Business negotiation, also known as business negotiation, is one of the most important business activities. The meaning of negotiation refers to that in business communication, parties with certain relations sit together for face-to-face lectures and consultations in order to keep in touch, establish contact, cooperate, reach a deal, draw up an agreement, sign a contract, demand compensation, or resolve disputes and eliminate differences, so as to reach a certain degree of compromise. A meeting between the parties involved in the chemical element line due to negotiations is called a fair.
Traditionally, business negotiation has always been regarded as a dispute of interests, and all parties concerned bargain on every inch of land in order to win or safeguard their own vital interests. So, in the negotiation, if you want to? Defeat the enemy? It is impossible not to pay attention to negotiation strategy.
At the same time, we should also see that most formal and formal negotiations pay great attention to etiquette. Most formal business negotiations are solemn meetings conducted in accordance with a series of established etiquette and procedures. In business negotiations, the correct attitude should be: pay equal attention to strategy and etiquette. If we only talk about strategy without etiquette, or only talk about etiquette without strategy, it will not help the success of the negotiations.
Below, we will discuss the related matters of the fair in detail from the perspective of business etiquette, especially meeting etiquette, that is, the etiquette of the fair. Generally speaking, the etiquette of the fair is mainly reflected in two aspects: the negotiation plan and policy. They are inseparable from each other, which determines the success of the fair. The Expo etiquette introduced below mainly involves these two aspects.
In real life, the specific forms of negotiation can be described as various. No matter what kind of negotiations business people face, they should be fully prepared to be prepared.
Business people should focus on technical preparation and etiquette preparation when preparing for negotiations.
Technical preparation for business negotiation requires negotiators to fully grasp the situation of all parties concerned in advance and understand the negotiation situation? Planning layout? And conceive and brew correct negotiation skills and strategies. Otherwise, business people may be completely in negotiations? Completely blind? , the goal is unknown, improper methods, attend to one thing and lose sight of another, failure.
Business people should keep in mind the following four basic principles when preparing business negotiations:
First, the objective principle. The so-called objective principle is that when preparing for negotiations, relevant business personnel should have objective information and an objective attitude when making decisions.
The possession of information should be objective, which requires negotiators to obtain true and accurate information as much as possible, and do not take hearsay or false information intentionally spread by the other party as the basis for their own decision-making.
The objective attitude in decision-making requires negotiators to remain sober and calm in decision-making, not to be influenced by feelings or impulsive.
Second, the principle of preliminary examination. The so-called pre-trial principle has two meanings: first, it means that business people who are ready to negotiate should review and improve their negotiation plans repeatedly in advance; Second, it means that business people who are going to negotiate should submit their negotiation plans to higher authorities or competent personnel for approval in advance.
Although the business personnel in charge of negotiation have certain authorization, they can do it under some special circumstances? Will it be outside, and your life will not be affected? Or? Act first, then act? . But this does not mean that negotiators can get carried away and go their own way. Examining your own plan in advance before negotiation can not only reduce mistakes, but also brainstorm and make the plan more perfect.
Third, the principle of autonomy. The so-called principle of autonomy means that business people should give full play to their subjective initiative, believe in themselves, rely on themselves, encourage themselves, spur themselves, and strive for success on the premise of conforming to norms and conventions? I am the center? .
Adhering to the principle of independence has two advantages: first, it can mobilize the enthusiasm of relevant business personnel and make them perform better; Second, we can strive for the initiative, or change from passive to active, and strive for a favorable position for ourselves in the negotiations.
Experienced business people know that the ideal negotiation result should not be? Life and death? 、? A larger foe? Instead, it took care of the interests and demands of all parties concerned to a certain extent, that is, reached a compromise. In the negotiation, leave room for the opponent and don't do it? Kill them all? , not only helps to maintain normal relations with rivals, but also makes business colleagues look at themselves with new eyes.
When preparing for the negotiation technically, negotiators should strive to do the following three aspects:
First of all, negotiators should know themselves and know each other. Sun Tzu said:? Know yourself and know yourself, and fight every battle? . His words of wisdom are also instructive for negotiators to prepare for negotiations. Before the negotiation, if you can understand your opponent and be prepared, then in the negotiation process, negotiators can make full use of their strengths and avoid their weaknesses, and avoid the reality. Take me as a long shot, but beat the enemy short? , to achieve better results.
The understanding of negotiating opponents should focus on the following aspects: who is the real decision-maker or person in charge among negotiating opponents; Personal information, negotiation style and negotiation experience of the negotiating opponent; The political, economic and interpersonal background of the negotiating opponent; Negotiate the opponent's negotiation plan; Discuss the main business partners and competitors of the opponent and the evolution of their relationship; Wait a minute.
