special explanation, because such questions allow importers to talk freely about their needs. For example, "Can you tell me more about your company?" "What do you think of our proposal? ? "When answering foreign businessmen, you should write down the key points and key questions for later use.
After the quotation, the importer usually asks, "Can't you do better?" We should not give in to this question, but ask, "What do you mean better?" Or "better than what"? These questions allow importers to explain their dissatisfaction. For example, the importer will say, "Your small company is offering better conditions." At this time, you can continue to ask questions until you fully understand the competitor's offer. Then, we can explain to each other that our quotation is different and actually better than that of our competitors. If the other party gives a vague answer to our request, such as "no problem", we should not accept it, but ask him to give a specific answer. In addition, before asking questions, especially at the beginning of negotiations, we should get the consent of the other party, which has two advantages: first, if the other party agrees with our questions, it will be more cooperative when answering questions; Second, if the other party's answer is "yes", this positive answer will create a positive atmosphere for the negotiations and bring a good start.
3. Hints and euphemisms
Although some words in business negotiations are true, they are difficult to be accepted by the other party, and the words used can not achieve good results. Implicit euphemism pragmatic strategy emphasizes "endless words, endless meanings, and the rest are hidden", which makes people understand the implication. For example: 1 agree with most of what you said. The implication is that I don't agree with something you said. This is a tactful negative strategy. For another example, you should have put forward this motion a long time ago. The implication is a criticism: you shouldn't change the program so late. This strategy can be used in many environments of business negotiation. If it is not appropriate to speak frankly under the condition of secrecy or concealment, or if it involves some unfriendly words, deeds or activities with ulterior motives, it can be expressed indirectly by using implicit and euphemistic strategies. This can save the face of both sides, avoid confrontation and create a friendly atmosphere.
4. Fuzzy pragmatic strategies
The application of fuzzy pragmatic strategies in business negotiation makes the language flexible and the output information fuzzy. Avoid being too sure. Let negotiators advance and retreat freely. Avoid the deadlock in the negotiations and leave the necessary room. I'm afraid the proposal you just made is not too high. Your statement makes me feel a little too much-you know what I mean. Don't go too far, you know what I said above is vague language, with a wide meaning and no clear boundaries, which makes people understand flexibly.
Fuzzy pragmatic strategies can also convey enough information with less cost, and make efficient judgment and handling of complex things. For example, our business policy is very clear, and our corporate credit is well known. Negotiators did not give a definite answer to this question at that time. Avoid the unfavorable situation and get rid of the entanglement with each other on this issue. In addition, fuzzy pragmatic strategies can also play a role in rendering. Psychologically, we can beat each other: I'm sure you'll find our price the most popular. In recent years, hardware prices in other places have risen sharply. Our price has not changed much.
At the same time, fuzzy language can test the intention of the other party through active strategies commonly used in if- clause, such as: Frankly speaking, if it is' tforourgoodrelations, we will not consider asking you to confirm the quotation of this price. In business negotiations, we can choose many vague words: if, maybe, maybe, maybe, it seems, as far as T knows, I'm afraid, it is said, to some extent, and so on. These hedges can help negotiators to cope with the negotiation dilemma and make the negotiation go smoothly under the above circumstances. If the speaker abides by the politeness principle and uses the pragmatic function of hedges, he can clearly express the "conversational implicature" and try to avoid arbitrariness. Sometimes you can also express the conversational meaning of "refusal" without causing the refusal to hurt the feelings of the other party too much, and finally indirectly express your intention, so that the discourse expression is more appropriate and appropriate.
5. Humorous pragmatic strategies
In the pragmatic behavior of business negotiation, humorous language can make serious and tense atmosphere easily accepted. Let the atmosphere of the negotiations suddenly enliven. Humorous words, even in angry arguments and fierce competition and bargaining, can refute fallacies, distinguish right from wrong and convince the other side. It can be said that the pragmatic function of humor is to create a good negotiation atmosphere, convey feelings, make negotiators feel happy, improve negotiation efficiency, and make complex negotiation activities go smoothly in a pleasant atmosphere. For example, I think our meeting is fruitful. But there was only one pause that made me feel dismissive. What I feel neglected is that there is no problem between us to solve at all. In fact, in business negotiations, humorous pragmatic strategies reflect the elegance of negotiators, with high cultural accomplishment and strong language control ability.
