Win-win business negotiation skills

Win-Win Business Negotiation Skills1

I. Introduction

There are two basic methods of negotiation, "zero-sum negotiation" and "win-win negotiation". "Zero-sum negotiation" is a lose-lose negotiation, one side of the gain is the other side of the loss. "Win-Win Negotiation" is a negotiation to find a solution where both parties win. In this article, we are going to introduce the "win-win negotiation".

Business negotiation is an important and indispensable part of economic and trade work, which is characterized by commercial and confrontational. The essence of the business negotiation process is the two (or more) parties to the game process. Negotiations between the parties to make full use of the skills, strategies, in the pursuit of their own best interests under the premise of obtaining the most favorable trading conditions. But the result of the negotiation is not "you win, I lose" or "you lose, I win", the negotiating parties should first establish the concept of "win-win". It should be recognized that business negotiations are full of all kinds of contradictions and conflicts, and the key is how we use effective means to find appropriate solutions. If the negotiation can achieve a "win-win" ending, so that both sides have a happier and safer feeling, it will achieve the purpose of business negotiation. Therefore, in the face of the conflict of interests between the negotiating parties, the negotiators should pay attention to and try to find out where the substantial interests of both parties lie, and on this basis, apply some methods recognized by both parties to seek for the realization of the greatest interests. This article introduces several principles that should be grasped by negotiators to achieve a "win-win" negotiation result.

Second, "win-win" negotiations

With the changes of the times and the development of the economy, the "exclusive use of a large cake" of the traditional negotiation ideas in modern negotiations gradually abandoned, "win-win" negotiations, "win-win" negotiations, "win-win" negotiations, "win-win" negotiations, "win-win" negotiations, "win-win" negotiations, "win-win" negotiations, and so on. "Win-win" is becoming fashionable. Regarding the principle of "win-win" in business negotiation, Wang Yinghua and Li Xuan have studied it in "On the Win-Win Principle of Business Negotiation", which points out that win-win should exist in most of the negotiations. Creative solutions can fulfill the needs of both parties' interests. This is because only a negotiation in which both parties are winners can make future cooperation sustainable. This, of course, requires that both parties are able to identify ****similar interests. Therefore, in order to achieve a "win-win" negotiation results, the negotiators should grasp the following principles:

(a) expand the overall interests of the principle.

Expanding the overall interest is what we call "making the cake bigger". Negotiators in the beginning of the negotiations should consider how to globalize the arrangement, adding more resources to meet the needs of both sides, that is, how to make the cake bigger, and find ways to share the cake, instead of rushing to take the knife to cut the cake, thinking that the cake is so big, the first to start, you can share some, in fact, this is not a wise practice. Negotiations if through the efforts of both parties to reduce costs, reduce risk, so that both sides of the *** with the interests of the growth, it will make both sides profitable.

(ii) Focus on interests, not positions.

Interests are the negotiator's substantive needs, desires, concerns or worries. Positions are the formal requirements of the negotiator's interests or some decision made as a result of them. Each interest has a variety of ways or requirements that can be satisfied, and the basic problem in negotiation is not a conflict between the two sides in the position, but a conflict between the two sides in the interests. Wise negotiation requires harmonizing interests, not positions. "It is interests that motivate negotiators to make decisions; interests are the motives hidden behind positions." This suggests that behind the opposing positions of the negotiating parties, there may also be ****same or mutually compatible interests, which are often the breakthrough point that breaks the deadlock in negotiations and leads to success. To make the negotiation based on the interests rather than bargaining on the position, we must start from the following points:

(1) Think differently, mutual understanding. Negotiation of the taboo of asking for excessive, sky-high prices or haphazardly kill the price, resulting in negotiations full of gunpowder and hostile posture, the negotiating parties should be mindful of each other, mutual understanding, leading to the smooth progress of the negotiation and achieve a happy outcome. Therefore, both sides of the negotiation seriously think about their own needs and interests at the same time should stand in the other side's point of view to consider the interests of the other side hope to obtain. If the negotiating parties can take a flexible attitude on specific issues, the problem can be solved.

(2) pay attention to business negotiation needs. The so-called business negotiation needs, that is, business negotiators negotiation objective needs in their minds, can also be understood as business negotiators through the negotiation of the interests and needs to be achieved. According to Maslow's hierarchy of needs, negotiation needs are divided into physiological needs, safety needs, social needs, respect needs and self-actualization needs. Through negotiation, both the needs of the party to be satisfied as well as the needs of the other party to be satisfied, so that the two sides of the friendly and cooperative relationship can be further developed and strengthened. Mastery of the "theory of needs" allows us to identify the needs of both sides of the negotiation **** the same.

