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Business Negotiation Research Paper

Business negotiation activity is in economic activities, the two sides through consultation to determine the exchange of all kinds of conditions related to an indispensable activity process, is an important part of the two sides of the negotiation, which can promote the two sides to reach an agreement. The following is my business negotiation research paper for you to organize the opening report, for your reference.

Business Negotiation Research Paper Opening Report I

Win-Win Strategy for Business Negotiation

Abstract: In the socialist market economy, the realization of "win-win" is the long-term plan for the development of enterprises. In the business negotiations to seek the interests of both sides of the point of convergence, effectively resolve the contradictions and conflicts in the negotiation process, to achieve long-term effective cooperation, is the ultimate goal of modern business negotiations win-win strategy. Therefore, the study of win-win strategy in business negotiation has important practical significance and application value. This paper mainly studies the related problems of win-win strategy of business negotiation, which mainly involves the basic concept of business negotiation, the factors hindering the realization of the goal of win-win strategy of business negotiation, and the countermeasures of win-win strategy of business negotiation.

Keywords: business negotiation, win-win strategy, obstacles, strategic countermeasures

With the progress of social and economic development, the concept of win-win strategy of business negotiation is gradually being respected, and the concept of win-win has an important role in promoting the smooth progress of business negotiation. The win-win strategy of business negotiation is a proven negotiation strategy. Business negotiations, the negotiating parties are not absolutely antagonistic relationship, in a certain sense, the negotiating parties are partners, business negotiations to seek both sides of the *** with the point of interest, to achieve a win-win situation is the basis for long-term cooperation between the two companies. However, in the actual business negotiation activities, both sides of the negotiations are often too insistent on their own interests, refused to make the slightest concessions, resulting in a stalemate in the negotiations and even lead to the eventual collapse of the negotiations. To change this situation, it is necessary to establish a win-win concept, the correct handling of the negotiation process of the relationship between the win-win concept really put into practice to achieve a win-win situation for the ultimate purpose of the negotiations, to achieve mutual benefit for both sides.

I. Business negotiation and win-win strategy

(a) Overview of business negotiation

In the modern market economy, business negotiation plays a more and more prominent role in facilitating business cooperation. Business negotiation is an important and indispensable part of modern economic and trade work, mainly refers to the two sides in order to achieve certain economic goals, clear mutual rights and obligations and consultative behavior. As the interests of both sides of the negotiation is relative, so the business negotiation has a very obvious confrontation, but this does not mean that the contradiction between the two sides of the negotiation is irreconcilable, and to seek a balance that both sides can accept is the key to business negotiation, and also the key to realize the win-win strategy.

(B) Overview of win-win strategy

Win-win strategy in business negotiations is to seek a mutually satisfactory solution through negotiation, and ultimately realize the win-win goal. Win-win negotiation emphasizes that "you win, but I did not lose".

In terms of the overall goal of a business negotiation, a win-win situation is the best possible outcome. The following is a classic story that is widely circulated in the negotiation world: A mother gave an orange to two children in her neighborhood. The two children discussed how to share the orange, argued and argued, and finally agreed that one child would cut the orange and the other would choose the orange. As a result, the two children each got half of the orange according to the agreed method and took it home happily. The first child took half of the orange home, peeled off the skin and threw it in the trash, and put the pulp in the juicer to make juice. The other child went home, scooped up the pulp and threw it in the garbage, and left the peel to be grated and mixed into flour to bake a cake. This story is a typical example of a win-win situation through negotiation, which can be seen, at the same time, consider both sides of the *** with the same interests and to achieve a balance between the interests of both sides is the highest state of business negotiations.

Second, the factors that hinder the realization of win-win strategy in business negotiations

Theoretically, the implementation of win-win strategy in business negotiations is very feasible, however, in the actual negotiation is a lot of resistance. Due to the negotiation of the two sides of the position is different, or even directly opposite, and both of them in order to pursue the greatest economic benefits, there are often negotiation differences, if the two sides do not know how to adapt, it is easy to lead to business negotiations into a stalemate. How to break this impasse, to achieve both sides **** win, is the negotiation of the two sides must consider the issue.

