Communication Skills in Business Negotiations

Business negotiation communication skills

Business negotiation in the negotiation between the two sides of the way of speaking and speech skills, for the negotiation process and the results play a pivotal role, then the business negotiation communication skills which, I below for you to organize a number of, take a look at it!

1, determine the attitude of negotiation

In business activities in the face of a variety of negotiating objects, we can not come up with the same attitude towards all negotiations. We need to negotiate with the negotiation results according to the importance of the object to determine the attitude to be taken during the negotiations. If the negotiation object is very important to the enterprise, such as long-term cooperation of large customers, and the content and results of this negotiation is not very important to the company, then you can hold the mentality of concessions to the negotiation, that is, in the case of the enterprise does not have too much loss and impact to meet the other side, so that the future cooperation will be more powerful. If the object of negotiation is very important to the enterprise, and the results of the negotiation is equally important to the enterprise, then hold a friendly and cooperative mentality, as far as possible to achieve a win-win situation, the two sides of the conflict to a third party, such as the division of the market area of the contradiction, then it can be suggested that the two sides together or to assist the other side to develop a new market to expand the area, and the negotiation of the antagonism of the competition into a hand-to-hand competition. If the negotiation object is not important to the enterprise, the results of the negotiations on the enterprise is also insignificant, dispensable, then you can easily on the battlefield, do not put too much energy consumed in such negotiations, and even cancel such negotiations. If the negotiation object is not important to the enterprise, but the negotiation result is very important to the enterprise, then the positive competition attitude to participate in the negotiation, do not have to consider the negotiation opponent, completely to the best negotiation result-oriented.

2, fully understand the negotiation opponent

As the saying goes, know your enemy and know yourself, and you will not be in danger in a hundred battles, in the business negotiation, this is especially important, the more you know about your opponent, the more you can grasp the initiative of the negotiation, just as if we know in advance of the bidding of the bottom price, the natural cost of the lowest, the highest chance of success. Understand the opponent not only to understand the other side of the negotiation purpose, the bottom line in mind, but also to understand the other side of the company's business, industry, the character of the negotiators, the other side of the company's culture, negotiating the opponent's habits and taboos, etc. This will avoid a lot of cultural, cultural, and cultural problems. This will avoid a lot of cultural, living habits and other aspects of the contradiction, the negotiation of additional obstacles. There is also a very important factor to understand and master, that is, the situation of other competitors. For example, a procurement negotiation, we as suppliers, to understand other possible and we negotiate with the buyer to cooperate with the supplier's situation, and other possible and their own cooperation with other buyers, so that we can give the right time compared to other suppliers slightly more favorable way of cooperation, then it will be very easy to reach an agreement. If the opponent puts forward more demanding requirements, we can also take out the information of other buyers, so that the opponent knows that we know the bottom line, while implying that we have a lot of options for cooperation. Conversely, we as buyers can use the same reverse strategy.

3, prepare multiple sets of negotiation programs

Negotiations between the two sides initially come up with their own programs are very favorable, and both sides want to negotiate to get more benefits, so the results of the negotiations will certainly not be the two sides initially come up with a set of programs, but after both sides of the negotiation, compromise, and the results of the adaptations. In the two sides you push me to pull the process is often easy to lose the initial will, or by the other side into the wrong zone, at this time the best way is to prepare several sets of negotiation programs, the first to take out the most favorable program, did not reach an agreement to take out the second program, has not reached an agreement to take out the first class again, even if we do not take the initiative to come up with these programs, but the heart can be done to know the other side of the compromise is not deviated from the initial framework set by themselves, so that there will not be the end of the negotiations, think carefully before realizing that their concessions have been more than expected to withstand the scope.

4, the establishment of a harmonious negotiation atmosphere

At the beginning of the negotiation, it is best to find some of the two sides of the point of view of the same place and expressed to the other side to leave a kind of each other more like a partner of the subconscious. This way, the next negotiation will be easy to progress towards a reach **** knowledge of the direction, rather than a confrontation of the saber rattling. When a stalemate is encountered, you can also come up with both sides of the **** knowledge to enhance each other's confidence and resolve differences. You can also provide each other with some of the business information of interest, or some of the issues are not very important to simply discuss, to reach *** knowledge of the two sides of the heart will be a wonderful change.

