There are many important steps to complete a foreign trade order, including simple inquiry, in-depth communication, business negotiation, order closing, etc. Therefore, the final decision of every order requires business negotiations.

However, business negotiation is not only an area that many foreign traders attach importance to, but it is also an area that foreign traders worry about. Because negotiation means exchange of interests and conflicts of interest, and even serious verbal disputes may occur.

On the one hand, this involves the company's interests and business benefits. The company's interests cannot be damaged, and business benefits are expected to be guaranteed; on the other hand, it also affects the relationship between the two parties, and the friendly relationship between the two parties does not want to be damaged. affected by negotiations.

1. Be confident when negotiating and communicating - "You can ask me any question."

In business negotiations, anyone who intends to achieve the purpose of the negotiation wants his communication The opponent is a very important figure.

The most direct way to make your opponent think you are a decision-making person is to tell him "You can ask me any question." (You can ask me any question.)

If you always appear nervous in front of the other party, either looking around or absent-minded, the other party will definitely doubt the sincerity of the negotiation and communication between you and him. Therefore, you must be confident in every communication situation.

2. Recognize each other's expertise and abilities - "I know you are good at..."

I believe that everyone is impressed by their own strengths and skills. Glory. And showing your counterpart that you recognize his or her abilities will be very helpful in building trust between both parties: "I know you are good at handling difficult situations..." (I know you are good at handling difficult situations...)

A word of agreement with the other party will greatly shorten the distance between the two parties, thereby promoting better negotiation. Regarding the outcome of the negotiation, I believe he will not let you down.

3. Show confidence and determination to handle the problem well - "I believe our experts can give you valuable suggestions for..."

Many times, our negotiating opponents also You will encounter some difficult problems. When the other person is worried about a certain problem and you can just help him, say "I believe our experts can give you helpful advice for the problem in your company." )

Although it is just a simple conversation, it is enough to make the other party feel relieved. In many cases, the other party will immediately show a cooperative and cooperative attitude, and the difficulty of handling the problem will be relatively reduced.

4. Confirm the key details of the negotiation at any time - "Is this what we decided?"

In business negotiations, it involves delivery conditions, delivery date, and even transaction amount. When negotiating, in addition to verbal recitation at the time of negotiation to confirm, after the contract is drawn up, it is also necessary to review it in detail.

Once you find any doubts, you should immediately ask the other party "Is this what we decided? " (Is this what we decided?)

If the content of the contract is really wrong, just You should tell the other party "I'll have to return this contract to you unsigned." , and must not be vague.

5. Try to find out the crux of the problem between both parties - "What seems to be the trouble?"

There are potential reasons for every behavioral conflict or misunderstanding between the two parties. Why do your old customers stop ordering from your company? Why can't the other party meet your expectations?

When this happens, proactively explore the cause immediately. Only by knowing the crux of the problem can we communicate.

Ask the other person "What seems to be the trouble?" (Is there any difficulty?) or "Is there something that needs our attention?" (Is there anything that needs our attention?)< /p>

Although these questions are very simple, they are enough to show your concern for the problem and your attitude in handling the problem. In many cases, the other party will be happy to tell you a treat.

6. Solve the problem with sincerity - "Please tell me about it."

When a customer complains to you, what you should do is try to appease him. The best way is to express concern and sincerity in resolving his complaints.

At this time, your words "Please tell me about it" (Please tell me about this matter.) or "I'm sorry for my error and assure you I will take great care in performing the work" (I'm sorry for my mistake and assure you that I will do my best to deal with this matter.)

These words will make the other person feel that you are responsible and will restore their respect for you. trust.

7. Make the negotiating opponent give a positive answer - "Is it important that...?"

By continuously asking questions that will cause the communication opponent to give a positive answer, and finally guide him to you It will definitely take a lot of effort to reply in the affirmative to the main suggestions. Usually, the opponent will only answer "Yes" happily when he only asks questions that are beneficial to him.

Therefore, before starting a communication situation, you might as well think carefully about the conditions you want the other party to accept and what benefits they will have. Try to use "Is it important that...?" Not important to you?) or "Is it helpful if ...?"

Once you get a positive reply from the other party, make your suggestion approved. It's not difficult anymore.

8. Sometimes make appropriate concessions - "The best compromise we can make is..."

The most common example of mutual concessions between two parties in communication is bargaining. The buyer hoped that the seller would give a 40% discount, but the seller said that the maximum discount could only be 10% off. After a while of bargaining, the two parties finally reached an agreement on a 20% discount.

No matter how aggressive your opponent is, you always have to make a final concession: "The best compromise we can make is..." (The best compromise we can make is...) or "This is the lowest possible price." (This is the lowest possible price.)

Once you make a decision, be firm, otherwise you may suffer more losses if you give in too much.

9. Not hearing clearly how to ask the other person to repeat the words - "Would you mind repeating it?"

Although they are foreign traders, not everyone is proficient in English. English is not our native language, so it is natural not to understand it, but if you pretend to understand it even though you don’t understand it, there are hidden dangers and risks.

In fact, it is not difficult to ask someone to repeat or explain it more clearly. You just need to say "Would you mind repeating it?" (Would you mind repeating it?). I believe that the other person will not only say it again, but also continue The speed will be slower. If you still don't get it, stick with the old trick: "Could you explain it more precisely?"

For anyone, a sincere sentence The inquiry is worth answering and there is no loss to either party.

10. Disclose bad news in a timely and tactful manner - "Bad news, I'm afraid."

Disclosing bad news to the other party in a timely manner also requires some skills. When it comes to price increases or other bad news, it’s best to inoculate customers first.

For example, telling him "Bad news, I'm afraid" (I'm afraid it's bad news) first can convey your message well. When the other party is mentally prepared for something to happen, it will be easier for them to accept it.

11. Learn to say "No" - "No, but..."

In business negotiation and communication, when it is time to refuse, you should say "No" resolutely. Instead of using "That's difficult" in a roundabout way, it will make the other party feel that you did not agree simply enough, instead of refusing politely.

If you say "No, but...", the other party will clearly know that you have refused, but it seems that you can still talk. At this time, because you have used "No" to contain the other party first, you are in a favorable position for communication.

The technique of saying "no" involves psychological negotiation and must be used with caution, otherwise you may miss some orders due to lack of control.

12. Record the agreements reached at the meeting one by one - "Let's have the agreed items recorded."

Before the meeting, you need to prepare the record of the agreement. In order to avoid disputes or renegotiations when signing a contract, minutes of agreements should be made on the items agreed upon during the negotiations and circulated at the end of the meeting.

At the same time, every time you reach an agreement, please remember to remind the other party "Let's have the agreed items recorded."

The purpose of business negotiation is not to win or lose, but to win alone. Win-win, win-win.

Grasp the 12 golden phrases of business negotiation, think more from the other party’s perspective, and weigh the interests of both parties. The business negotiation between you will definitely be friendly and mutually beneficial.

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I am a new partner in the foreign trade workplace, Shen Wenxinghu, welcome to pay attention.

Keep moving forward, thanks for having you!

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