Specifically, the factors that hinder the realization of win-win strategy of business negotiations are mainly the following aspects:

First, the negotiators themselves lack of win-win strategy, that the final outcome of the business negotiations is not your death, that is, I live, and even think that the other party to make concessions means that their own losses, which is a kind of wrong negotiation ideas;

Secondly, some of the negotiators The second is that some negotiators believe that the opponent's problems should be solved by the other side, for the other side to consider seems to be out of order;

Third, some negotiators see the other side has been insisting on the position does not change, their own blind insistence on the unwillingness to reduce their own interests, resulting in a stalemate in the negotiation, naturally, can not be realized win-win situation. For example, in the negotiation of the transportation of goods, the buyer requested "not to batch loading and transfer" and the seller insisted on "transfer", is the position of the negotiation between the two sides, and the buyer "worried about the loss of goods damaged and suffered losses The buyer's "fear of loss due to damage to the goods" and the seller's "fear of harbor charges and other expenses due to failure to deliver the goods in time" are the substantive interests pursued by each party. Many negotiators tend to wrongly believe that the negotiation is only between the two sides of the position to reach a mutually acceptable conditions, to see the other side to adhere to the position, but also blindly unwilling to give up their own existing position, in the position of the problem with the other side of the bargaining, to find a solution to meet the interests of both sides;

Fourth, too much attention to the one-time transaction benefits, ignoring the long-term economic interests of the enterprise. This is a one-sided understanding, "pick up the sesame, lose the watermelon". Negotiators who want to establish long-term business relationships with each other will generally pay more attention to the first cooperation with each other. Will try to take the reciprocal negotiation method, so that the interests of both sides to achieve a balance. However, nowadays the competition in import and export trade is getting bigger and bigger, and customers often have more choices. For example, a customer and this enterprise has had several times of cooperation, once it finds another enterprise can provide more favorable conditions, it will be very easy to go to cooperate with another enterprise. In such a situation, both sides of the negotiation will not deliberately to maintain the relationship with the other party, in the transaction are trying to make their own to obtain more benefits. In addition, due to some objective reasons for the failure of the negotiation, such as due to the other side over our bottom line and so on.

In short, there are many factors that hinder the realization of win-win strategy in business negotiations, the key is how to flexibly coordinate the interests of both sides, effectively resolve the contradictions and conflicts in the negotiation process, so that cooperation continues.

Third, the win-win strategy of business negotiations

Business negotiations need to establish the concept of win-win, successful business negotiations to learn to flexibly concessions, from the two sides of the greatest interests, the use of the smallest possible cost in exchange for the greatest benefit to both sides. Business negotiation win-win strategy throughout the entire process of business negotiations:

(a) establish a win-win concept

Negotiators should first set up a win-win concept, recognizing that the business negotiation is not to fight to the death, but to seek the interests of the two sides of the fitness point, this is the business negotiation to achieve a win-win strategy of the first guarantee. Lack of this concept, business negotiations will be difficult to achieve real success.

(B) think differently, mutual understanding

To achieve a win-win situation in the negotiations, thinking differently is inevitable. Standing in the position of the other side of the thinking, the heart, mutual understanding, mutual understanding, it is possible to make the results of the negotiations are happy. Thinking differently also requires to maintain a calm mood, to avoid large fluctuations in mood, especially when the negotiations reached an impasse, not tit for tat, to avoid quarreling with each other, should seek as much as possible the interests of both sides of the **** the same point, and stand on the other side of the position of the thinking problem.

In the process of business negotiations, the negotiation of the two sides will come up with their own most favorable program, once the damage to the interests of the other side, will inevitably cause dissatisfaction with the other side, therefore, in the process of negotiation should be prepared for the alternative program, when they believe that the best program is difficult to pass, you can reduce the requirements of their own interests, come up with a The second program, and after both sides of the negotiation, compromise, adaptations appear after the alternative program tends to make both sides of the negotiators out of a situation is not optimistic negotiation, with more options.

