Win-win business negotiation skills

Win-win business negotiation skills 1 my introduction

There are two basic methods of negotiation, zero-sum negotiation and win-win negotiation. "Zero-sum negotiation" is a kind of negotiation with loss and win, and what one party gets is what the other party loses. "Win-win negotiation" is to find a win-win solution through negotiation. This article is about "win-win negotiation".

Business negotiation is an indispensable link in economic and trade work, which has the characteristics of commercialization and antagonism. The essence of business negotiation process is the game process between two parties (or many parties). In the negotiation, all parties make full use of negotiation skills and strategies to obtain the most favorable trading conditions on the premise of pursuing their own best interests. But the result of the negotiation is not "you win and I lose" or "you lose and I win". Both sides of the negotiation should first establish the concept of "win-win". It is true that business negotiation is full of contradictions and conflicts, and the key is how to use effective means to find corresponding solutions. If the negotiation can achieve a "win-win" result, so that both sides of the negotiation have a faster and safer feeling, then the purpose of business negotiation will be achieved. Therefore, in the face of the conflict of interests between the two sides, negotiators should pay attention to and try to find out the substantive interests of both sides, and on this basis, use some methods recognized by both sides to seek the realization of the greatest interests. This paper introduces several principles that negotiators should master in order to achieve a "win-win" negotiation result.

Second, "win-win" negotiations.

With the changes of the times and the development of economy, the traditional negotiation idea of "monopolizing a pie" has been gradually abandoned in modern negotiations, and "win-win" is becoming a fashion. On the principle of "win-win" in business negotiation, Wang, Wang and Wang discussed it in On the Principle of Win-win in Business Negotiation, and the article pointed out that win-win should exist in most negotiations. Creative solutions can meet the needs of both parties. Because only win-win negotiations between the two sides can make future cooperation last. Of course, this requires both sides to find the interests of both sides. Therefore, in order to achieve a "win-win" negotiation result, negotiators should grasp the following principles:

(1) Expand the principle of overall interests.

Expanding the overall interests is what we call "making the cake bigger". At the beginning of the negotiation, negotiators should consider how to make an overall arrangement and increase more resources to meet the needs of both sides, that is, how to make the cake bigger and divide it as well as possible, instead of rushing to cut the cake with a knife, thinking that the cake is so big that you can divide more if you start first. In fact, this is not wise. If the cost and risk are reduced and the interests of both sides are increased through the efforts of both sides in the negotiation, then both sides will benefit.

(2) Pay attention to interests rather than positions.

Interests are the essential needs, desires, concerns or worries of negotiators. A position is a formal requirement of negotiators' interests or a decision based on it. Every interest has various ways or requirements that can be met. The basic problem of negotiation is not the conflict of positions between the two sides, but the conflict of interests between the two sides. Wise negotiation needs to coordinate interests, not positions. "It is interest that urges negotiators to make decisions, and interest is the motive behind the position". This shows that there may be the same or mutually compatible interests behind the opposing positions of the negotiating parties, which is often the breakthrough to break the deadlock and promote success. To negotiate according to interests, rather than bargaining on positions, we must start with the following points:

(1) Empathy and mutual understanding. In the process of negotiation, it is forbidden to make wild speculations, wild speculations or arbitrary bargaining, which leads to the negotiation full of gunpowder and hostility. The two sides of the negotiation should take care of each other and understand each other, which will lead to the smooth progress of the negotiation and achieve satisfactory results. Therefore, both sides of the negotiation should seriously consider their own needs and interests, and at the same time consider the interests that the other side hopes to obtain from the other side's perspective. If both sides of the negotiation can adopt a flexible attitude on specific issues, the problem can be easily solved.

(2) Pay attention to the needs of business negotiation. The so-called business negotiation demand is a reflection of the objective needs of business negotiators in their minds, and it can also be understood as the interests and needs that business negotiators hope to achieve through negotiation. According to Maslow's hierarchy of needs, negotiation needs are divided into physiological needs, security needs, social needs, respect needs and self-realization needs. Through negotiations, our needs and the needs of the other side can be met, thus further developing and strengthening the friendly and cooperative relations between the two sides. Mastering the "demand theory" can enable us to find the needs of both sides in the negotiation.

