As the saying goes, "Know yourself and know yourself, and you will win every battle." The preparation before the negotiation is nothing more than "know yourself and know yourself" and "know yourself and know yourself".
The so-called knowing each other is to understand the etiquette habits, negotiation style and negotiation experience of the negotiating opponents through various methods; Don't violate the taboo of the other party, so as not to make the negotiation unhappy because of some cultural etiquette problems. Germans are our role models in this respect. Before doing business, Germans should know the above situation of each other, and don't worry at the beginning of the negotiation. They know each other's credit status, product quality, reputation problems, performance and so on. Through customers and other personnel, and only after thorough and detailed investigation, they can negotiate with you or even sign a contract. "Confidante" refers to knowing your own strengths and weaknesses, the information and data you need to prepare, the purpose you need to achieve, how to guess the other party will negotiate, and how you should answer.
2, the principle of mutual benefit
The so-called principle of mutual benefit 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 when preparing for and during negotiations, without damaging the fundamental interests of the other party. Experienced business people know that the ideal negotiation result should not be "life-and-death" or "larger foe". But to take care of the interests and demands of all parties concerned to a certain extent, that is, to reach a compromise.
3, the principle of equal consultation
In the negotiation, you should convince others by reasoning, not be superior. Negotiation is a contest of wisdom, and people should be convinced by reasoning. Only hard facts, accurate data, strict logic and artistic means can lead the negotiation to the desired victory. Negotiations are conducted on the basis of equality and top-down respect.
4. The principle of separation between people and things
At the fair, negotiators must distinguish between people and things when dealing with their opponents. Remember that friends belong to friends and negotiations belong to negotiations. Don't confuse the boundaries between the two. The correct understanding is that we should be at the negotiating table, and everyone is determined to win the set goals, which is unforgivable.
5. The principle of seeking common ground while reserving differences
Business negotiations should make all aspects of negotiations fruitful, and everyone is a winner. We must adhere to the principle of seeking common ground while reserving differences. Pay attention to forgive each other in all kinds of etiquette details. Once something unpleasant happens, it is advisable to be tolerant.
6, the principle of politeness to the 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 respect your opponent, which will undoubtedly leave a good impression on the other side and play a subtle role in further business communication.
7, 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, business personnel preparing for negotiation should submit their negotiation plan to the superior supervisor or person in charge for examination and approval in advance.
The basic principle of business negotiation etiquette: the preparation etiquette of business negotiation
The process of business negotiation is usually short, but it must solve important problems that are crucial to the organization. Therefore, careful and thoughtful preparation is a necessary step for the success of the negotiations. On the contrary, negotiating without knowing each other is like rushing into battle without studying each other during the war. Negotiation etiquette preparation means that when arranging or preparing for negotiations, negotiators should be familiar with negotiation steps, their own documents, prepare negotiation venues and arrange negotiation seats to show our seriousness in negotiations and respect for the negotiators.
1, business people's preparation etiquette
This happened in a Belgian gallery: an American art dealer took a fancy to three paintings brought by Indians and priced them at $250. The American art dealer refused to pay this price, and the negotiations between the two sides reached a deadlock. The Indian was angered and ran out angrily, burning one of the paintings in front of the artist. It is a pity for American art dealers to see such a painting burned down. When he asked how much the remaining paintings cost, the answer was still $250. American art dealers once again rejected the price, and Indians were determined to burn one of the paintings. Currently, American art dealers
As a result, the last painting in the hands of Indians sold for $600.
This case shows that when business people negotiate, negotiators should be familiar with procedures and learn negotiation strategies and language skills. 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 negotiations, pay attention to the etiquette of speaking on this occasion, don't be rude and don't use words to hurt people.
Basic principles of business negotiation etiquette: specific preparation for business negotiation
(1) Determine the negotiators and assemble the negotiating team. The negotiators must be familiar with the situation of both parties, understand the business, be good at communication, be eloquent, resourceful and efficient, and be able to accurately analyze problems, make decisive decisions and finally make a decision. On this basis, the enterprise selects and determines the personnel involved in the negotiation and forms a negotiation team. The negotiation team is also skilled, generally 2-4 people are appropriate, and 13 people cannot be used.