(D) learn to appropriate concessions

In the process of business negotiations, there are interests) in the conflict is an objective fact, learn to appropriate concessions is to realize the win-win strategy necessary conditions. However, learn to appropriate concessions does not mean that the one-dimensional forbearance, is to use their own concessions in exchange for greater returns. According to statistics, in the negotiation layer, about 85% of the concessions are made in the last 15% of the time, although not unnecessary concessions, but to understand that concessions are not reciprocal, and should not be conceded too many times, should let the opponent feel that their side is in a difficult situation concessions. Learn to make concessions required in the business negotiation process will learn to benefit from the exchange, that is to say, in their own concessions at the same time, you can put forward another favorable conditions, as an exchange. For example, the two sides in the price dispute, you can make appropriate concessions, while the introduction of payment methods, payment terms, delivery methods and other new conditions of exchange, these conditions for the buyer is also a great benefit, so the buyer will be more likely to accept the seller's price.

Fourth, the concluding remarks

In short, with the development of the socialist market economy, business negotiations in the development of modern enterprises has become more and more prominent, the concept of win-win business negotiations gradually developed into an irreversible trend. The implementation of win-win strategy in business negotiations is conducive to improving the efficiency of the negotiations, to protect both sides *** the same interests, and is conducive to both sides to reach *** knowledge, and seek long-term interests. Successful negotiations have no losers, only win-win, win-win strategy is the best strategic choice for modern business negotiations.

References:

[1]Wu Ruolan, Win-Win in International Business Negotiations [J], Times Finance, 2013(23)

[2]Shi Guangqi, 12 Tips for Business Negotiations [J], Small and Medium Enterprise Management and Technology (Zhongdianjian), 2011(08)

[3]Ding Yuzheng, How to Achieve Win-Win in Business Negotiations [J], Value Engineering, 2012(25)

[4]Zhao Ran, Win-Win Discourse Strategies in International Business Negotiations from the Perspective of Contextual Conformity[J], Northeast Agricultural University, 2012

Business Negotiation Research Paper Opening Report II

Analyzing Network Business Negotiation

Abstract With the development of information technology, e-commerce platforms are affecting the development of business. development, the e-commerce platform is affecting the traditional transaction and business negotiation activities. Network business negotiation with its low cost, high efficiency, flexibility and convenience and other advantages by more and more economic subjects to use. But its own also exists in the information environment brought about by the negative factors.

Keywords network business negotiation; traditional network business negotiation; Internet; information technology

Business negotiation is the process of communication and coordination to achieve consensus between the subjects of market economic activities in order to realize the goal of both sides **** win. With the continuous development of modern information technology, the traditional business negotiation is also subtle towards the direction of network business negotiation. Network business negotiation is in essence a new form of business negotiation between market players on the platform of Internet information.

As with traditional business negotiations, network business negotiations also go through the inquiry, offer, return, bargaining, order signing and so on. The workflow is roughly as follows: the seller released through the network of their products, basic information (product catalogs, specifications, prices, etc.), the buyer searched for the demand for products on the web page, and began to inquire. The seller then makes an offer. Negotiating parties enter the bargaining stage. After the order is finalized, a written contract is signed online or formally. Thereafter, if there are changes, you can also change the purchase order online.

I. Analysis of the characteristics of network business negotiation

Because it is the Internet information technology as a platform, network business negotiation presents its low cost, high efficiency, objectivity and other characteristics, attracting the attention of modern enterprises.

(a) low-cost realization of business negotiation activities

Traditional business negotiation activities, regardless of the use of the home negotiation, away from the negotiation or the third place of negotiation, the negotiation between the two sides of the negotiators must spend a lot of financial resources in the food, accommodation and communication and other negotiation activities above the funds, coupled with the negotiation period is longer or the negotiation site is farther away, then the cost of negotiation time and financial costs will be higher, and even more. The cost of negotiation time and financial costs will be higher, and may even miss the best time to close the deal resulting in greater economic losses.

Network business negotiations in the buyer and seller only need to dig through the Internet on the subject of negotiation, in writing to determine the negotiation schedule and agenda, only a few minutes of time network technology staff can realize the inquiry, send the plate and other negotiation links, filtering the negotiation information. In addition, when it comes to the return of the offer, concessions and other aspects of the negotiation, the negotiating parties can also be convenient and timely report to the leadership of the negotiation process, can be fully in the negotiation team to discuss, decision-making. These activities are realized at a low cost.