6. Break the deadlock in negotiations
In international business negotiations, people often encounter deadlock. If negotiators are not good at exploring the causes of the deadlock and do not actively seek solutions, it will seriously affect the negotiation process and sometimes even lead to the breakdown of the negotiations. However, deadlock does not necessarily lead to the breakdown of negotiations.
1 Beyond disputes. In many business negotiations, the interests of both sides are the same in major aspects, but when there are differences on some specific issues and they refuse to make concessions, if one of the negotiators can put forward objective principles that go beyond the disputed points between the two sides, it may be considered fair and realistic and easily accepted by everyone. But this principle is not necessarily the most suitable, but it may be adopted because there is no better alternative, and this strategy can be effectively broken through.
2 be honest with each other. Nowadays, more and more international business contacts are based on interpersonal relationships. People are always willing to do business with people they know and trust, and the most important way to gain trust is to treat people sincerely. If negotiators can consider problems from the other side's point of view and be honest with their opponents, they will know more about each other, which will play a positive role in eliminating misunderstandings and differences, finding more similarities and building a plan acceptable to both sides. In this way, whenever possible, the other side will inevitably make corresponding concessions, and the deadlock will disappear.
3 Use the topic to play. Using topic is a derogatory term. However, it is difficult to restrain one or several people's uncooperative attitude or bullying behavior without using topics. In fact, in some cases, seizing the loopholes of the other side or making a mountain out of a molehill by using the topic will give the other side a surprise and often have unexpected effects on the breakthrough of the deadlock in the negotiations.
4. Deal with this situation. This is a risky strategy, which means that when the negotiations are deadlocked, I intend to absolutize the terms of cooperation, make it clear that there is no way out, and hope that the other party can make concessions, otherwise I would rather accept the result of the breakdown of the negotiations. The premise of adopting this strategy is that the gap between the requirements for interests does not exceed a reasonable limit, and the other party may compromise and reluctantly give up part of the expected interests. Therefore, this strategy is not easy to adopt. However, when the negotiations are deadlocked and there is really nothing to do, it is often the last choice.
The content of business negotiation involves the interests of both parties, and the result of negotiation may have a significant impact on the business development of both parties or parties. Therefore, pragmatic strategies that play a positive role should be mastered as much as possible in the negotiation so as to successfully achieve the purpose of negotiation.
Model essay on business negotiation skills Part II: Talking about business negotiation skills
Abstract: Shopping malls are like battlefields, and business negotiation fields are more like battlefields. Proper business negotiation etiquette and flexible business negotiation skills are enough for you to take the initiative in business negotiation. With China's accession to the WTO, international trade and foreign exchanges will become increasingly frequent, and various types and levels of foreign trade, foreign trade and diplomatic negotiations will increasingly show their important position in social, political and economic life. How to conduct effective negotiations has been put on the agenda. The author analyzes how to improve business negotiation skills, so as to make both sides win.
Keywords: business negotiation skills
Business negotiation refers to the negotiation and consultation conducted by people in various economic businesses in order to make the opinions of two or more parties tend to be consistent. People engaged in business trade or business cooperation should be familiar with business negotiations. In the process of business negotiation, how to ask questions correctly is also a skill. Correct questioning skills have unexpected effects on negotiation. For negotiators, if they want to win this negotiation, they must master the questioning skills correctly.
First of all, do a good job in preparing for business negotiations.