(3) Prepare alternatives. Both sides' preliminary plans are very beneficial to themselves, and both sides hope to gain more benefits through negotiations. So when the original plan can't be realized, if you still stick to your own position, the negotiations will be deadlocked or give up cooperation. However, after consultation, compromise and flexibility, the alternatives often make the negotiators on both sides break away from an unpopular negotiation and have more choices.

(3) The principle of handling things is not with people, but with facts.

Another important principle to be grasped in business negotiation is to talk about things, not people. When both sides hold their own opinions, negotiations are often prone to deadlock. However, no matter how fierce the debate between the two sides is to safeguard their own interests, no matter how harsh the bargaining is, people's problems are always divorced from real interests. People should never be lovers, or even sit in person and make personal attacks. We can deal with the problem from three aspects: cognition, emotion and communication.

(1) put forward opinions correctly. You can try the following methods: * * Discuss each other's views and opinions; Don't use your own worries to infer each other's intentions; Don't blame each other for your problems; Look for some opportunities to surprise each other and resolve conflicts; To reach an agreement, we must save face and respect each other's personality.

(2) Maintain appropriate emotions and establish a harmonious negotiation atmosphere. Especially in fierce disputes, people often think it is very important, and fear of being threatened will lead to anger. Therefore, when there is a misunderstanding between the two sides, we should learn to control our emotions and never be tit for tat, otherwise it will only lead to a fierce quarrel. The two sides should reach an understanding, enhance each other's confidence, resolve their differences and strive to achieve "win-win".

(3) improve communication. Due to different cultural and historical backgrounds, semantic difficulties, misunderstandings and noise interference in communication, people may have communication obstacles. Sometimes the differences between the two sides are not necessarily due to conflicts of interest. Therefore, it is necessary to find out the reasons for the differences, and the right medicine can effectively solve the problem of disagreement between the two sides.

(4) the principle of objective standards.

In the process of negotiation, the use of objective criteria plays a very important role. It is an effective way to solve the problem on the basis of an objective standard that is independent of the will of both sides, so that the negotiation result can be reached quickly without hurting the spirit. The selection of standards must be just, fair, legal and feasible. Only by negotiating under a fair mechanism can both parties be convinced and abide by it. For example, the objective standards of fairness are: market value, scientific calculation, industry standard, cost, effectiveness, principle of reciprocity, principle of reciprocity and so on. A fair method of interest division: for example, bulk commodity trading is based on futures market pricing; Another example is the use of rotation, lottery, coin toss, arbitration and so on.

(5) the principle of mutual benefit.

Mutual benefit is the basis of negotiation. In business communication, negotiations should be based on the needs and requirements of both parties, and the needed goods should be exchanged at a fair and reasonable price, so that all participants in the negotiations can get their places and achieve a "win-win" or "win-win" situation.

(6) The principle of equal consultation.

The win-win result is based on equal consultation and mutual respect. It is impossible for any party in the negotiation to bully the weak and bully the big with the small to achieve a "win-win".

Third, the conclusion

Negotiation is a process of how to deal with the interests of both sides. If both sides of business negotiation can negotiate according to certain principles, they will certainly achieve satisfactory results, that is, "win-win".

Win-win business negotiation skills 2 1 preparation before business negotiation

The so-called "know yourself and know yourself, and you will win every battle." In business negotiation, it is very important to collect and sort out relevant information. The more information collected and analyzed, the stronger the ability to grasp the negotiation environment and the greater the possibility of negotiation.

1. 1 intelligence gathering

The so-called information classification according to the function of information includes three categories: public information, non-public information and confidential information. According to the content of information, the classification includes four parts: the situation related to negotiation, the situation related to the object of negotiation, the situation of competitors and the situation of the parties. Negotiators can obtain effective information from the following channels: government agencies; Search information by studying patents; Industry consulting companies or related institutions; Collect information through large-scale exhibition activities; Access to information through study tours; Ask key customers; Follow the leader's words and deeds of negotiators.