(B) to efficient, high-quality way to reach the business negotiations

The traditional business negotiations from the collection and analysis of negotiation information, determine the negotiation objectives and objects to the designation of the negotiation program, set up the negotiation team, the control of the negotiation process, as well as the negotiation of the scene of the war of words, the entire process down to a short period of several days, or a few months, the low efficiency; due to the early in the search for the object of the negotiation There may be limited information and subjective limitations and other factors such as the quality of the negotiation results may not be high. The network business negotiations can maximize to overcome the above problems. With the help of the Internet's huge resource base, the negotiating party can grasp more comprehensive and accurate customer resources, which helps to improve the quality of negotiations. In addition, the network business negotiation is not limited to the negotiation period, can be fully 24 hours a day, 365 days a year with the customer to negotiate and communicate across the region, from the negotiation time, space, quality will be, the network business negotiation is highly efficient.

The results of traditional business negotiations will be affected by the personal preferences of the members of the negotiating parties, personality, ability, level and other factors, there may be subjective. The network business negotiation is in the same competitive platform on a relatively equal dialogue process, the negotiating parties do not need to meet, do not need to pay attention to some human factors, directly focus on the conditions of the negotiation, the results of the negotiation, relatively more objective to promote the negotiation of both sides to achieve **** win.

(D) help improve the scientific decision-making

The traditional business negotiation process and results are often vulnerable to the influence of negotiation team members, the decision-making within the time limit is not necessarily the most have. The network business negotiation is mainly in written form to determine the negotiation agenda and content, the negotiating parties have sufficient time to carefully study, repeated comparisons and arguments, but also timely to the leadership of the content of the negotiations, and other colleagues to start the discussion, and even to the experts to consult, but also the use of the network and other suppliers or customers to compare and analyze the decision-making process to make a more scientific and reasonable.

Second, the network business negotiation development of several key issues

Network business negotiation is, after all, the Internet as a platform for a form of business negotiation, compared with the transmission of business negotiation, has its own characteristics. If the network business negotiation to continue to develop and attract more economic subjects to adopt, need to pay attention to the following aspects of the problem.

(a) the security of business information

The Internet is an open information platform, in order to provide low-cost, efficient negotiation booths for both sides of the transaction at the same time, but also to both sides of the security of business information. Both sides of the transaction need to be in the open platform for inquiry, offer, return and other work sessions, competitors can easily get hold of the two sides of the offer, counter-offer, basic product information and other commercial secrets. Moreover, the insecurity of the network itself may threaten the security of the negotiation, such as malicious damage, tampering, leakage and other network security accidents by hackers, viruses, spyware and so on. Of course these problems may also occur due to the malicious intent of competitors. These issues require the network negotiation subject is not only a business negotiation experts but also network technology talents, do a good job of network business information ___, only to go to the necessary defense measures to ensure that the confidentiality of information, integrity and availability, for the negotiation work to provide accurate and reliable source of information.

(ii) emphasize customer relationship management

In the open Internet platform, buyers and sellers market are filled with a large number of competitors, each other's choice of space are large, is a monopoly competition market. So how can we attract and retain customers? This requires that the network business negotiation-based enterprises should pay more attention to the relationship management with customers, the establishment of customer files, and actively cultivate emotions with customers to improve the level of network services.

Because it is carried out on the Internet, the negotiating parties do not have to meet, and even do not need to contact the phone, only rely on the network interactions continue. Network business negotiation is more "risky" than on-site face-to-face business negotiation. This point also explains why the network business negotiation has low cost, high efficiency, high efficiency several characteristics, but can not replace the traditional sense of the negotiation table on the formal negotiations. Therefore, the integrity of the subject of the transaction will be more demanding. There is a famous saying in the West that honesty is the best competitiveness. This is especially important in online business negotiations.

Although we can't meet in person, online business negotiations are no less important than face-to-face negotiations for a warm and attentive service attitude. The seller's product promotion on the website, the buyer's inquiry for the offer, bargaining, and even the possibility of a change in the purchase order, these links need to have a professional network of customer service staff to provide enthusiastic, attentive, patient and meticulous professional services.

