The first principle of negotiation is to respect the opponent. Courtesy and respect for opponents means that negotiators should eliminate all interference, always be polite to their negotiating opponents, and show sincere respect to each other at all times, everywhere and everything. In the process of negotiation, no matter what happens, always adhere to the courtesy and respect to the opponent, which will undoubtedly leave a good impression on the other side, and it will also play a subtle role in future business exchanges, that is, the so-called? You respect me a foot, I respect you a foot? .
The survey results show that people who are smiling, friendly, polite in language and manners will 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 in the process of negotiation, you are rude, unruly, indifferent, rude in language, and don't know how to respect and understand your opponent, it 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 in accordance with the law. In business negotiations, interests are the core of all parties' concerns. For either side, what is everyone paying attention to? Seek advantages and avoid disadvantages? . If you have to, what will happen? Which of the two benefits is the greatest, and which of the two evils is the least? . Nevertheless, business people should not only fight for interests, but also remember to act in accordance with the law.
The so-called business negotiation should be handled according to law, which requires business people to consciously establish legal thoughts and advocate the supremacy of law in the whole process of negotiation. All the activities carried out by the negotiators must be done in accordance with the laws of the country. Only in this way can we ensure the vested interests obtained through negotiations. Legal ignorance, luck, desperation and lawlessness will only harm others and themselves, and the loss will outweigh the gain.
In practice, some people like to add the worldly wisdom to the negotiation. If it means paying attention to dealing with interpersonal relationships with opponents and striving to promote understanding and respect between the two sides, then it is correct. If you mean to do it in a negotiation? Human relations? That is to say, it is very wrong to brag about each other, call each other brothers and give them small favors. In fact, this is the consciousness of small farmers at work, and it doesn't help. Because human feelings belong to human feelings and business belongs to business, any experienced business person will not let emotion prevail over reason at the fair. In the negotiation, it is really misguided to attach too much human feelings or even focus on it. In the final analysis, people who make such mistakes have no legal concept and do not know how to do business.
the third principle of negotiation is to negotiate on an equal footing. What is the negotiation? Negotiation means that the parties concerned bargain under reasonable and legal circumstances. It can be seen that negotiation is actually a process in which parties with different views make efforts to reach a certain degree of understanding or agreement. In other words, the negotiation will only be held between the parties concerned with different views, so if we leave the equal consultation, it will be difficult to imagine a successful negotiation.
To insist on equal consultation in the negotiation, it is important to pay attention to two aspects: on the one hand, it is required that all parties in the negotiation should be equal, consistent and respect each other. It is not allowed to bully others and bully the small with the big. If the parties concerned are unequal in status at the beginning of the negotiation, it is difficult to reach an agreement that will convince all parties; On the other hand, it is required that all parties to the negotiation should negotiate, that is, discuss with each other and seek understanding, rather than force or cheat to reach an agreement.
at the fair, to negotiate on an equal footing, we must convince people by reasoning. If you want to negotiate, you must be reasonable. We must judge reason by reason, find reason unreasonably, and reason consistently. In that case, it's 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 compromises one 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 negotiation, that is to say, everyone has reached a compromise in a certain procedure, and each other? The mountain overlapping water flow twists and turns is worried that no way can walk, the willow green flowers suddenly appear a mountain village. ?
experienced business people know that since all parties concerned have agreed to sit down and negotiate, they can never insist on it at the negotiation table? A price? , invariable, go its own way. Otherwise, it is self-restraint and self-deception. The reason is very simple. At the negotiation table, all relevant topics can be discussed.
At the fair, compromise was achieved 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 practice, real reciprocal concessions are always difficult to make. The compromise reached at the fair is acceptable to all parties concerned as long as it is fair, reasonable and voluntary, and as long as they try their best to safeguard or strive for their respective interests.
the fifth principle of negotiation is mutual benefit. The reason why the above has repeatedly stressed that the most ideal negotiation outcome is that all parties concerned have reached a compromise acceptable to everyone. In the final analysis, it is to enable all 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 outcome 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. That is to say, business negotiation is first of all about sharing interests and winning together. If business negotiation is regarded as? One-time deal? Advocating that the more you win, the better, and even fighting with your opponent? Life and death? Strive for the final result of the fair with one's own great victory and the complete failure of one's opponent, which will certainly endanger the further cooperation with the other party and make the society produce for oneself? Fierce? 、 ? Can't tolerate people? Bad impression.
Therefore, when attending the fair, business people must strive for an outcome that is both self-serving and beneficial to others. In modern business society, the most important thing is that partners and opponents are in the same boat. We should talk about both competition and cooperation. The interests you gain should not be based on harming 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 to separate personnel. At the fair, negotiators must separate people from things when dealing with the relationship between themselves and their opponents.
In the negotiation, to separate the opponent's people from things requires business people to remember that friends belong to friends and negotiations belong to negotiations when they get along with each other, and the boundary between them should not be confused.
the correct understanding is that we should be at the negotiation table, and everyone is determined to win the set goals. Therefore, you can't expect old friends among your opponents to? Don't forget the old love? Conscience, to yourself? Go easy on me Or? Connect with foreign countries? Don't blame each other? Forgetting righteousness over 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 deal with it on the basis of facts, and don't let their subjective likes and dislikes of negotiating opponents prevent them from solving practical problems.
business people should understand the situation of their negotiating opponents at the fair, and don't make unrealistic demands on each other, or be wishful thinking about giving alms or returning feelings to themselves.
similarly, business people are at the fair, right? Things? Be serious, right? People? Be friendly. Right? Things? You can't argue, right? People? No disrespect. Otherwise, what if the business people are in business negotiations? A little intolerance leads to great mischief? , that's no wonder others.
in the business world, there is a jargon called? Does a gentleman seek wealth but not gas? . It warns you once again: being impulsive will do more harm than good in any occasion in business communication, including the fair.
at the same time, there is another famous saying popular in the business world, which is called? A gentleman loves money and takes it wisely? . It is also reasonable to apply it to the negotiation. It tells business people that if they want to protect their own interests and reduce their own losses as much as possible in business negotiations, they should work hard on the principles, strategies and skills of the negotiations, so as to get success in the fair. If you use your mind in other places, or even expect to win a surprise victory by shady crooked ways, you should not be wishful thinking, which is self-deception.