Business Negotiation Tips and Techniques

Negotiation is one of the most common ways of resolving disputes and disagreements in today's world, and is the art of compromise between two parties. If negotiation is used appropriately, it can be made to minimize the cost to both sides of the dispute. Here we share some tips and tricks on business negotiation for your reference.

Business Negotiation Tips and Techniques

1. Determine the attitude of negotiation

In the business activities of the face of a variety of negotiation objects, we can not come up with the same attitude towards all negotiations. We need to decide on the attitude to take when negotiating based on the importance of the target and the outcome of the negotiation.

If the negotiation object is very important to the enterprise, such as long-term cooperation with large customers, and the content and results of the negotiation is not very important to the company, then you can hold a concessionary mentality of negotiation, that is, in the case of the enterprise does not have too much loss and impact to meet the other side, so that for the future of cooperation will be more powerful.

If the negotiation object 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 contradiction to the third party, such as the division of the market area of the contradiction, then it can be suggested that both sides together or to assist each other to develop new markets, expand the regional area of negotiation of the rivalry between the competition into the hand in hand.

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. This is especially important in business negotiations, the more you know about your opponent, the more you can grasp the initiative to negotiate, understand the opponent not only to understand each other's purpose of negotiation, the bottom line of the heart, but also to understand each other's business situation, the industry, the character of the negotiators, each other's company's culture, the negotiation opponent's habits and taboos, etc.

This is a good way to understand your opponent's business situation.

This can avoid a lot of cultural, living habits and other aspects of the contradiction, the negotiations produce additional obstacles. At the same time, there is a very important factor to understand and master, that is, other competitors.

3. Prepare multiple sets of negotiation programs

Negotiators initially come up with their own programs are very favorable, and both sides want to negotiate to get more benefits, so the outcome of the negotiations will not be the initial set of programs, but after the two sides of the negotiation, compromise, and the results of the change.

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, this time the best way is to prepare more sets of negotiation programs. First come up with the most favorable program, did not reach an agreement to come up with the second program, has not reached an agreement to come up with the first class program 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 whether or not the initial set of their own frame of reference, so that there will not be the end of the negotiation, think carefully to discover that their own concessions have been more than expected to withstand the scope of the program.

4. Establish a harmonious negotiation atmosphere

At the beginning of the negotiation, it is best to find some points of agreement between the two sides and express them, leaving the other side with a kind of subconsciousness of each other more like partners. This way, the next negotiation will be easy to reach a **** knowledge of the direction of progress, rather than a confrontation of the sword. When there is a stalemate, you can also take out both sides of the **** knowledge to enhance each other's confidence, to resolve differences.

You can also provide each other with some of its interest in business information, or some not very important issues for simple discussion, to reach a *** 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 that should not be said, but in the difficult long negotiation process is also inevitable mistakes, the best way is to set up a good negotiation of the forbidden zone in advance.

Which topics are dangerous, which behavior is not to do, the heart of the negotiation bottom line and so on. This can be maximized to avoid falling into the trap set by the other side in the negotiations.

6. Voice expression concise

In the business negotiation 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'll have a hard time finding it. In the same way, the way we humans receive external sound or visual information is characterized by:

Concentration in the beginning, and attention will be more and more dispersed with the increase of the information received, and if it is some irrelevant information, it will be ignored even more.

Therefore, the language of negotiation should be concise, targeted, and strive to make the other side of the brain in the best state of receiving information to express their own information.

Here to distinguish the difference between calm and procrastination, the former is the language expression, although slow, but the word after the word, no nonsense, and such a speed of speech is also conducive to the other side to understand and digest the information content, in the negotiation of the author very much respected this way of expression. In the negotiations want to rely on articulate, aggressive momentum over the other side, often contrary to expectations, most of the results will not be ideal.

7. Do a soft nail

Although business negotiations are not comparable to political and military negotiations, the nature of the negotiations is a game, a confrontation, full of gunpowder flavor.

Therefore, the business negotiation should be on both sides of the disagreement with a smile, language euphemisms and opponents of the tit-for-tat, so that the other side will not start the instinctive hostility in the mind, 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, but instead of joy and anger, emotions are not guided by the other side, the other side of the mind is not the way the other side of the insights of the opponents can be more restrained. To the soft one to survive, to the rigid one easy to lose, want to become a master of business negotiation, we have to be a soft nail.