(3) Prepare alternative programs. Negotiators initially come up with their own programs are very favorable, and both sides want to negotiate to get more benefits. Therefore, when the initial program can not be realized, if still adhere to their own position not to let go will make the negotiations into a deadlock or give up cooperation. And after both sides of the negotiation, compromise, the emergence of alternative programs often make both sides of the negotiators out of a situation is not optimistic negotiations, have more options.

(C) The principle of treating things as they are, not as they are.

Another important principle to be grasped in the process of business negotiation is that the matter is not against the person, on the matter. When both sides of the negotiation, the negotiation is often prone to deadlock. But no matter how intense the two sides in order to maintain their respective interests in the argument, no matter how harsh bargaining, always have to distinguish between the human problem and the substantive interests, and never talk, bad language, and even to the number, personal attacks. Problems can be dealt with from three aspects: awareness, emotions and communication.

(1) correctly present the view. You can try the following methods: *** with the discussion of each other's insights and views; do not use their own worries to infer the intentions of the other party; do not blame the other party for their own problems; look for some opportunities to defuse the conflict to surprise the other party; when the agreement is reached, be sure to give the other party to save face, and respect for each other's personality.

(2) Maintain appropriate emotions and establish a cordial negotiation atmosphere. Especially in the fierce dispute, people tend to think that the matter is important and there is a sense of fear of being threatened, this fear will produce anger. Therefore, when both sides of the understanding of the deviation, we must learn to control their emotions, never tit for tat, otherwise it will only lead to heated arguments. Both sides should reach **** knowledge, enhance each other's confidence, resolve differences, as far as possible to achieve a "win-win".

(3) Improve communication. Due to different cultural and historical backgrounds, semantic difficulties, misunderstandings, and noise interference in the communication process, may cause people to have communication barriers. Sometimes the disagreement between the two sides may not necessarily be due to a conflict of interest, so it is important to understand the cause of the disagreement in which link, the right remedy in order to effectively solve the problem of disagreement between the two sides.

(d) The principle of objective criteria.

In the negotiation process, the use of objective criteria plays a very important role. Based on something independent of the will of the two sides, that is, with objective criteria, is an effective way to solve problems, so that the results of the negotiations can be achieved quickly without hurting the peace. The choice of criteria must be just, fair, legal and feasible. Negotiation under a fair mechanism can make both sides convinced and *** with compliance. For example: fair objective criteria are: market value, scientific calculations, industry standards, cost, effectiveness, reciprocity, mutual principles, etc.; fair method of division of interests: such as commodities trade by the futures market pricing for the basis of the transaction; and such as the use of the rotation method, the lottery method, the law of coin tossing, arbitration, etc..

(E) the principle of mutual benefit.

Mutual benefit is the basis of negotiation. In business contacts, the negotiations should be based on the needs and requirements of both sides, in accordance with fair and reasonable prices, reciprocity, so that all participants in the negotiations of the needs of each, each pay off the wish, so as to achieve a "win-win" or "win-win" situation.

(F) the principle of equal consultation.

"Win-win" results in the establishment of equal consultation, mutual respect on the basis of negotiation, any party to the power of the negotiation, bully the small, can not reach a "win-win".

Three, conclusion

Negotiation is how to deal with the relationship between the interests of the two sides of the process, if the two sides of the business negotiation in accordance with certain principles of negotiation, we will be able to achieve mutually satisfactory results, that is, "win-win".

1 Business negotiations before the preparation

The so-called "know yourself and know the enemy, a hundred battles are not dangerous". In business negotiation activities, the collection of relevant information, organization is very important, the more information collected, the more thoroughly analyzed, the more the ability to grasp the negotiation environment, the greater the possibility of negotiation.

1.1 Collection of intelligence

The so-called intelligence according to the function of intelligence classification includes three categories: public intelligence, non-public intelligence, confidential information. According to the content of the intelligence to be categorized include four parts: the situation related to the negotiations, the situation of the negotiation object, the situation of the competitors, the situation of the party. Negotiators can obtain effective intelligence from the following channels: government agencies; research patents to find information; industry consulting firms or related organizations; through large-scale exhibitions and activities to collect information; through the visit to learn to obtain information; ask key customers; tracking the leadership of the target of the negotiation, and so on.

