What are the process stages of business negotiation?

The concept of "business negotiation trilogy" means that the negotiation steps should be three processes: declaring value, creating value and crossing the obstacles to reaching an agreement.

1, declared value

This stage is the primary stage of negotiation. Both sides should fully communicate their respective interests and needs and state the methods and advantages that can meet each other's needs. The key step of this stage is to find out the real needs of the other party, so its main skill is to ask more questions to the other party and explore the actual needs of the other party; At the same time, we should also state our own interests according to the situation.

Because the more you know each other's real needs, the more you can know how to meet each other's needs; At the same time, the other party knows where your interests are, so as to meet your needs.

2. Create value

This stage is the intermediate stage of the negotiation. The two sides communicate with each other, often state their interests and understand each other's actual needs. But the agreement reached in this way is not necessarily to maximize the interests of both parties. In other words, interests are often not effectively balanced here. Even if a balance is reached, this agreement is not necessarily the best solution.

Therefore, in the negotiation, both sides need to try their best to find a better plan and find the best interests for both sides. This step is to create value. The stage of creating value is often the most easily overlooked stage in business negotiation.

Step 3 overcome obstacles

This stage is often the key stage of negotiation. The obstacles to negotiation generally come from two aspects: first, the conflict of interests between the two sides; The other is that negotiators themselves have obstacles in the decision-making process. The first obstacle is the need for both sides to coordinate their interests according to the objective principle of fairness and reasonableness; The latter requires the barrier-free party to take the initiative to help the other party make a smooth decision.

Extended data

Characteristics of business negotiation

1, for the purpose of obtaining economic benefits.

Business negotiation is clear. The basic purpose of negotiators is to obtain economic benefits and involve other non-economic benefits on the premise of meeting economic benefits. Although, in the process of business negotiation, negotiators can mobilize and use various factors, and various non-economic interests will also affect the outcome of the negotiation, but its ultimate goal is still economic interests.

Compared with other negotiations, business negotiations pay more attention to the economic benefits of negotiations. In business negotiations, negotiators pay more attention to the cost, efficiency and benefits of weight or technology involved in negotiations. Therefore, people usually evaluate the success of a business negotiation by obtaining economic benefits. Business negotiations that do not pay attention to economic interests will lose their value and significance.

2. Take value negotiation as the core.

Business negotiation involves many factors. The needs and interests of negotiators are manifested in many aspects, but the value is the core content of almost all business negotiations. This is because in business negotiations, the expression of value and price most directly reflects the interests of both parties. Many times, the gains and losses of both sides in other interests can be converted into a certain price more or less, which is reflected by price fluctuations.

It should be pointed out that in business negotiations, on the one hand, we should focus on price and stick to our own interests, on the other hand, we should not be limited to price, we should broaden our thinking and strive to win our due interests from other interests. Because, instead of arguing with the opponent on the price, it is better to let the other side make concessions unconsciously on other interests. This is what people engaged in business negotiations need to pay attention to.

3. Pay attention to the rigor and accuracy of the contract.

The result of business negotiation is reflected by the agreement or contract reached by both parties through consultation. The terms of the contract essentially reflect the rights and obligations of all parties, and the strictness and accuracy of the terms of the contract is an important prerequisite to ensure the negotiation to obtain various benefits.

Some negotiators spend a lot of energy in business negotiations and finally get favorable results for themselves. In order to get the contract, the other party must make many concessions. At this point, the bidder seems to win the negotiation, but if the contract terms are drawn up, it will be taken lightly and will not pay attention to the integrity, rigor, accuracy, rationality and legality of the contract terms.

In this way, negotiators will fall into the trap in terms of wording and expression skills, not only losing all the benefits they have gained, but also paying a heavy price for it. Such examples are common in business negotiations. Therefore, in business negotiations, negotiators should not only pay attention to verbal commitments, but also pay attention to the accuracy and rigor of contract terms.

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