8. Curve attack

Sun Tzu said: "Pedantry for the straight", Clausewitz General also said: "The shortcut to the goal is that the most winding road", which can be seen, want to achieve the purpose to be detour forward, or else Running directly to the target will only cause the other party's alertness and confrontation.

Should be guided by the other side of the thought, the other side of the thinking to their own enclosure, for example, by asking questions, so that the other side of the initiative for you to say what you want to hear the answer. On the contrary, the more eager you are to achieve your goal, the more likely you are to expose your intentions and be used by the other side.

9. Negotiation is to use the ear to win, not the mouth

In the negotiation we are often prone to fall into a misunderstanding, that is, a kind of proactive thinking consciousness, always in the non-stop say, always want to the other side of the words down, always want to instill the other side of some of their own ideas, that can occupy the initiative of the negotiation.

In fact, it is not, in this competitive environment, the more you say, the more the other side will be rejected, can into the ear of very few, can be into the heart of the less. And the more you talk, the more you squeeze out of the total conversation time, and the more the other person wants to talk, and the more they are suppressed, the more difficult it is to compromise or reach an agreement.

On the contrary, let the other side to say what they want to say out, when their repressed heart words out, will be like a deflated ball, the sharpness will be reduced, and then you counterattack, the opponent has no backtracking. What's more, good listening can reveal the real intention of the other party's words, and even the cracks.

Negotiation language skills

Successful business negotiations are the result of excellent use of language arts between the two sides of the negotiation.

1, targeted;

2, the expression of tactful;

3, flexible;

4, the appropriate use of silent language.

Tip 2: victory in the negotiations

Negotiation is like playing chess, the opening should occupy a favorable position or strategic position.

The purpose of negotiation is to reach a win-win solution. In real life, however, it's all too rare that one person wants to squeeze the juice out of an orange and the other wants to bake a cake out of the peel. You're sitting in front of a buyer and you both have the same goal in mind. There's no magic win-win solution here. She wants the lowest price, you want the highest. To become a master sales negotiator, like chess, you have to follow a set of rules when using your sales negotiation skills.

The biggest difference between negotiation and chess is that the other side doesn't know the rules and can only predict your path. Chess players refer to these strategic moves in chess as the "game". In the opening, you want the situation on the board to be in your favor. Maintain your advantage in the middle game. When you enter the endgame, use your advantage to kill the other side, which is used in sales to get the buyer to place an order.

1, the opening: the layout for success;

2, the middle game: to maintain the advantage;

3, the end game: to win the loyalty;

Tip 3: the main principles of sales negotiation

Negotiations should not be limited to one issue. If you solve all the other problems and end up with only price negotiations, then the result can only be a lose-lose. If you leave a few more issues on the table, you can always find a quid pro quo for a fair deal.

People negotiate for different reasons. The biggest misconception among salespeople is that price is the dominant issue in a negotiation. Obviously, many of its her factors are also important to the buyer, such as the quality of the product or service, flexible payment terms. You can't get too greedy.

Don't take advantage of everything in a negotiation. You may feel like you won, but what good is your victory if the buyer feels you beat her? So leave a few favors for the other party, so she can feel like she won the negotiation too.

Tip 4: Negotiation behavior in the identification of true and false

Negotiation behavior is a very complex human communication behavior, it is accompanied by the negotiator's verbal interactions, behavioral interactions and psychological interactions, such as multi-faceted, multi-dimensional intricate interactions.

Negotiation behavior in a sense can be regarded as one of the many human games, a serious and full of intellectual game behavior. Participants in compliance with certain rules of the game, each looking for that do not know when, where, under what circumstances the outcome of the negotiations. Negotiation expert Neil Lemberg, president of the American Academy of Negotiation, says that negotiation is a process of "cooperative egoism".

Seeking a cooperative outcome, both sides must act according to a mutually acceptable rules. This requires that the negotiator should be a real identity in every aspect of the negotiation behavior, to win the trust of the other party, in order to complete the negotiation activities. However, due to the negotiation behavior itself has the self-interest, complexity, coupled with the game can allow the means, the negotiator is very likely to cover their own false identity, confuse their opponents, to win, which makes the negotiation behavior is already very complex to become more real and fake, real and fake, difficult to identify.