1. Know your opponent and yourself. Understand the strengths and weaknesses of each other and themselves in the cooperation project through various channels, as well as the expected goals and bottom line, make a summary and analysis table, and make a plan around the goals. As the saying goes, knowing ourselves and knowing ourselves is invincible, which is particularly important in business negotiations. The more you know your opponent, the more you can take the initiative in the negotiation. Negotiation is a process of constantly reaching understanding and compromise, so you need to consider the starting point of the other party and evaluate the strength of the other party; Study their conditions. The more you know about your negotiating opponent, the better your chances of winning in the negotiation. Because in negotiations, both sides are most concerned about interests, and nothing can be carried out around interests. Therefore, before the negotiation, we must first analyze the needs of the negotiating opponents. Understand the opponent's needs, in order to find the opponent's "card." For example, in a procurement negotiation, as a supplier, we need to know the situation of other suppliers who may cooperate with the buyers we negotiate and the situation of other buyers who may cooperate with ourselves. Therefore, no information is better than using false information. At the same time, we should know what information the other party may have, but not too much information. Too much information will only be self-defeating. So as to make the negotiation result develop in their favor.
2. Follow the principle of equality, mutual benefit and friendly consultation. In the modern commercial society, there are more and more business negotiations, which play an increasingly important role in the business activities of enterprises. Equality is the basis of all normal communication, and it is impossible for any unequal emotional relationship to obtain normal communication methods and communication effects. Therefore, we must be sincere, respect each other, and really listen to what the other party says, and then we can put forward our own opinions appropriately in the process of interaction. If you want your customers or customer teams to be stable, please adopt the principle of equal distribution to guide the management negotiation between you. In addition, we should leave room for both sides and don't push each other into a dead end. Don't be too smart and self-righteous, because the other party doesn't want to deal with people who think they are particularly smart and haggle over every ounce. Therefore, we should put the focus of negotiations and the direction of seeking common ground on the interests of all parties, and constantly think and improve.
Second, excellent use of language art.
1. Negotiation is not only a technical means of public relations, but also an art. The charm of negotiation lies in its creative strategies and subtle social activities. Negotiation is a process in which all parties concerned consult each other, exchange views, seek solutions and reach an agreement on issues of concern. Negotiation is a bridge to resolve confrontation, reach understanding and connect ideal and reality. The key to negotiation is how to achieve the psychological balance between the two sides. When an agreement is reached, the two sides reach a balance point. People can't act according to their own will, and unilateral will needs negotiation to win or exchange the consent of others. In fact, the process of business negotiation is the same. A good negotiator will not blindly stick to his position and pursue uncompromising, but fully communicate with the other side. Smart negotiation has a set of rules, just like playing chess. The biggest difference between negotiation and chess is that in negotiation, the other party doesn't need to know the rules, and the other party will chase you. From the performance of the other party many times, we know how he will react. Although it is not the second time, in many cases, negotiation has become a science rather than just an art. Therefore, if the negotiation object is not important to the enterprise and the negotiation result is insignificant and dispensable to the enterprise, then you can go into battle easily and don't spend too much energy on such negotiations. Otherwise, use the threat of "never give in" to force the opponent to give in. Therefore, the successful use of language in business negotiations plays an important role in the negotiation process and results.
2. Language should be flexible. Language is like a bridge in business negotiation. It has the most direct and greatest influence on customers in the negotiation process, and plays a decisive role in the negotiation procedures and results. Business activities need to deal with people, and business negotiation is the most widely used management skill. If the negotiation level is superb, you can get extraordinary returns and success. Therefore, the language expression with clear narration, clear arguments and sufficient arguments can convince the other side, reach mutual understanding, coordinate each other's goals and interests, and thus make the negotiation a complete success. In the process of transmitting information to the other party through language, negotiators should pay great attention to tone, voice and words, because these all affect the procedure and effect of negotiation. For example, when we can't meet the unreasonable demands made by the other party, we can set a negative in the relaxed and humorous words or tell 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. Avoid asking questions that may hinder the other side from making concessions, which will obviously affect the negotiation effect. In fact, such problems often bring trouble to the outcome of the negotiations. When asking questions, you should consider both your own retreat and the other's retreat, and grasp the timing and temperature.
Third, flexible use of negotiation skills.
