Business negotiation experience (1) I took a semester of business negotiation class and learned a lot. Especially Mr. X's teaching style and amiable personality, but he will have some stern expressions when he meets students who are late. The teacher said: Attitude is the most important thing in class. Good attitude and details determine your success or failure. I deeply remember this sentence.
Business negotiation includes teachers' lectures, students' interaction and proper homework. In class, teachers often share some interesting experiences with us, or tell some real-life examples, which always make everyone laugh. Students who are going to see Duke Zhou are also refreshed and continue to attend classes. At first glance, Mr. X seems to be just telling stories at will, and the classroom atmosphere becomes very active, and everyone's attention is re-attracted to learning, and the goal is achieved; However, if you savor it carefully, these stories often contain profound meanings. Perhaps the story itself is not complicated and profound, but Teacher X conveyed many ideas to everyone through these stories. He is very good at inspiring students to think, teaching will not stick to textbooks, and often discuss a problem to broaden everyone's thinking; Although sometimes this extra knowledge is a bit difficult to understand, it does exercise our ability to think independently.
Flexible and diverse teaching methods make me fascinated by learning the negotiation experience with you. It is precisely because teacher X is so wonderful in class that the bell rings unconsciously. Every time I attend class, I am full of expectation. I want to know what original ideas Teacher X has this time, what important ideas he will convey to you, and what classic ideas you will express. I am eager to share my latest ideas with you. ...
Secondly, what impressed me most was the simulated negotiation. Although this performance is not satisfactory, I have achieved some other satisfactory results. From the division of labor before the negotiation, collecting the corresponding information, making the negotiation plan and simulating the rehearsal of the negotiation, all members of our group have exercised their hands-on ability, communication ability and organization ability. At the same time, they also enhanced the friendship between our classmates. Various preparatory activities before the negotiation are still flashing in my mind.
I still remember that two weeks before the negotiation, our group began to meet to discuss the specific matters of this negotiation. We all said that this mock negotiation should be planned systematically, detailed information should be collected, the division of responsibilities of all members should be clarified, and negotiation scripts should be written together. We summarized the information collected from the internet, and we revised it more than ten times. Every time we rehearse, we actively discuss the changes, and strive to make the information true and lifelike. Although this is a simulated negotiation, it makes us feel the atmosphere of negotiation. We play different roles in the rehearsal process. We represent different companies. When we are arguing for the interests of our respective companies and refusing to give in, I believe that we have all entered the role, which makes us feel the feeling of real negotiation and exercises our practical ability in negotiation. For example, we should always keep a clear head and be quick-thinking, and don't fall into each other's trap. In this way, we can keep the initiative in the negotiations. In addition, we should constantly change our thinking during the negotiation, so as to make the negotiation beneficial to us. At the same time, we should learn to ease the atmosphere in the negotiations. When the negotiations are deadlocked, it is also very helpful to talk about a few relaxed topics properly and close the relationship with the other party.
Through this mock negotiation, we also exposed many weaknesses. In the process of preparing for this simulated negotiation, we found that our knowledge was too narrow, and we didn't know much about some business terms and business etiquette, and we still needed to learn some knowledge. This kind of simulated negotiation is something we can't learn from books, such as 1, which puts collective interests first and fights in groups. No matter what decisions are made, it is difficult for individuals to complete their abilities without the knowledge and cooperation of the team. First of all, get the support of teammates and listen to and consider the opinions of other teammates. Don't make a decision without authorization. 2. In the negotiation, we should adopt flexible negotiation methods, combine hard and soft, and take a tough attitude when necessary. 3. If you can't talk about an issue through horizontal negotiation, you should try to change the subject to discuss other issues and stop the negotiation if necessary. 4. Understand that a win-win situation does not mean that both sides get what they want equally, but that they get what they want. The win-win condition is that each has what the other needs or needs.