References:

[1] Bai Yuan. International Business Negotiation [M]. Renmin University of China Press, 2004

[2]Sun Guili, Wang Xiao. Modern Business Negotiation [M]. Beijing: Higher Education Publishing House, 2013

[3] Li Jianguo. Language art skills of business negotiation [J]. Economist. 2004(01)

Business Negotiation Research Paper Opening Report Part III

A Primer on the Psychology of Business Negotiation

Abstract The psychology of business negotiation is characterized by the four major features of concealment, stability, difference and self-regulation, and a variety of psychological disorders may occur in the process of negotiation, which can be improved from the enhancement of training and learning to improve the psychological control ability, adequate preparation for the enhancement of the psychological control ability, and to enhance the psychological control ability, adequate preparation for the enhancement of the psychological control ability. Psychological control ability, fully prepared to enhance the confidence of negotiation to regulate the negotiation psychology, and actively create an environment to provide environmental support for psychological regulation to regulate.

Keywords business; negotiation; psychology

With the active market economy, business negotiation is also more and more active, more and more widely used. As business negotiations are carried out by people with feelings and thoughts as the main body, which makes the negotiation process will appear a variety of psychological phenomena, the negotiation psychology can be explored for better business negotiations to provide reference.

First, the psychological characteristics of business negotiation

The psychological characteristics of business negotiation refers to the psychological phenomena that may be generally manifested in the negotiation process, in general, there are four main characteristics: hidden, stability, difference and self-regulation.

1. Concealment

Concealment refers to the fact that business negotiators will try to hide their own psychological activities, and will not easily show their own emotions and other psychological activities to their negotiation opponents, so as to prevent the leakage of negotiation information and even cause negotiation mistakes. Generally speaking, with the continuous improvement of the level of training of negotiators, most of the mature negotiators can do "not happy with the color".

2. Stability

Stability refers to the inner activity of business negotiators to remain stable, and generally will not appear large fluctuations. As business negotiators have a strong mental capacity, even in the face of more significant changes in the external environment or to reap the success of the negotiations, they are basically able to maintain the normal nature of mental activities. Of course, this stability is relative, business negotiators psychological quality will increase with the increase in negotiation experience, thus showing a process of increasing stability.

3. Difference

Difference includes two connotations, on the one hand, different individuals have different psychological differences, and then manifested in the business negotiation process. Generally speaking, the negotiation ability of a mature individual is relatively strong and stable, while a novice negotiator may have problems such as psychological immaturity, which in turn affects the negotiation. On the other hand, the same individual in different types of negotiations may show differences, familiar environment and field may provide security for their negotiation psychology, on the contrary, an unfamiliar environment or field may have an impact on the psychology, and then show differences.

4. Self-regulation

Self-regulation mainly refers to the individuals involved in business negotiations can effectively carry out psychological adjustment in the case of psychological fluctuations, and this adjustment has a strong autonomy, so as to avoid long-term psychological fluctuations to the negotiation impact.

Second, the possible existence of psychological distress in business negotiations and the analysis of the causes

Due to the influence of a variety of factors of the human psyche, the process of business negotiation will inevitably appear a variety of psychological distress, mainly manifested as psychological frustration, which will further lead to the emergence of aggressive negotiation in the business negotiation, emotional anxiety, inferiority complex, or fear of other behaviors.

1. Aggressive negotiation behavior

The emergence of aggressive negotiation behavior that is due to the negotiator's psychological disorders caused by the negotiation process with verbal language or body language, such as attacking or even insulting the negotiation opponents, and thus lead to negotiation of contradictions in the behavior. As business negotiations can not be carried out in accordance with the unilateral will, in some cases may be for the maintenance of their own interests and the emergence of negotiation contradictions, in this context, the self-proclaimed "loss" of the interests of the party may produce a sense of frustration, and then through the aggressive behavior to vent this dissatisfaction.

In the actual negotiation work, due to the individual quality of the personnel involved in the negotiation is not the same, part of the personal quality of the relatively poor negotiators may because of the negotiation encountered frustration or negotiation failure to take the anger to others, and then take the personal attack and so on the way to hit each other, so as to give the negotiation of the normal conduct of the impact.

2. Emotional anxiety

Emotional anxiety is mainly due to the negotiation is not in accordance with the predetermined plan to carry out or due to other reasons to participate in the business negotiation of a party to the emotional frustration, this anxiety may affect the negotiation on the one hand, the decision-making process, because in the state of anxiety in the negotiator's ability to judge the individual may be reduced. On the other hand, this anxiety may be informed by the other party and reasonably utilized, thus giving the other party an opportunity to take advantage of. In the actual negotiation process, if a party is anxious to achieve a certain goal, or unable to complete the negotiation goals, especially with a strong time constraints, may lead to emotional anxiety.