1.2 Drafting the negotiation plan

Negotiation plan is the arrangement made by business negotiators for the specific contents and steps of negotiation objectives in advance before negotiation, and it is the pointer and direction of negotiators' behavior. The main contents of the negotiation plan include: determining the negotiation objectives; Time arrangement; Arrangement of negotiation place, etc.

1.2 1 Determination of negotiation objectives

Negotiation goal judgment goal refers to the specific goal to be achieved in the negotiation, indicating the negotiation direction and the purpose to be achieved. The goal of this negotiation is to ensure the success of the negotiation.

When determining the negotiation objectives, we must fully distinguish what we want from what we need and list them side by side. There are many common problems in the negotiation, including price, quantity, quality, delivery date, discount, after-sales service and so on. Before negotiation, list your own negotiation goals and consider what the other party may care about, and then list the goals of a competitor and consider what the other party may care about.

1.2.2 schedule

"Time is money, benefit is life", which shows that the arrangement of time is a very important link. If the schedule is hasty, the preparation is not sufficient, and you are in a hurry, it will be difficult to calmly implement various strategies in the negotiation; If the schedule is delayed, not only will it consume a lot of time and energy, but with the delay of time, various environmental factors will change and some important opportunities may be missed.

1.2.3 Selection of negotiation venue

The choice of negotiation place often involves the environmental psychological factors of negotiation, and a favorable negotiation place can increase a person's negotiating power. For example, Japan lacks steel and coal resources, while Australia is rich in steel and coal resources, and Japan is eager to buy Australian coal and steel. It stands to reason that the Japanese are at a disadvantage in the negotiating position, while the Australian side takes the initiative at the negotiating table. In order to gain the advantage of negotiation, Japanese businessmen always try their best to invite other negotiators to Japan to do business. Once the Australians arrived in Japan, the mutual position of Japan and Australia at the negotiating table changed greatly.

The success of this negotiation in Japan just shows that home negotiation has many advantages. Negotiating with the other party in a familiar place will make the other party feel used to it in all aspects and will not be affected in daily life, diet, sleep and so on. Because they are the hosts, they are more active in dealing with all kinds of negotiation affairs and have more confidence in negotiation.

2 Business negotiation skills

Business negotiation is a behavioral process of coordinating economic and trade relations, and its internal driving force is their respective economic needs. Successful business negotiations always seek ways to reach the demand junction. Therefore, business negotiation skills are not a means to study falsehood, fraud and coercion, but to explore how to skillfully use negotiation knowledge and skills in the negotiation process according to modern negotiation theories and principles, which is an art of comprehensively applying knowledge and experience. Improving negotiation skills, mastering modern negotiation theory and related knowledge is the foundation, and it is necessary to sum up the experience and lessons of others and yourself in business negotiation. It is the core and key to apply theoretical knowledge and experience to practice, cultivate in different environments and use ability quickly, accurately and freely.

2. 1 Speaking skills

Of course, negotiations are inseparable from "talking." In business negotiation, "talk" runs through the whole process of negotiation. How to talk well and skillfully is the embodiment of negotiators' comprehensive application ability. No negotiator will sympathize with an "opponent with poor eloquence", and speaking is the most effective weapon for the success of modern business negotiations. Although "speaking" plays an important role in business negotiations, its tone cannot be aggressive and it always tries to refute others. Otherwise, the negotiations will be difficult to succeed.

2.2 Listening skills

In negotiations, we often fall into a misunderstanding, that is, a kind of thinking consciousness of taking the initiative to attack. We always keep talking, always try to suppress each other's words, always try to instill more ideas into each other, thinking that we can take the initiative in the negotiation. In fact, in this competitive environment, the more you talk, the more repulsive the other party will be, and the less you listen, the less you enter. Moreover, talking too much will crowd out. On the other hand, let the other person say what he wants to say. When he says everything that depresses his heart, he will be like a deflated ball and his spirit will decline. Then you fight back, his opponent has no tricks. More importantly, being good at listening can discover the real intention and even flaws of the other party from their words.