Secondly, negotiators should be familiar with the procedures. The negotiating table is no better than the battlefield. Learn war from war? That kind of thing is not feasible to negotiate. Although the experience of negotiation needs to be accumulated, because the negotiation is of great importance, it is often not allowed to be a joke and no one is allowed to be present. Knowing one thing and not knowing the other? Go into battle under the following circumstances:
From a purely theoretical point of view, what is the negotiation process? Seven-part? Ring by ring, in one go. They refer to seven specific steps: inquiry, preparation, negotiation, summary, renegotiation, termination and negotiation reconstruction. Every specific step in the negotiation has its own special features? Start, direction, turn, merge? There are a series of preparatory work to be done before and after the stage, and it is necessary to analyze the specific problems of the parties. Improvise? .
Therefore, when preparing for the negotiation, business people must make more efforts and make more preparations, especially carefully study the routine procedures and their flexible changes in the negotiation, so as to be confident and calm in the negotiation process.
Finally, negotiators should learn negotiation strategies. When business people negotiate, the general guiding ideology is equality and mutual benefit, but this does not exclude efforts to defend or fight for their own interests. In fact, the success of any party in the negotiation depends not only on its strength, but also on the flexible use of negotiation strategies.
In business negotiation, any expert will be familiar with the strategies of defeating the strong with the weak, creating competition, adding fuel to the fire, winning by surprise, using time limit and containing the west, but they are very important? Apply what you have learned? Not everyone can do it. And this is exactly what business people themselves have to do.
For example, when to bid in negotiations is a major strategic issue. It is feasible to bid first if you want to be preconceived and win the initiative. If you don't understand and expect to wait and wait, then you might as well bid after your opponent. At this point, it is meaningless to simply quote first or quote later. Only by telling the facts can we tell the pros and cons clearly.
Negotiation etiquette preparation requires negotiators to pay attention to their appearance when arranging or preparing for negotiations. Preparing the negotiating place, arranging the negotiating place and arranging the negotiating seats show our seriousness and respect for the negotiating object.
When preparing for the negotiation, although the effect of etiquette preparation will be unpredictable for a while, it is absolutely essential. Compared with technical preparation, it is equally important.
Our official participants in the negotiations must have strict requirements and unified regulations on appearance. All men should have their hair cut, shaved and blown dry. No unkempt hair, no beard or big sideburns. Ladies should choose the correct and elegant hairstyle and wear light makeup, but they are not allowed to do too modern or advanced hairstyle, dye colored hair, wear heavy makeup, or use cosmetics with too strong fragrance.
In terms of appearance, business people who are most worthy of attending the Expo attach importance to clothing. It can be said that business people should wear traditional, simple, elegant and standardized formal etiquette clothes on this occasion for the sake of the overall situation of negotiations. If possible, men should wear dark three-piece suits and white shirts, plain or striped ties, dark socks and black lace-up shoes. Ladies are required to wear dark suits, skirts, white shirts, flesh-colored long-sleeved stockings and black high heels or semi-high heels.
Sometimes, at the negotiating table, people often face such people: men wear jackets, jeans, short-sleeved shirts, T-shirts and sports shoes or sandals; Women wear tights, see-through dresses, low-cut dresses, backless dresses, short dresses, jeans, sportswear or casual clothes, and all kinds of jewelry from the earlobes? Any weapons? To the ankle. People dressed like this leave the impression that they either don't respect themselves, respect others, don't pay attention to negotiations, think they are great, or have no culture at all.
According to the different places of business negotiation, it can be divided into guest-host negotiation, guest-host negotiation, guest-host negotiation in turn and third-place negotiation. Guest negotiation, that is, negotiations are held at the location of the negotiating opponent. Host negotiations, that is, negotiations at our location. The two sides take turns to negotiate, that is, they take turns to negotiate at the places where both sides are located. Third-place negotiations, that is, negotiations in places that do not belong to either party.
The locations of the above four markets shall be determined by all parties through consultation. If we, as the host, come forward to arrange the negotiations, we must play all aspects of etiquette cards? Ace？ . People often say: don't blame many people? In fact, at the Expo, isn't it? ! Use etiquette, greetings, money, etc. correctly before and after the fair. And taking care of your opponent can win trust, understanding and respect. In this sense, it can be said that in the market, the Lord is facilitating the guests, and the Lord should ask for it. A gift? Service is actually one thing.
At the fair, if we are the host, we should not only decorate the environment of the negotiation hall, prepare related supplies, but also pay special attention to the seat problem with strong etiquette.
Only in the process of some small-scale expositions or preparatory expositions can the seating problem be relaxed. We can't help paying attention to it when holding a formal meeting. Because this is not only the negotiator's respect for norms, but also the courtesy that negotiators give their opponents.