3. Inferiority complex or fear of psychology

In the business negotiation, inferiority complex or fear of psychology more than a number of special factors to stimulate the negotiator's inner inferiority complex or fear of psychology, such as the emergence of the negotiator negotiation with the negotiator failed to negotiate the similar events, encountered with the negotiation of the same failure of the competitors and so on, when these factors appear, the negotiator may be "not yet war", and in turn, the negotiator may be "not yet war", and the first fear, and then the negotiations. When these factors appear, the negotiator may be "before the fight", and then make it in the negotiation in an unfavorable position. From a practical point of view, if the negotiator has an insurmountable psychological shadow or is unable to overcome himself, this situation may occur.

Third, grasp the negotiation psychology to enhance the ability of business negotiation countermeasures

Grasp the negotiation psychology factors to enhance the ability of business negotiation, can be strengthened from the strengthening of the training and learning to continuously improve the ability to control the psychological, fully prepared to enhance the confidence of the negotiation negotiation psychological adjustment, and actively create an environment to provide environmental support for the psychological adjustment and other aspects of the work.

1. Strengthen training and learning to improve psychological control ability

Training and learning can effectively improve the psychological control ability of negotiators. First of all, we should strengthen the training of negotiators in psychological knowledge, and strive to improve the negotiators' ability to regulate psychology. In practice, the overall quality of negotiators should be improved by hiring experts with rich negotiation experience or experts in the field of psychology for counseling. In addition, the personnel engaged in business negotiation should strengthen the learning of psychological knowledge, through self-improvement to adjust the negotiation psychology. Secondly, we should strengthen the training of professional knowledge of negotiators, through professional skills, including negotiation skills, the negotiator's unit of knowledge of the industry and other aspects of the training, to deepen the negotiators' understanding of the content of the negotiation, so as to enhance their confidence in negotiation. Once again, to enhance the training of negotiators teamwork ability, for modern business negotiation in the form of team negotiation of the reality, to refine the division of labor on the basis of the enhancement of team members to cooperate with the ability to train, so as to enhance the spirit of teamwork, the formation of a positive team psychology.

2. Adequate preparation to enhance confidence in negotiation regulates the negotiation psychology

Adequate preparation is conducive to enhance confidence in negotiation regulates the negotiation psychology. First of all, we should try to collect negotiation information, before the business negotiation, the personnel involved in the negotiation should be the purpose of the negotiation, the background of the in-depth understanding of the negotiation, the basic situation of the negotiation opponent and the other party's goal to analyze, improve the total amount of negotiation information. Secondly, to do a good job of negotiation plan, negotiators should be based on intelligence analysis to develop negotiation programs, including negotiation division of labor, negotiation progress grasp and negotiation strategy, and for a variety of possible scenarios to develop different programs, in order to enhance the overall grasp of the negotiation ability. Again, to develop an emergency response program, for the negotiation of possible psychological difficulties, the negotiation team to develop an emergency plan, once there are some extreme circumstances such as the escalation of the negotiation contradictions, it can be implemented in an emergency program, to avoid a single member of the psychological problems to the negotiation of the impact caused by too much.

3. Actively create an environment to provide environmental support for psychological regulation

A familiar or good environment can provide the basis for psychological regulation and control. First of all, the negotiators should try to create their own familiar environment, before the start of the negotiation, through the view of the negotiation site, adjust the negotiation with a variety of facilities or even environmental optimization to be familiar with the negotiation environment, so as to provide a basis for psychological regulation. Secondly, negotiators should strive to grasp the negotiation process of various environments, such as the power of the team to create their own favorable environment, the use of the negotiation opponent's mistakes to create their own familiar environment, and strive to avoid falling into a variety of unfamiliar environments, so as to provide a basis for psychological stability.

References:

[1]Zhong Lepeng. Modern Business Negotiation Techniques[J]. Business Manager, 2011(24):277

[2]Xu Wen,Chen Jie. Prevention of Psychological Frustration in Business Negotiation[J]. Hebei Enterprise, 2006(7):55-56