1. Rich experience. Negotiation behavior is a very complicated human communication behavior, accompanied by multi-dimensional and complicated communication of negotiators' verbal interaction, behavioral interaction and psychological interaction. Experience is the crystallization of practical knowledge and ability. Business negotiation is a practical and applied art, so when negotiating, the language should be concise and targeted, and strive to make the other side's brain express its information clearly in the best state of receiving information. For business negotiators, in order to achieve perfection in negotiation, they need to practice repeatedly in many aspects. Negotiators only have book knowledge and no practical experience, so they can only make negotiations an armchair strategist.
2. The negotiation steps are clear and the organization is flexible. In the process of negotiation, what problems need to be solved and how to solve them need to be clear about the negotiation steps in advance, so as to be targeted. Only through concrete analysis and reasonable and correct use of different language skills can the negotiators reach a consensus, seek common ground while reserving differences and resolve differences. At the same time, solve the problem in a targeted manner. Therefore, negotiators should master a lot of relevant information and analyze it before negotiation. Only when it is expressed in a language with logical rules can it be understood and recognized by the negotiating opponents.
Three. Concluding remarks
To sum up, in the modern commercial society, there are more and more business negotiations, which play an increasingly important role in the business activities of enterprises. It requires negotiators to recognize the truth, find the right goal, grasp the essentials and use all negotiation means flexibly to safeguard and strive for their own interests in the complicated and changeable negotiation environment.
References:
[1] Zhao Jicun. Negotiation skills of enterprise technology introduction [J]. Journal of Economic Management Economics and Management, 20 12.9
[2] Chen. Business negotiation practice [M]. Beijing: Electronic Industry Press, August 2009.
[3] Liu. Business negotiation [M]. Beijing: Higher Education Press, 20 1 1.8.
Model essay on business negotiation skills Part III: Price negotiation in business negotiation
Business negotiation plays an increasingly important role in daily economic activities. As the core content of business negotiation, price negotiation is related to the success or failure of business negotiation. By introducing the problems existing in business negotiation, grasping the role of price orientation in negotiation, this paper puts forward the basic strategies of price negotiation.
Keywords: business negotiation; price
Business negotiation is one of the common business phenomena, and enterprises can realize business activities such as commodity buying and selling, technology transfer, three-for-one processing and so on through business negotiation. Business negotiation is negotiation, which means that in order to achieve certain interests, both sides of the negotiation use existing resources and adopt reasonable and effective strategies to achieve the purpose of cooperation between the two sides. This is a process of giving and receiving, conflict and cooperation, reciprocity and inequality, and active and passive use of strategies. As the core content of realizing interests, price negotiation will get twice the result with half the effort if reasonable negotiation strategies are adopted.
I. Issues affecting price negotiation in business negotiation
Business negotiation is a complicated work in which both parties carefully select negotiators, accurately grasp the meaning of negotiation, properly use negotiation etiquette, rationally adopt strategies and negotiate repeatedly. There are many problems in daily negotiation, which affect the price negotiation.
1. can't accurately grasp the meaning of negotiation.
Paying more attention to interests than standpoint is the basic principle of business negotiation. Through cooperation, the two sides aim to pursue the interests of enterprises, establish a harmonious atmosphere, formulate strategies and implement concessions, all of which serve the negotiations. Business negotiation is a job of dealing with people. People's customs, work styles, personality hobbies and taboos are completely different. Some inexperienced negotiators often lack the ability to deal with emergencies in negotiations, but they are vain and cunning. Business negotiations should be cautious. Mature negotiators often behave appropriately, are full of wisdom, and often have extraordinary actions, which are the reasons for the success of negotiations.
2. The negotiation organization is chaotic and the details are ignored.
Many negotiation scenes are noisy, and the words are intermittent, intermittent, stop-and-go, and the progress is slow, which affects the effect. The negotiation organization mainly consists of two parts: preparation before negotiation and coordination during negotiation. Before the negotiation, the establishment of the negotiating team, the distribution of negotiators, the selection of main negotiators and the formulation of the negotiation plan should all start from the details. Negotiators should not only have excellent professional knowledge, but also have the quality of being practical and working hard and uniting colleagues. Even physical condition should be considered. Negotiators perform their duties and work out a feasible negotiation plan. The organization in the negotiation mainly presents a situation of scattered but not chaotic, flexible, moderate sending and receiving, and close cooperation. Details such as speech content, timely interruption and persuasion should be arranged properly. The mature negotiation team has a good idea of what to talk about and what strategy to use at what stage, and has made a preview in advance.