The following is only from three aspects to analyze the negotiation activities in the true and false phenomenon:

1, sincere treatment, false greetings;

2, the sound of the east to attack the west, show false hidden real;

3, throw the real hook, cleverly set up traps;

Tips 5: Negotiation and negotiation of the art of

Obstacles a: did not regulate their own moods and attitudes ;

Obstacle 2: Holding negative feelings toward the other party. I.e., disbelief, hostility;

Hurdle 3: Being "stuck in your own way" and ignoring the ****same needs of both parties to the bargain;

Hurdle 4: Resistance to compromise and necessary concessions out of a psychological need to save face;

Hurdle 5: Viewing bargaining and negotiation as a "victory or defeat" or "war of life and death"

The above five obstacles can be broken through and resolved, is the key to the success of negotiations and bargaining!

Countermeasures:

First: control your own emotions and attitudes. Not for the other side of the radical emotions;

Second: let the other side of the bargaining mood to remain calm, eliminate the distrust between the two sides;

Third: more with the other side of the bargaining to find **** the same point;

Fourth: in the bargaining, negotiation process, so that the other side of the face to save face;

Fifth: so that the other side of the bargaining to understand the "coordination, cooperation, and mutual cooperation".

Tip 6: What are the criteria for a win-win negotiation?

Often, we think of principles and techniques in general negotiations. When a buyer and a seller enter into a sale transaction, we usually see that both parties do everything they can to defend their offer.

A typical negotiation is also most likely to focus on price. For example, a shrewd seller will speak of their own products, as much as possible to raise the price of their own products, the offer to be as high as possible; and another extraordinary buyer will be looking for bones in the egg, from a different point of view to point out the lack of products, so that the counter-offer will be lowered to at least half of the other side's price. In the end, both sides will tell a myriad of reasons to support their own offers, the final negotiations in the case of helplessness to become deadlocked. If it is not an impasse, then usually one side has made certain concessions, or both sides have made concessions after many long rounds, so that an intermediate price is reached. It is very common for us to negotiate in this way.

The above negotiation method, we in negotiation science called "positional argumentative negotiation". Positional argumentation is characterized by the negotiation of each party to their own position to argue for a series of concessions to reach an agreement. Position-argumentative negotiation is the most common type of traditional negotiation. Many of the negotiation techniques introduced are also from this starting point to talk about.

However, we believe that if in business activities, we all follow such negotiation principles and techniques, often make the negotiations into a misunderstanding. The lesson we have learned from practice is . This way of negotiation sometimes ends up with the negotiating parties disagreeing and even destroying the opportunity for further cooperation between the two parties in the future.

Therefore, the negotiation principles and techniques we follow should meet at least the following three criteria:

1. Negotiations should result in a sensible agreement;

2. Negotiations must be conducted in an efficient manner;

3. Negotiations should be able to improve, or at least not harm, the relationship between the parties to the negotiation;

Tip 7: How the human factor affects the negotiation

The human factor is a key element in negotiation, and it is also a key component of negotiation.

1. What does the saying, "If you can't do business, you have to be kind" mean?

2. "Am I paying enough attention to the human factor?"

3. Can the human factor be addressed in negotiations?

Tip 8: Concession Strategies in Successful Business Negotiations

1. Principle of Maximizing the Value of the Goal;

2. Principle of Rigidity;

3. Principle of Timing;

4. Principle of Clarity;

5. Principle of Compensating;

Tip 9: If your negotiating counterpart throws a temper tantrum

In negotiations The human factor in addition to the conceptual issues, emotional expression can also have an important impact on the negotiation. Of course, it is expected that emotional disclosure from your counterpart will help the negotiation go smoothly.

For example, if your negotiator has just done a great job, or won the lottery, she can't help but be overjoyed during the negotiation. Your opponent's high spirits may make the negotiation go very smoothly and lead to a quick agreement. However, you can also run into individuals who are not as happy as your counterpart, who are in a low mood, and who may even be furious with you. We occasionally encountered in the store, individual customers rushed to the sales clerk on the sale of goods quality or other reasons for the dispute, lost his temper, the sales clerk feel that not their own problems and often try to explain, but the customer simply do not listen to, not only to return the goods. And continue to make a fuss, and sometimes even the two sides will have a heated verbal argument. Emotional leakage in the negotiations sometimes both sides are difficult to restrain. Personal emotions will also have a certain degree of contagious. Sometimes improperly handled, the conflict intensified, so that the negotiations into a situation that can not be extricated. Both sides in order to take into account the "face" and never make any concessions to each other. As a result, it is difficult for the two sides to cooperate with each other. Therefore, the treatment and grasp the negotiator's emotional expression is also an important aspect of the human problem. In business interactions, human emotions can determine the atmosphere of the negotiation.