(2) Determine the objectives, formulate the negotiation plan and process, analyze the conditions and requirements that the other party may put forward, the possible differences and oppositions between the two sides, the criteria for mutual compromise, confirm the negotiation conditions that we think are acceptable and the basic terms of signing the negotiation agreement, and formulate the preliminary negotiation plan. This plan generally includes: negotiation matters, negotiation objectives, negotiation targets, negotiation locations, negotiation methods and strategies, negotiation steps and progress, negotiation schedule, etc. The negotiation scheme can be formulated by one or more parties, or two schemes can be formulated by all parties, and they can be unified through consultation during the negotiation process. In order to prevent emergencies and emergency needs, it may be necessary to make several plans.
(3) The choice of negotiation place and venue often involves a psychological factor in the negotiation environment, which has a certain influence on the negotiation effect. A favorable position can enhance one's negotiating position and strength. Because people are territorial animals, American negotiator Taylor and his assistant once did an interesting experiment. The results show that many people can persuade each other better in their own living room than in others'.
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. For daily negotiation activities, it is best to hold them in your own place as far as possible, and negotiate with each other in your own place. You are used to comparing prices in all aspects. You can ask your superiors or experts at any time. Your daily life and climate are unaffected, you are in an active state, and the negotiation success rate is high.
(4) Arrange reception preparations, such as reception and welcome. If the host party acts as the host and comes forward to arrange the negotiation, it must be fully prepared in terms of welcoming guests, broadband and taking care of opponents, and carefully organized and implemented to win the trust of customers.
(5) The preparation and seating arrangement of the venue, and the venue layout of the negotiation should reflect etiquette norms and respect for visitors. The meeting place is generally located in the conference room or office, with rectangular or oval conference tables. Usually the guest and host sit on one side, facing the main entrance, that is, the guest faces the main entrance, the host faces the main entrance, and the main speaker lives in it. The interpreter can be arranged on the right side of the main speaker. When there are not enough seats, you can arrange extra seats in the back.
Basic principles of business negotiation etiquette: negotiation steps and their corresponding etiquette
1, start phase
The opening stage is a process of getting to know each other through introduction and being introduced. The opening stage has a great influence on the success of the negotiations. It determines whether a positive and harmonious negotiation atmosphere can be created, which is the key to the atmosphere of the whole negotiation process. At the beginning of the negotiation, simply relaxing and chatting when meeting is a necessary step to lay a good foundation for both parties and prepare for the next communication.
2. Overview stage
The two sides briefly expounded their respective negotiating purposes, goals and ideas they hoped to achieve. This stage is the "first impression" stage of understanding the ideas of both sides. So when you start speaking, you should be concise and pay attention to emotional color. The overview stage is short, winning the recognition of the other party. With the initial approval, the door to success opens.
3. Dominant stage
Confirm the differences between the two sides as soon as possible and confirm the facts. In order to resolve the differences between the two sides and reach an agreement, we must be honest with our own needs and the needs of the other side, each other's needs and hidden needs. The key to the success of the negotiation is to pursue one's own needs, but at the same time, to meet the needs of the other side appropriately.
4. Confrontation stage
The real opposition and competition between the two sides only began at this stage. The two sides held substantive talks on the opposition of their respective views and goals. Because both sides want to gain benefits and advantages, sometimes they even feel nervous. In this case, negotiators should stick to their own position and correctly analyze the differences and differences between the two sides. We should not only explain our views with facts, but also find out the differences in all aspects, and use negotiation skills and reasonable compromises to ease the atmosphere.
5. Compromise stage
In the stage of compromise, negotiators should pay attention to: they should not only stick to their principled position, but also hurt each other's feelings and affect their future work; Only by being good at calculating and weighing the pros and cons can we get greater benefits, instead of being a masterpiece of word games. All parties should seek common ground and compromise acceptable to all parties on the basis of adhering to the basic requirements.
6. Agreement stage
Through negotiation, both sides think that they have basically realized their ideals, so they make a decision, and then the negotiators of both sides sign and seal the agreement on their own behalf, shaking hands and making peace, so as to maintain their close relationship and create a good emotional foundation for the next negotiation.
Etiquette is not only the demand of social life, but also the embodiment of the civilization degree of a person and even a famous nation. Etiquette makes our life more orderly and interpersonal relationships more harmonious, and it is one of the indispensable elements of human life. At present, China is in a brand-new historical period of reform and opening up, and all walks of life have many opportunities for international business exchanges. Therefore, only by mastering the common international business etiquette and etiquette knowledge can people engaged in business activities conduct international exchanges more effectively and promote the success of business negotiations.