Negotiation is a matter of cooperation between both parties. It is a formal negotiation carried out by both parties sending their own representatives at a specially appointed time and place. It has specific rules and procedures. Generally speaking, there are six stages from start to finish.
(1) Introduction stage
In the introduction stage at the beginning of the negotiation, it generally does not take much time. The main purpose is to let the negotiators get familiar with each other through introductions or self-introductions. After both parties are seated, their respective main negotiators will introduce their negotiators to the other party. If a representative of one party introduces negotiators from both sides at the same time, he should introduce his own people first, and then introduce the other party’s people to show respect for the other party’s people.
When introducing and being introduced, the basic etiquette of introductions should be followed: both parties should appear in a friendly and friendly manner, shake hands, smile and say "hello", and express solemnity or specialness when necessary. When you are polite, you also bow slightly.
The two sides then exchanged greetings for a while. In order to create a relaxed and pleasant negotiation atmosphere, the topics should be loose and non-business, such as social news, interesting life stories, etc., and avoid offensive or coercive topics. For example, "I heard that the stocks issued by the company have appreciated again?" "Based on your current situation, if the negotiation fails, will it cause great losses?"
(2) Overview stage
The purpose of the overview stage is to let the other party understand your goals and ideas, and for both parties to engage in two-way communication. Negotiators should be as brief, clear, and accurate as possible when speaking, avoid ambiguity and circumlocutions, and be good at expressing friendly emotions to the other party. Their words and attitudes should try not to cause the other party's anxiety and anger. When one party is speaking, the other party should listen carefully and try not to interrupt other people's speeches. The main work at this stage is to state one's own position and put forward one's own conditions. On this issue, both parties should adopt a prudent and realistic attitude, pay attention to credibility, and pay attention to their own negotiation image. A large number of examples show that among two parties that trust each other, if one party always violates the principle of equality and mutual benefit, plays tricks, and uses other people's trust in itself to seek an advantage at the negotiation table, it will eventually lead to failure of cooperation.
(3) Explicit stage
During the negotiation, representatives of both parties will inevitably have some disputes. The task of the explicit stage is to raise these issues early and solve them. As for these issues that must be resolved, both parties should follow the principle of equality and mutual benefit. Respect each other, reach an understanding through equal consultation, and do not allow the use of coercion or deception to dominate others. We must always pay attention to maintaining the credibility and image of ourselves and the company.
(4) Confrontation stage
Confrontation can be said to be the lifeblood of negotiation. During the confrontation stage, in order to achieve one's own interests, one should show courage, confidence and perseverance, and move forward bravely towards one's own goals. At the same time, one should also keep in mind the principles and stance of respecting the opponent and treating others with sincerity. During the confrontation stage, both parties will cite a large number of facts to refute and convince their opponents. When refuting the other party's opinions, they should avoid using confrontational and absolute language, such as "You either accept it or give it up, there is no room for negotiation", etc. If the opponent says Even if you use excessive language or make unreasonable demands, you should maintain a calm and calm attitude, convince others with reason, never dispute "things", never be disrespectful to "people", and avoid making personal attacks in an irritable state.
(5) Compromise stage
The compromise stage is the "bargaining" part of the negotiation process, that is, the concession discussion in order to reach an agreement. In any correct negotiation, there are no absolute winners and absolute losers. Compromise is achieved through mutual concessions between both parties under the principle of seeking common ground while reserving differences. Concessions must be mutually beneficial, fair, reasonable, and voluntary, and avoid pursuing and attacking, using the big to suppress the small. In modern business society, what is important is the mutual economic cooperation between both partners. As the saying goes, "Business cannot be done without benevolence and righteousness."
(6) Agreement stage
After confrontation and negotiation, both parties believe that they have basically achieved their ideals, and then express their agreement, and then the decision-makers of both parties will represent themselves on the agreement. Signing requires a signing ceremony. When arranging the signing ceremony, the host must first prepare the documents. The text must be stated in standardized sentences, accurately stated, and comprehensive in content, with no ambiguities or omissions allowed. Also have stationery ready for signing. When signing, you should first sign on the text preserved by one's own side, then sign on the text preserved by the other party, and then exchange texts and "shake hands and make peace." Once the agreement is signed and comes into effect, both parties must conscientiously perform it.