The outcome of the negotiation is uncertain.
When and how to judge the end of the negotiations is also a problem encountered in the negotiations. Comprehensive consideration of time and effect. First, the end time of the negotiations is determined by the end time arranged in advance; The second is to sign the contract as the final standard; The third is to gain the benefits of the negotiations as a preparation for ending the negotiations. The timely conclusion of the negotiation is very important to protect the negotiation result, reduce all sacrifices and save the negotiation cost. The combination of the three is conducive to the conclusion of the negotiations.
Second, grasping the price orientation can provide reference for price negotiation.
The relationship between supply and demand, commodity quality, market conditions and the adjustment of national industrial policies will all affect the price. When negotiating, we should investigate the factors that affect the price clearly and provide help for business negotiations. The quality of goods is the basis of price setting, but we should also consider the factors involved in this period, market situation, supply and demand relationship, industrial policy and so on, and carefully analyze the approximate range of prices. In the negotiation, we can infer the authenticity of the quotation from the similarities and differences between the other party's quotation and the estimated range, gain insight into the opponent's intention, and respond flexibly in the negotiation. According to the proven opponent's intention, adjust the negotiation strategy and plan at will to achieve the effect of "seeing the move and dismantling the move".
Thirdly, the application of price strategy in business negotiation.
Price negotiation is the core content of business negotiation, and the price involves two parts: quotation strategy and counter-offer strategy. Will be combined with the characteristics of the people in the negotiations, the scene situation, the characteristics of goods to develop some corresponding strategies.
1. Quote priority strategy
Quoting first means that the two sides of the negotiation, who plays the cards first, accurately grasp the price orientation, and the advantages of quoting first outweigh the disadvantages. The advantage of first quotation lies in the function of first impression, which sets a benchmark and lays a foundation for the development of things and is the framework and baseline of negotiation. The disadvantage of quoting first is that it is easy to expose its trading scope, so that the other party may obtain valuable information and adjust the negotiation plan.
Throw stones and ask for directions
In order to take the initiative in business negotiation, you need to get more information. Its basic practice is to assume conditions, ask questions purposefully, and test the price of the other party. In business negotiation, quantity, transaction cycle, etc. Usually referred to as "stone". For example, if the number of transactions doubles, can you make some concessions? Check the authenticity of the other party's quotation through the obtained results. When using this negotiation strategy, we should fully consider our own actual situation and don't shout all over the sky, otherwise it will be easy to make mistakes, but it will expose our intentions, dampen our negotiating confidence and affect our mood.
3. Every little makes a mickle
The overall price of a commodity consists of several parts. Make a counter-offer or quotation for each part. Although the number of each part is small, it is considerable together. Generally speaking, there are two ways. One is to negotiate from the trading procedure. For example, each transaction involves delivery terms, payment terms, payment methods and payment currencies. If it is the buyer, you can ask for an extension of the payment period and adopt soft currency. Second, if the goods belong to different machines, then bargain on each part one by one. For example, an assembled computer consists of a monitor, a CD-ROM drive, a keyboard, etc. You can make an offer or counter-offer for monitors, CD-ROMs, keyboards, etc. The essence of this method is to give the other party a reasonable visual impression.
4. Enemy at the Gates
Enemy at the Gates may become an ultimatum, that is, when the price negotiation is deadlocked, one party will force the other party to accept the price. Enemy at the Gates's condition is that the executors must be prepared for the breakdown of negotiations, such as having other partners. The result of this strategy is that the negotiation breaks down or the other party gives in. If the strength is equal, the negotiation is more likely to break down. In this case, if the negotiation breaks down, it can be remedied through high-level mediation and emotional input.
In a word, there are countless price strategies in business negotiation, and each strategy has certain conditions and advantages. We should constantly sum up from practice, find out the rules and use these strategies flexibly to lay a good foundation for the success of business negotiations.