I have learned a lot in this course, but there are still many shortcomings, but this practical and practical subject can't be read in books. The most important thing is that the problem is not comprehensive, and lack of experience is one reason, but more people don't understand the negotiators' situation, and their thinking is not divergent enough. They need more practical experience to digest these practical things and turn them into reality. Furthermore, we should observe life carefully. Many things are details that we don't notice in life, which are very important but easy to be ignored. Finally, a deep understanding of today's things, today's finish. Learning is a step-by-step process, focusing on accumulation, rather than thinking overnight.
Experience of business negotiation (II) The thirteenth week of this issue ushered in our business negotiation training and study. This training is led by teacher xx of our college. This training mainly focuses on the theme of "xxx ecological environment problem" and "xxx town new rural construction", and lasts for a week of business simulation negotiation. Teacher X asked us to conduct simulated negotiations in order to exercise our flexible grasp of what we have learned and our practical application ability. As young college students, we should learn to apply what we have learned and fully combine theory with practice. This training teacher divided the class into five groups, which played different roles. In the "xxx ecological environment problem", two groups of students played the role of herders and the government respectively and launched a debate. In the "New Rural Construction in xxx Town", three groups of students played farmers, governments and power companies respectively, and had a wonderful debate. Although the simulated negotiations around these two themes are not satisfactory, there are still some gains. The following is my summary of this simulated business negotiation. I hope I can learn from this summary and constantly improve, improve and surpass it in my future study and life.
I. Understanding
1, from the division of labor before the negotiation, collecting and sorting out the corresponding data to the on-site simulation negotiation, shows the team members' coordination ability, hands-on ability, teamwork ability and communication and organization ability. At the same time, the friendship between the group members has been enhanced, and the distance between teachers and classmates has been narrowed.
2. Before the negotiation, the collection and arrangement of information is very important for the negotiation, which affects the progress of the negotiation and the success rate of reaching an agreement.
3. When negotiating, you should be clear about your position, keep a clear head at all times, don't get lost in unnecessary arguments, and at the same time, you should have agile thinking, constantly change your thinking and reverse the negotiation situation.
4. Learn to control the negotiation atmosphere, relax one by one, narrow the distance between the two sides of the negotiation, enhance their feelings and promote the successful conclusion of the negotiation.
5. Assign the negotiators' respective tasks and responsibilities before the negotiation, so as to achieve the purpose of mutual cooperation and coordination, thus improving the success rate of the negotiation.
Second, the shortage.
1, in terms of language expression, a sharp verbal counterattack is also necessary, but you should pay attention to the situation not to be too extreme, so as not to lose self-restraint and leave room for further negotiations. Moreover, as a negotiator, you should always remind yourself that this time you represent not only yourself, but also the company you represent, and you should not be unreasonable and unreasonable.
2. At the beginning of the negotiation, one of the representatives of the two sides has been very strong, and there is no firm position at all, and there are no views and ideas worthy of reference, which once caused the negotiation to fall into dispute or even deadlock.
3. The representative members of each group are not clear about their own division of labor, and there is confusion when the two sides transmit information to each other.
Third, harvest
In this week's training, although it was only a simulated negotiation, it also made me feel the atmosphere of negotiation and reflected on the following points:
Principles of business negotiation. In business negotiation, don't bargain and argue endlessly, which will reduce the efficiency of negotiation. In order to coordinate the interests of both sides of the negotiation, we must consider the issue from the other side's interests, consider the other side's interests as much as possible on the basis of safeguarding our own interests, and then put forward our own views on the basis of mutual benefit. Don't blame each other for your own reasons. Have a good negotiation mood and good communication, and let the other party know that their negotiation is sincere rather than false.
2. Business negotiation skills. During the negotiation, we should pay attention to the following points: 1. Speaking skills, don't be rude, and the tone should be euphemistic without losing masculinity. Next, we should pay close attention to each other's reactions and change our coping strategies at any time. 2. Questioning skills, to grasp the key points in the process of asking questions again, and not to ask some irrelevant questions; 3. Answer skills. Be concise when you answer, and don't talk nonsense. 4. Persuasion skills. When persuading the other party, we should do a good job in interest analysis, simplify the reception procedures, and avoid quarreling when the other party is dissatisfied.