1.2 Negotiation plan

Negotiation plan is a business negotiator in the negotiation before the negotiation of the specific content of the negotiation objectives and steps made in advance of the arrangements, is the negotiator's behavior of the pointer and direction. The main contents of the negotiation plan are: determine the negotiation objectives; time arrangements; arrangements for the negotiation venue.

1.2.1 Determination of negotiation goals

The negotiation goals of the judgment goal is to achieve the specific objectives of the negotiations, which indicates the direction of the negotiations and the purpose to be achieved. Enterprise to this negotiation goal is to ensure the success of the negotiation basis.

In determining the negotiation goals, be sure to fully distinguish between what you want and what you need, and list it. There are many common issues that come up in negotiations, including price, quantity, quality, delivery date, discounts, after-sales service and so on. Before negotiation, list your own negotiation goals, consider what the other party may care about, prioritize them, and then list a competitor's goals and consider what the other party may care about.

1.2.2 Time arrangement

"Time is money, efficiency is life", visible time arrangement is a very important part of the process, if the time is arranged in a hurry, not fully prepared, in a hurry, impatient, it is difficult to calmly implement a variety of strategies in the negotiation; if the time is scheduled to be Very delayed, not only will cost a lot of time and energy, but with the delay, a variety of environmental factors will change may also miss some important opportunities.

1.2.3 The choice of negotiation site

The choice of negotiation site, often involves the negotiation of the environmental psychological factors, favorable negotiation sites can increase their negotiating power. For example: Japan's iron and steel and coal resources are in short supply, while Australia is rich in iron and coal, Japan is eager to buy to Australia's coal and iron, by definition, the Japanese negotiating position is lower than that of Australia, in an unfavorable position, while the Australian side of the negotiating table to take the initiative. In order to gain an advantage in negotiations, Japanese businessmen always tried to invite the negotiators of the other side to Japan to talk business. Once the Australians came to Japan, the mutual status of the Japanese and Australian sides at the negotiating table changed significantly.

This successful negotiation on the Japanese side just goes to show that there are a number of advantages to negotiating on home turf. Negotiating with the other side in their own familiar place, all aspects will feel more accustomed to, in the life of living, eating, sleeping and stopping will not be affected, because they are in the status of the host, to deal with all kinds of negotiation affairs are more proactive, the negotiation of more confident.

2 Business Negotiation Skills

Business negotiation is the process of coordinating the behavior of economic and trade relations, and its driving force is the respective economic needs. Successful business negotiation always seeks a way to achieve the combination of needs. Therefore, business negotiation skills is not the study of falsehood, fraud and coercion, but to explore the modern negotiation theory and principles, in order to achieve the negotiation goals, in the negotiation process through the skillful use of negotiation knowledge and skills, is a comprehensive use of knowledge and experience in the art. To improve negotiation skills, mastery of modern negotiation theory and related knowledge is the basis for summarizing the lessons learned by others and themselves in business negotiations is necessary. Apply theoretical knowledge and experience to the reality to exercise, cultivate in different environments, rapid, accurate and comfortable application of the ability, is the core, is the key.

2.1 Talking skills

Negotiation is of course inseparable from the "talk", "talk" in business negotiations, "talk" throughout the whole process of negotiation. How to talk well, talk smart, is the embodiment of the comprehensive application of the negotiators. Any negotiator will not sympathize with a "poorly spoken opponent", talk is the most effective weapon for the success of modern business negotiations. Although "talk" in business negotiations occupy an important position, but the tone should not be aggressive, always want to refute others. Otherwise, the negotiations will be very difficult to succeed.

2.2 Listening skills

In the negotiation, we are often prone to fall into a misunderstanding, that is, a kind of proactive and offensive thinking, always talking, always want to put the other side of the words down, always want to instill in the other side of some of their own ideas, thinking that this can take the initiative in the negotiations, but in fact, not, in this kind of competitive environment, the more you say the other side of the words, the more they will be rejected, the fewer can enter the ear, the more they can enter the ear, the more they will be rejected. Can into the ears of very few, can into the heart of even less, and, your words more than crowded the 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.

2.2.1 Encouragement skills

This is to encourage the other side to speak on, said he appreciated his speech of a class of skills, such as listening to the process, the use of insertion of "please continue", "how about it", "I was the same way. "I had the same feeling at that time", and be sure to look at each other's eyes, shorten the interpersonal distance, keep eye contact, do not look around, otherwise it will make people feel disrespected country. Facial expression should also be with each other's . The content of the conversation and the corresponding natural changes.

