The first element: interest.
Interests are the real demands of both sides in the negotiation. Note: It's not superficial rhetoric, but the truest inner need. Everyone has interests behind negotiations, and the process of communicating with others is the process of discovering interests. Please note: interests are not equal to positions! What is a position? What is a position? What do I think they need? . What is interest? What is interest? What do they really need? .
The second element: standards.
When the two sides have differences or doubts, an objective standard can be introduced. It must be an objective, mutually agreed standard, not one's own definition. For example, the two sides have great differences in salary, so what is the market price? Through such an objective reference, many things can be clearly judged.
The third element: options.
Option refers to the solution to the problem, please note? Options? There is an s at the end! After finding the interests of both sides, discuss with each other how to meet the interests of both sides as much as possible. There is a word? Give it a peach and give it a plum? A metaphor for friendly exchanges or mutual gifts. In fact, the same is true in negotiations. We can fully respect each other's values and interests and explore? Win-win? This plan.
The fourth element: alternative.
When the negotiation can't be completed, what are the alternatives? PlanB？ Theoretically, it is infinite, but what we need to find is the best and most realistic alternative. For example, because of the long distance to work, a person wants to buy a car in a 4S store, but bus, subway, bicycle and even changing a job closer to home are all alternatives he can consider. ? Alternative? It is particularly important to use it in negotiations, understand? Alternative? Does this tool look like understanding? Interests are not equal to positions? Same, always remember.
The fifth factor: the quality of communication.
In negotiation, communication is a key element throughout. A good listener is not only a quiet and handsome man, but also needs to encourage the other person to speak, keep emotional interaction, understand each other and even reach emotional resonance. We should be able to handle emotions well and influence and manage the direction of dialogue.
The sixth element: relationship.
Interpersonal relationship is a matter for both sides, but if one side works hard, it is possible to improve the relationship, because people's attitude will affect the other side. We can't settle all our differences quickly, but we can make choices and change the status quo. A good relationship has needs and desires. In the process of negotiation, relationship and interests are a pair of factors that need to be balanced, and the bias needs to be determined according to the short-term and long-term goals of negotiation.
The seventh element: commitment.
After communication and discussion, we finally need to reach a clear agreement to confirm our commitment. For example, when a player signs a contract, the playing time and the number of matches should be written in the contract, and how to deal with injuries should be considered, rather than just feeling the player's state. Therefore, the commitment must achieve the expected goal and be predictable.