When holding bilateral negotiations, a long table or an oval table should be used. The host and guests should sit on both sides of the table. If the table is placed horizontally, the side facing the main entrance is the top, which should belong to the guest side; It should be the main party who is willing to be next to the front door. If the table is placed vertically, it should be based on the direction of entering the door, with the right side facing up and belonging to the guest side; Left side down, belonging to the main party.
When negotiating, the main negotiators of each party should sit in the middle of their own side. The rest of the staff should follow the principle of high right and low left, and sit on both sides of the main speaker from near to far. If you need an interpreter, you should arrange him to sit next to the main speaker, that is, to the right of the main speaker.
In order to avoid rudeness when holding multilateral negotiations, according to international practice, the round table is generally used as the negotiating table? Round table? . In this way, the boundaries of inferiority are diluted. Even so, in the specific seating arrangement, we still pay attention to let the participants of all parties concerned enter the venue and take their seats at the same time as possible. At least, the host should not sit in front of the guests.
In the general negotiation process, the attitudes, psychology, methods and skills of both sides have a great influence on the negotiation.
Business etiquette stipulates that business people should first renew their consciousness and establish correct guiding ideology to guide their negotiation performance. This is the so-called negotiation policy. The core of the negotiation policy is, as always, to require negotiators to treat others with courtesy, respect and understand others in solemn and tense meetings. Specifically, it is divided into the following six points:
The first principle of negotiation is to respect your opponent. Polite respect for the opponent means that the negotiator should eliminate all interference, always be polite to the negotiating opponent, and show sincere respect for the other party at any time, anywhere and anything.
In the process of negotiation, no matter what happens, always sticking to courtesy and respect for your opponent will undoubtedly leave a good impression on the other side and will also play a subtle role in future business contacts, which is called "courtesy and respect"? You give me a foot and I give you a foot? .
The survey results show that people who smile, are friendly, and have polite language and manners can help to eliminate their opponents' antipathy, indifference and resistance. At the negotiating table, keep it? Gentleman demeanor? Or? Lady style? , help to win the respect and goodwill of the opponent.
On the contrary, if you are rude, unruly, indifferent and rude in the negotiation process, and you don't know how to respect and understand your opponent, you will greatly strengthen the defensive and offensive nature of the other party, hurt or offend the other party invisibly, and unconsciously increase the resistance and obstacles for yourself.
The second principle of negotiation is to act according to law. In business negotiations, interests are the core of all parties' concerns. For either side, what is everyone concerned about? Seek advantages and avoid disadvantages? . What happens if you have to? Which of the two benefits is the biggest and which of the two disadvantages is the least? . Nevertheless, businessmen should not only strive for benefits, but also remember to act according to law.
The so-called business negotiations should be handled according to law, which requires business people to consciously establish legal ideas and advocate the supremacy of law in the whole negotiation process. All activities carried out by negotiators must conform to the laws of the country. Only in this way can we ensure the vested interests obtained through negotiations. Ignorance, luck, despair and lawlessness of the law will only harm others and themselves, and the loss will outweigh the gain.
In practice, some people like to associate the world with negotiation. If it means paying attention to dealing with interpersonal relationships with opponents and striving to promote mutual understanding and respect, then it is correct. If you want to do this in negotiations? Interpersonal relationship? In other words, it is very wrong to brag about each other, call each other brothers and be kind to each other. In fact, this is the consciousness of small farmers at work, to no avail. Because human feelings belong to human feelings and business belongs to business, any experienced businessman will not let feelings prevail over reason at the Expo. In the negotiation, attaching too much human feelings, even putting human feelings first, is really misguided. In the final analysis, people who make such mistakes have no legal concept and do not know how to do business.
The third negotiation principle is equal negotiation. What is negotiation? Negotiation refers to the bargaining between the parties concerned under reasonable and legal circumstances. It can be seen that negotiation is actually a process in which parties with different views work hard to reach a certain degree of understanding or agreement. In other words, the negotiations will only be held between the parties concerned who hold different opinions. Therefore, if we leave equal consultations, it is hard to imagine that the negotiations will succeed.
In order to insist on equal consultation in negotiations, it is important to pay attention to two aspects: on the one hand, all parties to the negotiations are required to be equal and consistent and respect each other. It is not allowed to bully the small with the big and bully the small with the big. If the status of the parties concerned is unequal at the beginning of the negotiation, it is difficult to reach an agreement that convinces all parties; On the other hand, the negotiating parties are required to negotiate, that is, to discuss with each other and seek understanding, rather than forcing or cheating to reach an agreement.