2.2.2 Guiding skills

Guiding skills is the process of listening to the appropriate questions to induce the other party to say all of his ideas. For example: "Can you talk more about it?" , "What are your thoughts about the 、、、、、、 aspect?" , "What would you do if we 、、、、、、? And so on, matching the tone of the other person's voice with his or her own opinion.

3 Business Negotiation Strategies

3.1 Opening Strategies

The opening phase of the negotiation, first of all, should create a harmonious atmosphere. People usually call the opening stage of the negotiation "ice-breaking" stage, which is different from the preparatory stage of the negotiation is that this stage of the negotiation between the two sides began to contact is the negotiation into the substance of the short transition stage. Negotiators in this period of time to familiarize themselves with each other, in preparation for the next step of the formal talks.

At the beginning of the negotiations, the two sides, whether or not they have preconceptions, once sitting at the negotiating table, should be calm, honest and open, not at the beginning of the topic of disagreement or can not be put forward without effect.

3.1.1 Agenda Arrangement Strategies

◆Easy First, Difficult First, Difficult Second Strategies

◆Comprehensive: Horizontal Issues Strategies

◆Single Issues Strategies: Vertical Issues Strategies

◆Essentials: Time, Topic, Issues, and Agendas

◆Objectives: Don't miss anything, and do little harm to the other party in the other party's favor

3.1. 2 Personnel Role Strategies

◆ Red-White Face Strategy ? In the process of business negotiation, two people play the role of red and white faces, so that the negotiation in and out of a more rhythmic strategy.

◆ Role arrangement should be in line with the custom, position

3.1.3 Setting the tone of the relationship strategy

(1) Positive posture strategy: consistent opening strategy ? The purpose of the concerted opening strategy is to create the conditions for a successful negotiation ? The "Beautiful Amerika" piece is a concerted negotiation strategy used to better achieve the goals of the negotiation against a specific negotiating partner.

(2) Negative posturing: the reserved opening? The reserved opening strategy refers to the beginning of the negotiation, the negotiation opponent to the key issues raised by the negotiation does not make a thorough and precise answer, but to have reservations, thus creating a sense of mystery to the opponent, in order to attract the opponent to step into the negotiation.

(3) offensive scenario strategy: offensive opening strategy ? Offensive opening strategy refers to the language or behavior to express their own strong posture, so as to obtain the necessary respect for the other side, and to create a psychological advantage, so that the negotiation goes on smoothly. The use of offensive opening strategy must be careful, in the negotiation of the opening to show their own strength, the opening in the crossbow atmosphere, the further development of the negotiation is extremely unfavorable.

(4) defensive scenario strategy: cautious opening strategy ? Deliberate opening is a rigorous, heavy language statement, expressing a high degree of attention to the negotiations and a distinctive attitude, the purpose is to make the other party to give up some inappropriate intentions, in order to grasp the purpose of the negotiations. Apply to the negotiation of the two sides in the past have business contacts, table but the other side had a less satisfactory performance.

3.1.4 Seek the initiative strategy

◆ Ask the way through the clever question, according to the other party's response, as much as possible to understand each other's information, the situation, the initiative to master the negotiations.

◆ Characteristics: question to have temptation, guide tendency, landing sound. The first thing you need to do is to be prepared for the other side's ambiguity or counter-questioning. The third party to step in and point out the commodity defects, recess.

3.2 Consultation phase of the commonly used strategies

3.2.1 against the other side of the strategy

(1) the sound of the East strikes the West strategy, refers to the enemy and our two sides of the battlefield, one side in order to more effectively combat the other side, to create a kind of attack from a certain side of the illusion, in order to confuse the other party, and then attacked on the other side of it. One purpose of using this strategy is often to conceal the real attempt. The goal is easily achieved only when the opponent is unprepared. The strategy of sounding out the east to attack the west is to achieve the goal of taking advantage of the situation.

(2) Humor refused to law strategy, refers to the inability to meet the unreasonable demands of the other side, in a light and witty words set up a negative between or tell a wonderful story so that the other side to listen to the strings of the voice, both to avoid embarrassment to the other side, but also to divert the other side was rejected by the unhappy. In the negotiation of the use of rhetorical questions, easy color, imitation method can increase the relationship between negotiation partners.

(3) fatigue tactics, refers to and the other side to start a tug-of-war, or is physically fatigued from the other side, so that the other side of the spirit of laxity, the degree of response to reduce the decline in enthusiasm for work, so that their own side can take advantage of the opportunity to achieve the goal. This fatigue tactic is mainly applicable to those sharp, aggressive negotiation opponents.