3. Business negotiation strategy. To understand each other's needs, only by understanding each other's needs can we better gain the advantages of negotiation in the process of negotiation.
4. In business negotiation, you should always keep a cool head, so as to be conducive to your own negotiation and gain a favorable position in the negotiation process.
5, to understand your opponent, because knowing yourself and knowing yourself is invincible.
In addition, under the guidance of the teacher, we fully understand the shortcomings of this simulated negotiation, so that we can learn more negotiation skills. After this negotiation, each of us will learn something more or less, or a few experiences, or realize our own shortcomings, so let's find the right direction, which will have a lot of reference for our future negotiations.
Experience in business negotiation (3) In the study of business negotiation course this semester, I have basically mastered the international negotiation process, understood the requirements and matters needing attention in all aspects of negotiation, and embodied the style. The following points are my learning summary and experience:
First, the basic process of international negotiations.
Friendly communication between the negotiating parties; Clear negotiation objectives; Identify negotiators; Collect relevant information comprehensively, deeply analyze key objectives, make a comprehensive negotiation plan and formulate negotiation strategies; Selection of negotiation place, determination of itinerary, decision of translators, negotiation of negotiation place; Substantive negotiation, reflecting the negotiation style, and using negotiation strategies to maximize their own interests (or * * * wins); The signing of the agreement; Negotiation summary, result report.
Second, the key to negotiation is people.
In addition to its essential attributes, the quality of a project is basically evaluated and controlled by the negotiators' operation. Therefore, the choice of negotiators is very important. Negotiators' personality determines their negotiation style, and the style of the chief negotiator determines the tone of the negotiating team. In the process of negotiation, details such as tone of voice, expression, movements and skills can affect the direction of the whole negotiation. Only the team that has the right to speak in the negotiation and has the advantage in the negotiation can make the negotiation result tend to be expected and succeed. Choose the right person and do the right thing.
Third, the negotiation strategy is a baton.
Enterprise development emphasizes strategy, and business negotiation emphasizes strategy. The performance style of this group negotiation is indulgence, and the negotiation strategy of our group has obvious stages and lateness. In the trade negotiation with Shanghai Tianhe Automobile Safety System Company, we obeyed reasonably, established a good cooperative relationship, and gradually carried out technical cooperation to obtain the technical core of the other company, laying a foundation. In the final acquisition negotiation, we took technology as the trump card and acquired the assets of the other company at a low price. It can be seen that today's cooperation is no longer a one-off cooperation, but should take into account long-term interests and development, reasonably foresee and seize opportunities, and negotiation strategies will ultimately affect the final negotiation results.
Fourth, strive for the role of tuning.
In negotiations, whoever sets the tone means the return of the right to speak in negotiations. For example, in China's steel trade, the steel leader xx has no right to speak. In the context of rising international steel prices, it is not qualified to stand up and say "we don't want it", even if it is said, it will have no weight. As a result, it will bring great pressure to China steel industry.
Fifth, the details of the negotiations determine the success or failure of the negotiations.
What to say at the negotiating table, how to say it, what to decide, when to compromise, even dress, venue layout, invitation of translators and so on. They are all very meticulous considerations, such as the tone and speed of speech during the negotiation. They say that they are determined not to let go of the problem, that they are vague and that the other party is avoiding the problem, and that they are not fully prepared. Of course, these are all necessary. Whether negotiating or doing things, we should also pay attention to details.
Sixth, influence.
This is the most touching point when I participated in the preparation of the negotiation performance. A person's success comes down to her influence, which is why the manager asks you to pour him a cup of tea, and you will be willing, but you can't be a beggar. And how to have it is what I have been exploring now.
I have learned a lot in this course, but there are still many shortcomings. The most important thing is that the problem is not comprehensive, and lack of experience is one reason. However, I haven't realized the negotiator's situation, and my thinking is not divergent enough. So I need more practical experience to digest these practical things into reality. Furthermore, we should observe life carefully. Many things are details that we don't notice in life, which are very important but easy to be ignored. Finally, there is a deep understanding of today's events. Learning is a step-by-step process, focusing on accumulation rather than cramming.