5, set up a good negotiation of the forbidden zone

Negotiation is a very sensitive communication, so the language should be concise, to avoid the appearance of the words should not be said, but in the difficult process of negotiation for a long time is also inevitable mistakes, which is the best way is to set up a good negotiation of those who are forbidden in the negotiation in advance, which topics are dangerous, which behavior is What is the best way to do is to set in advance what are the forbidden words in the negotiation, which topics are dangerous, which behavior is not to do, the bottom line of the negotiation. This can be maximized to avoid falling into the other side in the negotiations set the trap or dance.

6, language expression concise

In business negotiations taboo language loose or like pulling the family like language, as far as possible to make their own language to become concise, otherwise, your key words are likely to be drowned in dragging long, meaningless language. When a pearl is placed on the ground, we can easily find it, but if you pour a bag of gravel on it, you will have a hard time finding it. In the same way, we human beings receive external sound or visual information is characterized by: focus at first, attention with the increase of information received, will be more and more scattered, if it is some irrelevant information, more will be ignored. Therefore, the negotiation language should be concise, targeted, and strive to let the other side of the brain is in the best state of receiving information to express their own information, if you want to express the content of a lot of information, such as contracts, plans, etc., then it is appropriate to tell or recite the tone of voice for high, low, light, heavy changes, for example, important places to raise the voice, slow down the speed, but also interspersed with a number of interrogative questions, cause the other party to actively think, increase attention. The other party's active thinking, increase attention. In the important negotiations should be carried out before the simulation exercise, training language expression, unexpected problems in response. Do not use vague, wordy language in negotiation, which not only cannot express your intention effectively, but also may make the other party doubtful and resentful. Here to make it clear that the distinction between calm and procrastination, the former is a slow language expression, but the word after the word, no nonsense, and this speed of speech is also conducive to the other side to understand and digest the information content, in the negotiation of the author is very much respected in this way of expression. In the negotiation, you want to rely on the articulate, aggressive momentum to suppress the other side, often contrary to expectations, most of the results will not be ideal.

7, business negotiation skills in the game

Business negotiations, although not compared to political and military negotiations, but the nature of the negotiations is a game, a confrontation, full of gunpowder flavor. This time both sides are very sensitive, if the language is too blunt or strong, it is easy to cause the other side of the `instinctive confrontation awareness or antipathy, therefore, the business negotiation should be in the two sides encountered disagreements with a smile, the language of the opponents of the euphemistic tit-for-tat, so that the other side will not start the mind instinctive enmity, so that the next negotiation is not easy to get into a deadlock. Business negotiation is not the teeth and claws, the momentum of the people will take the initiative, on the contrary, the joy and anger do not show color, emotions are not guided by the other side, the mind is not the other side of the insight of the way more restrained opponents. To the soft one to survive, to the hard one easy to lose, want to become a master of business negotiation, we have to do a soft nail.

8, curve offense

Sun Tzu said:? Pedantry for straight? , General Clausewitz also said: ? The shortcut to the goal is that the most winding road? This can be seen, want to achieve the purpose to be detour forward, otherwise directly to the target, will only cause the other party's vigilance and confrontation. Should be through the guidance of the other party's thoughts, the other party's thinking to their own encirclement, for example, by asking questions, so that the other party to take the initiative to say for you the answer you want to hear. On the contrary, the more eager you are to achieve your goal, the more likely you are to expose your intentions and be taken advantage of by the other party.

9, negotiation with the ear to win not the mouth

In the negotiations we are often prone to fall into a misunderstanding, that is, a kind of active offensive thinking consciousness, always keep saying, always want to put the other side of the words down, always want to instill the other side of the idea of some of their own, thought that this can occupy the initiative of the negotiation, in fact, in this competitive environment, you say that you are not a good person, but you can be a good person, you can be a good person. In fact, in this competitive environment, the more you say, the more the other side will be rejected, can be into the ears of very few, can be into the heart of even less, and, more of your words on the crowded total conversation time, the other side also has a bellyful of words want to say, be suppressed under the result is very difficult to compromise or reach an agreement. On the contrary, let the other side want to say out, when its repressed bottom of the heart of the words out, will be like a deflated ball, the sharpness will recede, and then you in the counterattack, the opponent has no backstroke. More crucially, good listening can be found in the words of the other side of the words of the other side of the real intention, and even the cracks.

