1. Principle of equality

Equality is an important prerequisite for the smooth progress and success of international business negotiations. In international economic exchanges, the negotiation activities between enterprises not only reflect the relationship between enterprises, but also reflect the relationship between countries, and each other requires equal trade and economic cooperation on the basis of respecting their respective rights and national characteristics. In international business negotiations, the requirement of equality includes the following aspects:

(1) All parties to the negotiation have equal status. Countries, big or small, rich or poor, enterprises, strong or weak, and individuals, regardless of their power, have equal status in economic and trade negotiations. Don't be bossy and domineering, and impose your views and will on each other. All parties to the negotiation respect each other's sovereignty and wishes, and negotiate on a voluntary basis according to each other's needs and possibilities. Differences in interests and opinions should be properly resolved through friendly consultations, rather than forcing others to do so. Never use coercion or deception to achieve the purpose of your own transaction, nor can you accept the coercive opinions and unreasonable demands of the other party. The use of tough and coercive means can only lead to the breakdown of negotiations.

(2) All parties to the negotiation have equal rights and obligations. In business negotiation, all countries have equal rights and obligations, so they should enjoy their rights equally and undertake their obligations equally. The rights and obligations of the negotiators are embodied in a series of trading conditions of the negotiating parties, including prices, standards, materials, plans, tariffs, transportation, insurance, etc., which involve the trade interests of all parties. For example, in the World Trade Organization, trade and negotiations between countries should be reduced fairly and reasonably in accordance with relevant rules, especially the non-tariff barriers should be restricted or eliminated. Each party to the negotiation is the possessor of its own interests, has the right to get what it needs from the negotiation, and has the right to ask for a fair deal with equal value, mutual benefit and gains. Price is the concentrated expression of trading conditions in business negotiations, and it is inevitable for all parties to bargain. However, it is beneficial for both parties to negotiate according to fair and reasonable prices and to negotiate the price level of import and export commodities on an equal footing in the international market. In order to bridge the differences in price and other trading conditions and solve the disputes in the negotiations smoothly, it is necessary to judge different opinions by fair standards, which should be the standards agreed by all parties in the negotiations. In terms of negotiation information, negotiators have both the right to obtain real information and the obligation to provide real information to each other. The proposal, selection and acceptance of negotiation scheme and other conditions should conform to the principle of equality of rights and obligations. The more rights negotiators enjoy, the more obligations they have to undertake, and vice versa.

(3) The parties to the negotiation are equal in signing and carrying out the contract. The result of business negotiations is the signing of trade and cooperation agreements or contracts. The drafting of the terms of the agreement must be fair and reasonable, which is conducive to the realization of the goals of all parties to the negotiation and the maximum satisfaction of the interests of all parties. Signing a contract and keeping the contract should make "each side wins". This sentence by American scholar Neil Lunberg fully embodies the requirement of equality in negotiations, which can be said to be the wisdom of successful negotiations. Once the negotiation contract is established, all parties in the negotiation must "honor the contract and keep promise", "keep your word and do what you want", strictly abide by it and strictly implement it. It is not allowed to attach any unreasonable conditions when signing a contract, and it is not allowed to break the contract at will or unilaterally when performing the contract, otherwise, it will harm the interests of the other party with unequal behavior.

2, the principle of mutual benefit

In international business negotiations, equality is the premise of mutual benefit, and mutual benefit is the purpose of equality. Equality and mutual benefit are two closely related and organically unified aspects of the principle of equality and mutual benefit. Fighting, playing ball and playing chess usually ends in a win and a loss. International business negotiations can't end in winning or losing, and the interests of all parties should be taken into account. To this end, we should do the following.

(1) Give it what it needs. Negotiation in international business activities is, in the final analysis, to show that the other party can get help and cooperation from the other party to achieve their own interests, or to get what they need from the other party through negotiation.

first of all, put yourself in the other person's shoes. Treat each other's interests as important as their own, show understanding and sympathy for their wishes, needs and concerns, be humane, establish an emotional identity relationship, and psychologically open the door for each other to accept themselves. It should be remembered that although the negotiation is a "battle" of theory, it is "emotion" that moves people at the negotiating table, and often "emotion" precedes "reason".

Secondly, we should know what the other party's interests are in business negotiation. The position of negotiation is often specific and clear, but the interests are hidden behind the position. Out of caution, the other party will not express it easily, even if it is revealed, it is very measured and attentive. Therefore, to understand each other's needs, we should explore subtly, ask strategically, keenly appreciate the "words in the words" and catch the "words behind the lines" tactfully.

Third, meet the needs of the other party with a clear aim on the basis of knowing them. This is the purpose of the previous behavior and the most important link. Considering and taking care of the other party's interests in business negotiations will cause the other party's positive reaction and promote the formation of a negotiation pattern that attracts and promotes each other. One's active altruism can arouse the attention and concern of the other party. All parties to the negotiation usually have the interests that they strive to achieve in the negotiation. Therefore, for the sake of the other party, it is necessary to meet their basic needs according to the interests of the other party. In the case of inconsistent goals and requirements, we should try our best to find the compatible points of both sides' interests and meet their needs. In addition, we should also pay attention to the needs of the other party's non-economic interests, such as security, belonging, self-esteem, identity, honor, etc. If these needs are met, sometimes they will have some unexpected effects, so that the substantive issues in the negotiations can be easily solved and they will benefit endlessly. Shakespeare said, "When people are satisfied, they will pay a high price." A clever negotiator naturally understands the secret.