2.2. 1 Encouragement skills

This is a skill to encourage the other person to go on and express appreciation for his speech. For example, in the process of listening, insert "please continue", "what happened later" and "I felt the same way at that time". Be sure to look at each other's eyes, shorten the interpersonal distance, keep eye contact, and don't look around, otherwise people will feel disrespected. Facial expressions should also change naturally with each other's conversation.

Guiding skills

Guiding skill is to ask some appropriate questions in the process of listening and induce the other party to say all their thoughts. For example, "Can you say that again?" "What do you think of,,,,,,?" "If we,,,,,,, what will happen to you? Wait, put forward your own opinion in the other person's tone.

3 master the business negotiation strategy

3. 1 opening strategy

At the beginning of the negotiation, we should first create a harmonious atmosphere. People usually refer to the opening stage of negotiations as the "ice-breaking stage", which is different from the preparatory stage of negotiations. At this stage, the two sides of the negotiations begin to contact each other, which is a short transition stage for the negotiations to enter the essence. During this period, the two sides of the negotiation are familiar with each other and prepare for the next formal meeting.

At the beginning of the negotiation, regardless of prejudice or not, once the two sides sit at the negotiating table, they should be calm and honest, do not involve controversial issues, and do not make demands without emphasizing the effect at the beginning.

3. 1. 1 scheduling strategy

◆ Easy first and then difficult, easy first and then difficult strategy.

◆ Comprehensive: horizontal distribution strategy

◆ Single item: vertical distribution strategy

Main points: time, theme, topic, agenda.

◆ Goal: Do not omit, which is beneficial to the other party and has little harm.

3. 1.2 personnel role strategy

◆ Red and white face strategy? In the process of business negotiation, two people play the roles of red face and white face respectively, which makes the negotiation more rhythmic.

◆ The role arrangement should conform to the habits and posts.

3. 1.3 strategy for optimizing relations

(1) Positive attitude strategy: consistent open strategy? The purpose of the consistent opening strategy is to create conditions for the success of the negotiations? "Beautiful America" music is the application of consistent negotiation strategies for specific negotiators to better achieve the negotiation goals.

⑵ Negative attitude strategy: Keep the open strategy? 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 causing mystery to the opponents and attracting them to enter the negotiation.

(3) Offensive posture strategy: 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 carefully adopt an offensive opening strategy and show our strength at the beginning of the negotiations, which is extremely unfavorable to the further development of the negotiations.

(4) Defensive posture strategy: cautious opening strategy? A prudent opening statement is to make a statement in rigorous and dignified language, to express great attention and clear attitude towards the negotiation, with the aim of getting the other party to give up some inappropriate intentions, so as to achieve the purpose of grasping the negotiation. It is applicable to the past business dealings between the two negotiating parties, showing that the other party has had unsatisfactory performance.

3. 1.4 Find the active strategy

◆ Asking for directions by throwing stones: Learn as much as possible about each other's information and situation according to each other's answers through clever questions, and master the initiative in negotiations.

◆ Features: Asking questions has a tendency to test and guide, and landing has a voice. Be fully prepared to prevent the other party from being vague or asking questions. The third party came forward to point out the defects of the goods and adjourned the court.

3.2 Common strategies in negotiation stage

3.2. 1 Strategies against each other

(1) The strategy of shifting from east to west means that when two sides fight, one side creates the illusion of attacking from one side to confuse the other side and then attack the other side. One purpose of using this strategy is often to cover up the real attempt. Only when the opponent is unprepared can it be easy to achieve the goal. The strategy of a diversion is to achieve the goal of taking advantage of the situation.

⑵ Humorous refusal strategy refers to not meeting the unreasonable demands put forward by the other party, setting a negative gap with relaxed and humorous words or telling a wonderful story to let the other party hear the implication, which not only avoids the embarrassment of the other party, but also diverts the unhappiness of the other party's refusal. The use of rhetorical questions, color changes and parody in negotiations can increase the relationship between negotiating partners.

(3) Fatigue strategy refers to a tug-of-war with the other party, or make the other party feel physically tired, so that the other party's attention is distracted, the degree of reaction is reduced, and the work enthusiasm is reduced, so that they can take the opportunity to achieve their goals. This kind of fatigue tactics is mainly suitable for those sharp-edged and aggressive negotiating opponents.

