First, create a good negotiation atmosphere.
The opening stage of negotiation refers to the beginning stage of face-to-face negotiation after the preparatory stage of negotiation. The beginning of the negotiation has a decisive influence on the whole negotiation. Because from this stage, the two sides formally enter face-to-face negotiations, negotiators will get the first impression of each other, revealing basic information such as personality, style, attitude, strategy and expectation. , form the basic atmosphere of negotiations, clarify the basic attitudes of both sides, and determine the basic methods and procedures of negotiations. No matter what kind of initial topics and discussion methods are chosen, they will have a direct impact on future negotiations and solutions, and even affect the pattern and prospects of the whole negotiation.
1. Make a good first impression.
The so-called "first impression" means that in a short contact with the other party, the other party determines your character and image according to your physique, face, facial expression, hairstyle, posture, speaking volume, movements and environment. Therefore, the first thing to do is to gain each other's goodwill and establish a relationship of mutual respect and trust.
2. Create an appropriate negotiation atmosphere
A good negotiation atmosphere is conducive to the smooth progress of the negotiations. To establish a good atmosphere, we can start with easy topics to exchange feelings, such as our own experiences, people we have interacted with, football matches, weather and so on. , and discuss issues of common interest first, issues of common interest, can temporarily avoid the differences between the two sides.
solve problems
Breaking the topic refers to the process that the two sides change from greeting to topic, and its time is generally determined according to the nature of the negotiation and the length of the negotiation time. Under normal circumstances, it is advisable to control the time for solving questions at 2% ~ 5% of the total negotiation time. For a long time or multiple rounds of negotiations, the cycle of "breaking the topic" can be relatively extended. For large-scale talks between negotiators in different places, you can spend a whole day organizing sightseeing, communicating feelings, enhancing understanding and creating a good atmosphere for formal negotiations.
4. Master the correct startup mode.
At the beginning of the negotiations, each other was in the stage of detection, observation and adjustment. Both sides want to find out each other's cards, and they are often passive in action, and sometimes there will be awkward silence. At this time, negotiators can take advantage of this opportunity to find a suitable opportunity and put forward a plan that can be affirmed by the other party first, so as to make the negotiation situation develop in the direction set by themselves as much as possible. During the negotiation, all parties will clearly express their different positions and viewpoints and expose their differences. At this stage, all parties should put their differences on the table and then discuss them calmly with a frank attitude in order to properly solve the problem. Therefore, we should pay attention to the appropriate topic, use favorable words, do not use discriminatory words, taboo words of the other party, and use special words with caution. Before speaking, the content of the speech should be compressed, refined, sorted and summarized, so as to highlight the key points and be vivid. Being good at listening to the other party's speech is conducive to understanding the real purpose and intention of the other party, thus providing an objective basis for adjusting the negotiation strategy.
Second, the strategic choice in the opening stage.
1. Consistent Open Policy
The consistent opening strategy is to lure the opponent into your established arrangement by asking questions or supplementing at the beginning of the negotiation, so that the two sides can reach a consensus. The so-called inquiry method refers to designing the answer as a question to ask the other party, such as "What do you think of putting the price and payment method behind?" The so-called supplementary way refers to the way to supplement the other party's opinions and make their own opinions become the other party's opinions. In this way, it should be noted that the question of soliciting the opinions of opponents should be irrelevant, and the opinions of opponents on this issue will not affect their own interests. In addition, when agreeing with each other's opinions, don't be too flattering, so that the other party feels that it is out of respect, not flattery.
2. Keep the open policy
The reserved opening strategy means that at the beginning of the negotiation, the key questions raised by the negotiating opponents are not answered thoroughly and accurately, but reserved, thus creating a sense of mystery for the opponents and attracting them into the negotiation. When adopting the reserved opening strategy, be careful not to violate the moral principle of business negotiation, that is, to be frank, and the information transmitted to the other party can be vague information, but not false information. Otherwise, you will be in a very embarrassing situation.
3. Frank opening strategy
Frank and open strategy refers to stating one's views or ideas to the negotiating opponents in an open and honest way, thus opening up the situation for negotiations. A frank and open strategy is more suitable for both parties with long-term cooperative relations. In the past, both sides were satisfied with the cooperation, got to know each other better, did not need too much formality, reduced a lot of diplomatic rhetoric, saved time, and directly and frankly put forward their own views and demands, which made the other side more confident in themselves. When adopting this strategy, we should comprehensively consider many factors, such as our identity, our relationship with each other, and the negotiation situation at that time.
4. Offensive opening strategy
Offensive opening strategy refers to expressing one's tough stance through language or behavior, so as to gain the necessary respect from the other side, and then create psychological advantages and make the negotiations go smoothly. We must be careful to adopt an offensive opening strategy, because trying to show our strength at the opening stage of the negotiations will make the opening of the negotiations in a tense atmosphere, which is extremely unfavorable to the further development of the negotiations. Offensive opening strategy is usually only used in this situation: it is very unfavorable to find that the negotiating opponent is deliberately creating a low-key atmosphere. If this trend is not reversed, it will harm his own vital interests. The offensive opening strategy can reverse the low-key atmosphere that is not conducive to one's own side and make it move towards a natural atmosphere or a high-key atmosphere. However, the offensive opening strategy may also make the negotiations deadlocked from the beginning.
5. Key opening strategies
Critical opening strategy refers to severely criticizing the opponent's mistakes or etiquette mistakes at the beginning to make him feel guilty, so as to create a low-key atmosphere and force the other party to make concessions.
The opening strategy adjustment can get a lot of valuable information through initial contact and negotiation with the other party. Therefore, it is necessary to make appropriate adjustments to the original negotiation plan, such as what aspects of the original negotiation plan are insufficient, what judgments are wrong, and what adjustments are needed to the negotiation objectives and strategies, so as to take the initiative in substantive negotiations.