(2) Seek common ground while reserving differences. If the interests of the negotiating parties are completely consistent, there is no need to negotiate, so the premise of negotiation is that there are differences in interests, conditions and opinions of all parties. International business negotiation, in fact, is a process of bridging differences through consultation, making all parties' interests and goals tend to be consistent and finally reaching an agreement. If the differences widen because of the escalation of disputes and intransigence, it will easily lead to the breakdown of negotiations. And if you want to make all the differences agree, it is neither possible nor necessary to negotiate. Therefore, an important requirement of mutual benefit is to seek common ground while reserving differences, seek common ground while reserving differences. All parties to the negotiation should seek common interests, properly resolve and try to ignore immaterial differences. This is an important condition for the success of business negotiations.

first of all, we should put the pursuit of common interests in the first place. In international business negotiations, the "agreement" of all parties is the basis for the negotiation to proceed smoothly and achieve the expected purpose. From disagreement to disagreement is tantamount to invalid negotiation. Differences in negotiations are usually manifested as differences in interests and differences in positions. Each party involved in the negotiation should pursue its own interests, and because of its different position, price concept and handling attitude, its position on interests is different. It should be pointed out that it is difficult for the negotiating parties to reach an agreement from their inherent positions. Only by aiming at interests can they find similarities. Moreover, the purpose of international business negotiations is to seek the same interests of all parties, not the same positions. Therefore, we should focus on the interests of all parties, rather than opposing positions, and aim at seeking common interests. This is to seek common ground, that is, to seek common interests.

However, it is difficult to seek the same interests, as long as they are consistent in general and principle, which is a further understanding of seeking common ground. Seeking common ground is an important content of mutual benefit. If negotiators only pursue their own interests, without considering the interests of the other side and paying attention to the interests of both sides, it is bound to expand opposition and interrupt negotiations, and all parties will not gain anything. A successful business negotiation is not to put the other side in a crushing defeat, but to reach a mutually beneficial agreement. Negotiators all participate in the negotiations with the attitude of seeking common interests, and all parties can achieve their goals to varying degrees. Lincoln once said with deep feeling: "The way I start and win a negotiation is to find a point of agreement." The premise of negotiation is "difference", the good beginning of negotiation is "similarity", and the driving force and destination of negotiation lies in "similarity".

Secondly, try to find out the similarities of all parties. International business negotiation is a process of exchanging interests, and this exchange is clearly reflected in the agreement at the end of the negotiation. At the beginning of the negotiation, the interests of all parties are still unclear or unclear. With the gradual deepening of the negotiation, smart negotiators can actively seek the compatibility or * * * similarity of their respective interests from the collision of various opinions, and then further explore the combination of their basic interests. Even if there are many differences in the interests of the negotiating parties, they can always find some similarities or similarities, otherwise there will be no basis and possibility for negotiations at the beginning. In order to guide the other side to reveal its interests, we should actively and strategically explain our own interests in the negotiations. As long as you don't show contempt or disregard for each other's interests, you can state the importance of your own interests with a firm attitude. Adhering to the principle of mutual benefit inherently includes adhering to one's own interests, only to lay this self-persistence on the basis of recognition and accommodation of the other's interests. Ignoring and excluding the interests of the other party and hiding and weakening their own interests are not conducive to seeking the similarities between them, and will hinder the normal realization of the negotiation goals. When explaining one's own interests, we should strive to be concrete, vivid and emotional, so as to increase the appeal and arouse the other's concern. In the process of coordinating different requirements and opinions, we should exchange the minimum loss of the other party for the maximum gain, not the other way around.

third, limit the differences and differences within the scope of harmony. Seeking common ground means reserving differences at the same time, and reserving differences reflects the mutual benefit of all parties to the negotiation. It is absolutely unrealistic, and the difference is too big to be mutually beneficial. As far as business negotiation is concerned, "small difference" is not only a quantitative concept, but more importantly, it has a qualitative meaning. There are two aspects to its qualitative requirements. One is the difference between the non-interests of the negotiating parties, and the other is that if there is a difference in interests, it should be a difference in non-basic interests. This is the inherent requirement of mutual benefit, and it is the principle boundary of reserving differences in negotiation agreements. The different interests and needs of the negotiating parties can be divided into compatibility and exclusion. Exclusivity, as long as it does not contradict the above principles, is allowed to exist in the negotiation agreement; If they are compatible, they can take what they need, complement each other and satisfy each other.

(3) compromise. In international business negotiations, mutual benefit is not only manifested in "mutual gain", but also in "mutual accommodation". The complete meaning of mutual benefit should include "doing something" and "not doing something" to promote the interests and goals of all parties in the negotiations. We should not only uphold and safeguard our own interests, but also consider and satisfy each other's interests, giving consideration to both sides' interests and seeking common interests, which means "doing something"; It is "doing something wrong" to make necessary concessions for the non-basic interests differences that are difficult to coordinate and face the situation that uncompromising is not conducive to reaching a negotiation agreement. Profit and profit in negotiation are dialectical unity. Compromise can avoid conflict, and concession can prevent deadlock. The essence of compromise and concession is to take retreat as progress, promote the smooth progress of negotiations and reach an agreement.