3.2.2 Commodity Power Strategy

(1) The nitpicking strategy is to show off the strength of the disadvantaged side in the negotiation, adopt an evasive attitude when talking about the strength or advantage of the other side, specifically look for the weakness of the other side and wait for an opportunity to attack the other side. Only by mastering the relevant technical knowledge of commodities can we help to make a correct evaluation of commodities, and can we find fault with the nail on the head and make the other side flinch. Generally speaking, the buyer's critical scope is to find "defects" in the use value, cost and price, transportation and other aspects of commodity quality and performance.

Therefore, the confusion strategy is a way for one party in the negotiation to lure the other party into confusion by leaking false information to the other party, so as to achieve profit. These means mainly include deliberately leaving your memos, notes or folders in the negotiation room or corridor, or putting them in the wastebasket where the other party can easily find them. Sometimes let a third party make a fake phone call to convince the negotiating opponent. Therefore, the method of cloth riddle mainly takes advantage of the psychology of the other party who wants to obtain the secret content of his own negotiation, and reveals the so-called secret materials to the other party without showing traces, trapping the other party in the illusion. The average person's psychology is that information obtained indirectly or accidentally is more trustworthy and valuable than information obtained directly.

3.2.3 Price strategy

(1) quotation strategy? When making an offer to the other party in business negotiation, we should not only consider the benefits that the offer can bring, but also consider the possibility that the offer will be accepted by the other party. Both buyers and sellers should master the basic principles of quotation:

First, for the seller, the opening price must be "the highest" and for the buyer, the opening price must be "the lowest". This is the first principle of quotation.

Second, the asking price must be reasonable. If the quotation is too high, it will make the other party feel that you are insincere, even ignore it and walk away. For the seller, you can't "overcharge", which will make the other party feel that you have no common sense.

Third, the quotation should be firm, clear and complete, without explanation and explanation, and decisively put forward the opening price, leaving an honest impression on the other party. If you hesitate, it will arouse the suspicion of the other party. When quoting, be very clear and don't need too much explanation and explanation. Otherwise, the other party will find a flaw and seize the handle.

Fourth, don't quote an integer price. In business negotiations, if you quote an integer price, it means asking others to lower the price. If you put forward a number with a score, it sounds tough and firm, and there is little room for discussion, so as to get better results.

(2) bargaining strategy? In negotiation, one party makes an offer first, and then the other party asks the offeror to increase the offer. This is called bargaining. Pay attention to the following questions when bargaining:

First, convince people by reasoning, and accept it when it is good. Because bargaining is accompanied by price comments, bargaining should be carried out in a respectful and reasonable way; Moreover, because it is not the buyer's counter-offer, it inspires and induces the seller to reduce the price and prepare a counter-offer. If the other party is forced to reduce the price at this time, the negotiations may not be deadlocked prematurely, which is not good for us. Therefore, in the early and mid-term bargaining, that is, the bargaining before the bargaining of the other party, we should maintain an atmosphere of "peace and trust", fully reason, and strive for maximum benefits. Even if we encounter "wild speculations", we should not be moved by them.

Second, try to figure out the psychology and master the number of times. The bargaining number is both an objective number and a psychological number. "Psychological frequency" reflects that the other side of the negotiation responds to your bargaining and is willing to consider your requirements.

(3) Counter-offer strategy? Counter-offer means that a negotiating party puts forward its own price terms on its own initiative or at the request of the other party according to the other party's quotation and its own negotiation objectives. It is often made by the buyer after one or more bargaining at the request of the seller. In business negotiations, effective counter-offer must follow certain principles:

First, before making a counter-offer, we must fully understand all the contents of the other party's price and accurately understand the true intention of the other party's conditions.

Second, in order to find out the real intention of the other party's quotation, you can ask the basis or flexibility of the quotation item by item, and pay attention to the explanation and explanation of the other party.

Thirdly, if the other party's offer is beyond the scope of the negotiation agreement, and it is far from the terms of our counter-offer, we don't have to make our own counter-offer rashly, but should reject the other party's offer first.

