1. Identify negotiators. Choose a negotiator who is equivalent to the other party's representative and has good comprehensive quality, attach importance to gfd and pretend to be as suitable as possible for the company's cultural atmosphere to narrow the distance with the other party.

2. Arrange the meeting place, adopt a rectangular or oval negotiating table, and the seat on the right or opposite the door is honored and should be given to the guests.

Prepare an observer, pay attention to the whole situation, hint that the speaker "stops" and "tells" the other party that we need time to think.

(2) At the beginning of the negotiation

1. Introduce yourself naturally, sincerely, not arrogant, learn to smile, relieve tension, and leave a kind and beautiful impression on the other party.

2. Before introducing to the introduced person, the introducer should seek the opinions of both parties to avoid being abrupt. When introducing, introduce the lively introduced person to show respect; After the introduction, the introduced parties should smile, nod or shake hands, and introduce themselves further if necessary.

3. When we meet for the first time or are introduced by friends who are not very familiar with each other, we will continue to talk about some topics. On this occasion, we must pay attention to the content of the conversation, try to avoid some topics that only a few people are interested in, and avoid talking about politics, religion and other topics where everyone may have different positions. Some people will not argue with you on the spot out of politeness, but they must feel very uncomfortable. Perhaps you have inadvertently offended others without knowing it, which naturally loses its social significance.

Don't form a small circle, don't whisper, please keep quiet when the host or guest speaks to show respect, and then continue the unfinished topic after the speech.

5. Listen carefully to each other and observe the expression of behavior, which is easy to find and show respect.

6. While we are "collecting" information, we should also give others "information", and pay attention to "rambling and adulterating truth and falsehood".

(3) Under negotiation

1. Body language is an inexact science. Pay attention to the continuous signals you send intentionally or unintentionally to make the other person understand, and check whether the non-verbal signals you send are consistent with the slogan information from time to time.

2. Prepare relevant questions in advance, raise them when the atmosphere is harmonious, and be open and honest. Don't ask questions when the atmosphere is cold or tense, and don't overreact or ask questions endlessly, so as not to cause the other party's disgust or even anger. However, we should try not to let the principle issue. It is inappropriate for the other party to interrupt at will when answering the question and thank the respondent when answering.

3. At the negotiating table, we should strive to reduce the other party's expectation of the "outcome" of the negotiation, but we should maintain and improve the other party's expectation of the "vision" of the negotiation.

4. When quoting, prevent conservatism-set yourself a higher goal on the basis of the reserve price; Prevent radicalization-the goal cannot be infinitely high, and the interests of the other party cannot be ignored.

5. haste makes waste. Negotiators should have patience to adapt to conditions and adjust plans; When there is a contradiction, talk about the matter, don't get angry or even make personal attacks.

6. Leave room for bargaining and know what to do. Let the other person feel that he has got more sweetness than he wants.

7. In the negotiation, if you directly say "no" to the other party, the other party will feel humiliated, both parties will feel embarrassed, and the negotiation will even come to a deadlock. If you use conditional questions instead of "no", the above situation will not occur. For example, when the other party makes an extra request that we can't agree to, we can ask the other party conditionally: If we make concessions, will you agree to pay the extra fee?

8. Interests and pressures are both pursued. Tell each other the specific benefits you will bring him and what you will lose if you don't do this business.

9. Let others see things your way. When you want to convince the other party, you might as well let them see things your way and think according to your ideas.

10. When the progress of the problem is not as smooth as expected, you should put the problem down and tell the other party to "go back and discuss it with your superiors". The object of discussion must be abstract, not to discuss with the superior, but to quote an abstract company entity, so that the other party feels that you and he are standing on the same front to seek benefits. When dealing with the opponent's dominant strategy, we should test its authenticity, adapt to raising the opponent's personal position, and imply that the other party is the real decision maker.

1 1. The host should be flexible when it is in the snow and ice, and can temporarily change the topic and relax a little. If there is really nothing to say, make a decisive decision, temporarily suspend the negotiations, and then continue after a short rest. The host should take the initiative to raise the topic, and don't let the silence last too long.

12. At the end, you should raise the other party's gains slightly higher than the other party's expectations, so that the other party will feel satisfied.

(IV) Signing stage

1. At the signing ceremony, all participants in the negotiation between the two sides should attend, enter the meeting place together, shake hands and take their seats.

2. The signature assistant helps the signer to open the text, indicate the signature position, exchange signatures, and then sign another text.

3. After signing the contract, both parties stood up at the same time, exchanged words, shook hands and applauded to congratulate the cooperation on its success.