10, control the negotiation situation

Negotiation activities on the surface seems to have no host, but there is an invisible host exists, either you or your opponent. Therefore, to take the initiative to strive to grasp the negotiation rhythm, direction, and even the trend of the. The host should have the qualities of: language is not much, but the move in, hit the nail on the head, although the momentum is not overbearing, but planning, calm, not with the language of the opponents forced to the edge of the cliff, but with the language of the opponents to lead to the edge of the cliff. And, to do the negotiation table host to reflect your fairness, that is, the objective face of the problem, especially in the beginning of the negotiation is particularly important, slowly the opponent will instinctively be your subconscious guidance, the situation will be tilted in your favor.

11, to avoid the twilight

Spring and Autumn Period, the Song Dynasty, there is a master of raising monkeys, he raised a large group of monkeys, he can understand the thoughts expressed by the monkeys, the monkeys also know his mind. This man's family was getting poorer and poorer, and he could no longer afford to buy so much food for the monkeys, so, intending to reduce the number of acorns the monkeys had for each meal, but fearing that the monkeys would not obey him, he first deceived the monkeys by saying: ? Give you three acorns in the morning four acorns at night, enough to eat? When the monkeys heard this, they shouted loudly to show their opposition. After a while he said again: ? Alas, no way, give you four acorns in the morning, three acorns at night, it should be enough to eat it? When the monkeys heard this, they all danced and were very happy. This little story should be very familiar to you, is the idiom? Three acorns in the morning, three acorns in the evening, three acorns in the evening. This story is very familiar to you, it is an allusion to the Chinese idiom "朝三暮四". This story seems to be ridiculous, but in fact, there is a real negotiation between the monkeys and the monkeys. The phenomenon of "three in the morning, four in the evening" is a real one. in negotiation. Usually embodied in the two sides in a deadlock on an important issue, one party to step back, throw out other small profits, as compensation, to break the deadlock, and small profits for big profits, or the whole program to switch the order, blinded our thinking. At first glance, it sounds incredible, but in the actual negotiations often occur in such a situation, so, first of all, we must be able to jump out of the trap of thinking like a brain teaser, and then we must be good at giving small benefits, big benefits, and learn to retreat for progress. In the negotiation of one of the biggest learning is to learn to give in at the right time, only so that the negotiations may be carried out smoothly, after all, the results of the negotiations is a win-win situation for the ultimate goal.

12, concessionary offense

In the negotiations can be put forward at the right time one or two very high requirements, the other side will not be able to agree to, we can make concessions after some haggling, to reduce the requirements or change to other requirements. These high requirements we had no intention of reaching an agreement, even if the concessions are no loss, but can let the other side have a sense of achievement, feel that they have taken advantage of. At this point we have other, compared to this high demand for low requirements is very easy to be accepted by the other party, but do not put forward too outrageous, excessive requirements, or the other party may feel that we are not sincere, and even anger each other. First throw out high requirements can also effectively reduce the opponent for the negotiation benefit expectations, frustrate the opponent's sharpness. In fact, the key to negotiation is how to reach a balance between the two sides of the heart of the negotiation, the time to reach an agreement is when both sides of the heart to reach a balance point. That is, they believe that they have achieved a satisfactory or basically satisfactory results in the negotiation, this satisfaction includes the expected to reach, their own interests, the negotiation opponent's concessions, they have gained the right to take the initiative, the negotiation of a cordial atmosphere, etc., and sometimes in the negotiation of this balance and the interests of the relationship is not great, so the author advocates that you can lose the negotiation, as long as you win the interests. That is, on the surface to make concessions, lose some of the benefits to the opponents of a kind of offensive pleasure, in fact, it is sprinkled all over the place to let the opponents of the sesame to pick up, their own sneak hold away from the opponents of the watermelon.