3.2.4 Strategies for the negotiation process

The following negotiation strategies are solutions to possible problems in the negotiation process. Mainly: shield, tit-for-tat, ultimatum, combination of soft and hard, emphasizing win-win, a little ashamed. These strategies can be used individually or in combination. The following are elaborated separately.

(1) shield? This negotiation strategy means that negotiators introduce hypothetical decision makers to show that their power is limited and thus hide themselves. The authorization of the boss, national laws, company policies and trading practices limit the rights of negotiators. After a negotiator's rights are restricted, he can calmly say "no" to the other party's request. Because without authorization, the other party can't force itself to make a decision beyond its authority, but can only consider the transaction according to its own authority. Therefore, people who are good at negotiation believe in such a famous saying: real power is the power that is restricted in negotiation. The application of this strategy can make us get more reaction time when we encounter problems, and we don't have to reply to each other's requirements immediately.

(2) tit for tat? In business negotiations, we often find some difficult people, such as misers, who are very stingy. They often offer high prices and then refuse to give in for a long time. If you can't hold back making concessions, they will force you to make concessions one after another. American psychologists have done some experiments on such negotiators and let negotiators with different concessions negotiate with them. The test results show that the best way to deal with this tough and difficult negotiator is to answer blows with blows and become a difficult negotiator yourself. However, it should be noted that competition with opponents is not an end, but a means to an end, so we should also pay attention to moderation.

(3) an ultimatum? An ultimatum means that when the two sides have been arguing and the other side is unwilling to give in and accept our terms, we throw out an ultimatum. If the other side does not accept our terms and reach an agreement within a certain period of time, we will quit the negotiation and declare the negotiation broken down. Using this strategy, we need to pay attention to:

First of all, we must be in a favorable leading position in the negotiations. This is the dominant condition for applying this strategy.

Second, this strategy must be implemented at the last minute of the negotiations. When both sides of the negotiation spent a lot of manpower and material resources, it was obvious that both sides wanted to end the negotiation. At this time, if an ultimatum is properly thrown, the other party may accept the conditions and reach an agreement because it is unwilling to give up a lot of costs that have been spent before.

Third, the ultimatum must be put forward clearly, resolutely and without hesitation, and negotiators should not feel guilty, vague and unconfident.

(4) Soft and hard combination? This strategy, also known as black-and-white face strategy, refers to two strategies that negotiators with completely different personalities cooperate to achieve the purpose of negotiation. Black faces are generally played by lawyers and other legal personnel. They will be arrogant, harsh and tough to death, and they will stand firm and uncompromising, which will make their opponents feel great disgust. The white face is usually played by the main negotiators, who will understand the difficulties of the other side, understand the requirements of the other side with a reasonable attitude, and give up some overly demanding requirements.

5] emphasize win-win situation? As mentioned above, win-win is the premise and important goal of business negotiation. Therefore, we should always keep in mind the concept of win-win, even if we use some drastic strategies, such as tit-for-tat, bad COP and so on. Only when all parties in the negotiation are thinking about how to make the cake bigger rather than how to divide it, can the business negotiation be successfully completed.

[6] Slightly ashamed? As the name implies, this strategy means not to be too aggressive in the negotiation, but to remain humble according to the actual situation and not to give the negotiating opponent a sharp edge. This will not only allow the two sides to complete the negotiation process harmoniously, but also prevent us from making a slip of the tongue and revealing our strategy in the heated debate with each other. However, the application of this strategy also needs to look at the actual situation, and you can't always be ashamed, which will make your opponent feel weak.

abstract

In this market-oriented society, negotiations run through all aspects of our lives, and problems will be encountered at any time, so negotiations are needed to solve them. To become a master negotiator, we must broaden our horizons and dabble in different fields of knowledge, such as psychology, etiquette, law, international trade and so on. Only by constantly expanding knowledge can we skillfully use various skills and not gain more benefits for our own enterprises or individuals in business activities. Negotiation not only appears in business activities, but also runs through all aspects of life. Learning to negotiate well can help us solve all kinds of thorny problems in shopping malls and life.