stop or break.
These are my rough summary above I am in others writing saw more detailed summary. I'll write out my summary.
1, determine the negotiations attitude
In business negotiations object facing the varied, we can't come up with the same attitude to treat all negotiations. We need according to the results of the negotiations object and negotiations to the importance of the attitude to be pursued to determine the negotiation.
If negotiations are very important to enterprise, such as big customers long-term cooperation, and the content of the negotiations and the results for the company is not very important, you can have concessions attitude to negotiate, namely in the enterprise without too much loss and influence to meet each other, so for the future cooperation will be more powerful.
If negotiations are very important to enterprise, and the results of the negotiations is equally important to the enterprise, then held out a friendly and cooperative attitude, as far as possible to achieve a win-win situation, both sides of the conflict to a third party, such as the division of regional market appear antinomy, then can suggest both sides together or help each other to develop new markets, expand the area, and will negotiate competing into competition together.
Management skills if negotiations object to the enterprise is not important, results of the negotiations, the enterprise also is unimportant,
dispensable, so you can easily play, don't put too much energy on such negotiations, even can cancel the negotiations.
If negotiations object to the enterprise is not important, but the result is very important to enterprise, then the competition with a positive attitude to participate in the negotiations, need not consider negotiation opponent, completely best negotiation result oriented.
2, fully understand the negotiation rivals
Is, the so-called enemy and know yourself, fight, this is especially important in business negotiations, understanding of the opponent, the more the more can grasp the initiative of negotiation, as if we already know the base price bidding, the natural cost minimum, the highest rate of success.
Understand the opponent is not only to understand each other's negotiation purposes, the heart bottom line, etc., to know more about each other company's business situation, the industry situation, the negotiations personnel's character, the other side of the company's culture, the habits and taboos of negotiation opponent, etc. This can avoid a lot from culture to culture, the conflict between living habits, etc, to negotiate additional obstacles. There is also a very important factor need to understand and master that is the other competitors. A procurement negotiations, for example, we as a supplier, to understand the other possible suppliers and buyers in our negotiations, there are other possible other purchasers and
their cooperation, so we can timely given slightly more favorable than other suppliers cooperation way, then it is easy to reach an agreement. If your opponent put forward more stringent requirements, we can take out your other buyers information, let opponents know, we are know details, hinted at the same time, we have a lot of cooperation. Instead, we as buyers also can use the same reverse strategy.
More than 3, preparation, negotiation
The negotiations both sides initially take out their plan is very beneficial to oneself, and both sides are hoping to get more benefit through negotiation, therefore, the negotiation results will not be first take out the package, but a result of both sides negotiate, compromise, and flexible.
In the process of both sides you push me often easy to lose the original intention, or by the other party to the myth, this time the best thing to do is to prepare a few sets of the negotiations, first take out the best solution, to produce the second solution without an agreement, to produce the wait again solution haven't reached an agreement, even if we do not take the initiative to take out the solution, but the heart can be done, whether concessions to the other person's offset the initial set of framework, so as not to appear after the talks ended, discovered, think carefully about their concessions are beyond the scope of the expected to bear.
4, establish harmonious negotiation atmosphere
At the beginning of the negotiation, you'd better find some where both parties agree and, to make a more like each other partners in the subconscious. So the negotiations would be easy to progress towards a consensus, rather than the tense confrontation. When encounter stalemate can also take out the consensus of both sides to enhance mutual confidence, resolve differences.
Can also provide each other with some interested in their business information, or to some is not a simple discussion on the important issue of, reach a consensus after the wonderful change occurs in the heart.
5 set a good negotiation area
Negotiation is a kind of very sensitive communication, therefore, language should be concise, avoid shouldn't say, but in the process of difficult negotiations for a long time also hard to avoid mistakes, which is the best method is set in advance the negotiations of the language, which topic is dangerous, what can't be done, negotiations in the heart of the bottom line, etc. So you can fall into each other in the negotiations is minimized or dance music of the trap.
6, language concise
In business negotiations taboo language loose or languages like a broad way, as far as possible to make its own language concise, otherwise, you are the key words are likely to be submerged in the drag numerous long, meaningless language. A pearl on the ground, we can easily find it,
but if you pour a bag of a pebble in the above, looking for the pearl would be very difficult. In the same way, we receive outside the characteristics of sound or visual information is: focus at the beginning, the attention with the increase of receiving information, will be more and more dispersed, if some irrelevant information, more will be ignored.
As a result, the negotiation language to be succinct, targeted, to let the other side the brain in the best state of receiving information clearly stated their information, if you want to express is a lot of information, such as contract, proposal, etc., then fit in or read tone to the change of the high and low, light and heavy, important place to raise their voices, for example, to slow down, can also with some questions, cause the other side of the proactive thinking, increasing attention. Important negotiations should be performed before exercise, training of language expression problem, emergency response, etc. Avoid by all means is fuzzy, in the negotiation language long-winded, such not only can not effectively express their intentions, are more likely to make the other side were confused and resentment. Here should be clear, distinguish the difference between the composed and procrastination, although the former is language slowly, but with polished, no bullshit, and such speed can also help each other to understand and digest the information content, I greatly admired the expression in the negotiation. Want to rely on in the negotiation, aggressive momentum down each other, often backfire, most of the result
国际商务谈判启示与体会