How to deal with the negotiator's emotional expression, especially to deal with the negotiator's low mood, or even angry mood, on the future of the two sides of the further cooperation has a far-reaching impact. Experienced negotiators suggest that emotional conflicts in negotiation should not be dealt with in a face-to-face manner. Taking a hard-line approach will often escalate the conflict, which is not conducive to the continuation of the negotiation. To deal with the problem of excessive emotions, we may wish to start from the following three aspects of the solution:

1, the first focus and understanding of the other party's emotions, including your own emotions;

2, so that the opponent's emotions to be released;

3, the use of symbolic body language to ease the emotional conflict.

Advantageous Negotiation Skills

Negotiation Cognition

When we negotiate, we have to learn to think differently, learn to stand in the other side's point of view to consider the problem, have to know what the other side wants, what the other side has, what you have, what you want. You have to know yourself and know the other side in order to fight a hundred battles. So try to consider the problem from the other side's point of view, and within a certain enforceable range, you make compromises, which allows both sides of the dispute to be resolved.

For example, today you want A, the other side also want A, the other hand has a B, you can persuade the other side to B to you, you put A to him, this time, you get a win-win negotiation, the other side also got A, you also got B. That in turn, both sides may want to A, you have a C, just can also meet the other side of the C at this time is not important to you, you have a lot of C, you put the C to the other side. A lot of C, you give C to the other party, and then the other party to A to you. Is it also possible to reach a deal, so as to achieve both sides of the **** win?

Negotiation is not a matter of you dying and me living, you lose and me win, you more and me less, black or white, so we must have a higher level of cognition of the negotiation. A real master of negotiation, he can not only achieve the purpose, and also make the other party happy, satisfied, not only to solve the dispute, and even become good friends with the other party, so as to carry out a more in-depth, more long-term cooperation.

TMD Law

To give you a very important law in the negotiation - TMD law, it is a three-letter acronym, T for today; M is one of our favorite things - money, money; D is a three-letter acronym, T is a three-letter acronym, T is a three-letter acronym. M is everyone's favorite thing - money, is money; D is decision, is the decision.

A lot of salesmen, after half a day of grumbling with the customer, the last customer said no money or said to reconsider, and then there is no further. Here to teach you how to apply this law, so that the transaction continues.

For example, when the customer asked you: you really can not give me a discount of two thousand dollars today, the discount of two thousand dollars I will be fixed. When the customer talked to you almost, with you say these times, you can be sure that he has the intention to buy, he is releasing the purchase signal, this time is he really want to buy. At this time, we have to catch the customer, never let him run away. Then how to seize the customer? We can use the following to the words of the art, the words contained in the TMD law.

The words to share:

1, sir, you have come to see several times before. Today should be the fifth time. You are not already considered today, today can be fixed, otherwise I go to the boss to apply, apply back after you do not determine, there is no point, right? Because the price can change at any time. If you say you are sure today before I can apply.

2, I took the liberty of asking, the first few times ah, sister-in-law and you came together, after all, to buy a car such a big thing ah, you are not to sister-in-law final confirmation. I'm afraid that after a while, you set the sister-in-law if you are not satisfied, there is a bit of trouble, in order to avoid this situation, you see is not to discuss with your sister-in-law before deciding?

3, I'm not too embarrassed to say. If you say that you are sure that you can decide today, and sister-in-law has no opinion, you can make a decision, if I apply down, then today you bring money? If so, then I will apply.

Learning to "open your mouth wide"

Next, I'd like to share with you a very important skill in the negotiation - to open higher than expected conditions. Simply put, it's called "grandstanding".

Why do you need to be so open-mouthed? If I sell tea today, this tea tens of dollars a box, you will immediately feel that this tea is certainly not good, drink nothing to feel, but if I fully shape its value, composition, origin, process, and the price of 20,000 dollars, this time you will be very serious to taste, it will feel completely different. This is actually the psychological effect. But it can increase the sense of value of the product or service in the mind of the other party. Secondly, you can reserve space for yourself to negotiate. If you report the real price, the customer also want to cut the price, you have no way to make the price, the customer feels that you are not reasonable, they may go, many times the customer may want is not really affordable, but the feeling of winning. Third, when you report higher-than-expected conditions, the other party is likely to immediately agree with you.

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