At the fair, if we want to negotiate on an equal footing, we must convince people by reasoning. If you want to negotiate, you must be reasonable. It is necessary to judge reason by reason, find reason unreasonably, and be justified. In that case, it will be easy? Self-contained? Convince each other.
The fourth principle of negotiation is to seek common ground while reserving differences. A world-famous negotiator once said: The so-called negotiation is a series of constant demands and one compromise after another. ? His vernacular will certainly help business people to deepen their understanding of the nature of negotiations.
In any normal negotiation, there are no absolute winners and absolute losers. On the contrary, all parties concerned will gain or safeguard their own interests more or less through negotiations, that is to say, everyone has reached a compromise in certain procedures, but what about each other? There is no way to go because of the winding water flow in the mountains, and a mountain village suddenly appears in the willow-green flower bay. ?
Experienced business people know that since all parties concerned have agreed to sit down and negotiate, they must not force it at the negotiating table? A price? , unchanged, go your own way. Otherwise, it is self-restraint and self-deception. There is a simple reason. At the negotiating table, all related topics can be discussed.
At the fair, a compromise was reached through mutual concessions by all parties concerned. The so-called mutual concession means that all parties concerned have made concessions. However, this mutual concession does not mean that all parties concerned will make concessions. In fact, real reciprocal concessions are always difficult to make. The compromise reached at the fair is acceptable as long as it is fair, reasonable and voluntary, and as long as all parties try their best to safeguard or strive for their own interests.
The fifth principle of negotiation is mutual benefit. The reason why it has been repeatedly stressed above is that the most ideal negotiation result is that all parties concerned reach a compromise acceptable to everyone. In the final analysis, it is for the parties concerned to achieve mutual benefit through negotiations.
In business communication, negotiation has always been regarded as a kind of cooperation or preparation for cooperation. Therefore, the most successful result of a business negotiation should be that all participants in the negotiation can get what they need, and they have achieved certain success and gained greater benefits. In other words, business negotiation is first of all benefit sharing and win-win. If business negotiation is regarded as? One-time deal? Advocating that the more you win, the better, even fighting with your opponent? Life and death? Strive for the final result of the Expo with one's own great victory and the complete failure of the opponent, which will definitely endanger the further cooperation with the other side and let the society produce for itself? Fierce? 、? Can't tolerate people? Bad impression.
Therefore, when business people attend the fair, they must strive for a result that benefits both themselves and others. In modern business society, the most important thing is that partners and rivals are in the same boat. We should talk about both competition and cooperation. The benefits you get should not be based on hurting your opponent or partner, but should be mutually beneficial. For this kind of business ethics, business people must abide by it in negotiations.
The sixth principle of negotiation is separation of personnel. At the fair, negotiators must separate people from things when dealing with their opponents.
In negotiation, people and things of opponents should be separated, which requires business people to remember that friends belong to friends and negotiations belong to negotiations, and the boundaries between the two cannot be confused.
The correct understanding is that we should be at the negotiating table, and everyone is determined to win the set goals, which is unforgivable. So, you can't count on an old friend of your opponent? Don't forget the old love? Conscience, to yourself? Go easy on me or something? Connect with foreign countries? Don't blame each other? Forgetting righteousness and valuing profit? ,? Not enough friends? , to yourself? Too dark? .
It has been made clear that business negotiation is not a life-and-death war between people, so business people should talk about the matter, and don't let their subjective likes and dislikes of negotiating opponents prevent them from solving practical problems.
Business people should know the situation of their negotiating opponents at the fair, don't make unrealistic demands on each other, and don't think of giving alms or returning their feelings in wishful thinking.
Similarly, businessmen are at the fair, right? Things? Be serious, right? People? Be friendly. Right? Things? You can't argue, can you? People? No offense. Otherwise, what should business people do in business negotiations? A little intolerance leads to great mischief? That's no wonder others.
In the business world, there is a jargon called? Don't gentlemen seek wealth and not gas? . It warns you once again that impulsiveness will do more harm than good in any occasion of business communication, including trade fairs.
At the same time, there is a famous saying popular in the business world, called? A gentleman loves money and takes it wisely? . It is also reasonable to apply it to negotiations. It tells business people that if they want to protect their own interests and reduce their losses as much as possible in business negotiations, they should work hard on the principles, strategies and skills of negotiation in order to be successful at the fair. If you put your mind elsewhere, or even expect to win a surprise victory with shady crooked ways, then don't be wishful thinking, it's self-deception.
Fourth, the principle of giving consideration to both. The so-called principle of giving consideration to both parties is to require business people to think of each other as much as possible and take the initiative to reserve certain interests for each other in the preparation and negotiation process without damaging the fundamental interests of the other party.