3.2.2 Commodity power strategy

(1) blowing the wool over the eyes of the strategy, that is, the negotiating party in a disadvantageous position to the advantage of the party to flaunt their own strengths, talk about the strengths of the other side or the advantages of the other side of the attitude of avoidance, and specialize in looking for each other's weaknesses, waiting for an opportunity to hit the other side. Only mastered the relevant technical knowledge of the goods, only to help the correct valuation of goods, in order to pick faults to the point, so that the other side deflated. Generally speaking, the buyer's nitpicking range is in the quality and performance of goods such as the use of value and cost price, transportation and other aspects of the search for "defects".

(2) the strategy of false suspicion, the negotiation of a party to the other side of the use of the means of disclosure of false information, induced to step into the labyrinth, so as to achieve a method of profit. These means are mainly in the negotiation room or corridor on purpose to lose your memo, notes or folders, or put them into the other side easy to find the word basket. Sometimes also have a third party to make false phone calls to make the negotiation opponent believe. Therefore, the main use of doubtful techniques to obtain the other side of the negotiation about their own secret content of the psychology of the other side, without revealing to the other side of the so-called secret material, set up the other side in the illusion. The general human psychology is, by indirect means or accidentally get the news is more trustworthy than the direct information, more valuable.

3.2.3 Price Strategy

(1) Offer Strategy ? When a business negotiator makes an offer to the other party, it is important to consider not only the benefits of the offer, but also the likelihood that the offer will be accepted by the other party. Whether the buyer or seller, should master the basic principles of the offer:

First, for the seller, the opening price must be the "highest" corresponding to the buyer, the opening price must be the "lowest". This is the first principle of the offer.

Second, the plate price must be reasonable. If the offer is too high, it will make the other side feel that you do not have the sincerity, and even ignore it, and go away. For the seller, you can not "ask for money", which will make the other side feel that you do not have common sense.

Third, the offer should be firm, clear, complete, without explanation and clarification, the opening price should be decisive, so as to give each other the impression of honesty, if you want to stop, stuttering, will lead to the other side of suspicion. The offer should be very clear, and without too much explanation, explanation. Otherwise, the other side will be able to find the cracks, seize the handle.

Fourth, do not quote a whole number of quotes, in business negotiations, if you quote a whole number of prices, it is implied to let people come to lower prices. If you offer a number with a zero, it sounds as if it is tougher and firmer, and there is less room for negotiation, thus getting a better result.

2) Bargaining strategy ? Negotiation, one party first offer after the other party asked the offerer to improve the offer behavior, known as bargaining. Bargaining should pay attention to the following issues:

First, convince people with reason, see the good. Because bargaining is accompanied by price comments, so bargaining should be in the spirit of respect for each other and reasoning; and because it is not the buyer's counter-offer, but to inspire, induce the seller to reduce the price of the price of the counter-offer to make preparations for the price, if at this point in time to pressure the other side to reduce the price of the negotiation may not be able to make the negotiation of the premature stalemate, unfavorable to their own side. Therefore, in the early and mid-term bargaining that the other side of the bargaining before the counter-offer, should maintain a "calm and trust" atmosphere, fully reasoned, in order to maximize the benefits even if encountered "sky-high prices", should not be moved by it.

Secondly, to understand the psychology, master the number of times. Bargaining number is an objective number, but also a psychological number. "Psychological number" reflects the negotiation of the other party to your bargaining reaction, you asked for the conditions are willing to consider.

(3) counter-offer strategy ? Payback refers to the negotiating party according to the other side of the offer and their own negotiating objectives, the initiative or the other party to put forward their own price conditions, it is often by the buyer in one or more bargaining should be made at the request of the seller. In the business negotiation, to carry out effective bargaining must follow certain principles:

First, before the price must be fully understand each other all the contents of the price, accurate understanding of the other side of the conditions of the real intention.

Second, in order to find out the real intention of the other side of the offer, you can itemize the other side of the offer of the various conditions of the transaction, inquire about the basis of the offer or elasticity of the magnitude of the offer, pay attention to listen to the other side of the explanations and explanations.

Third, if the other party's offer exceeds the scope of the negotiation agreement, with their own counter-offer conditions are very different, do not have to hastily put forward their own counter-offer, but should first reject the other party's offer.

3.2.4 Strategies for the Negotiation Process

The following negotiation strategies are solutions to problems that may arise during the negotiation process. The main ones are: blocking, tit-for-tat, ultimatums, combining hard and soft, emphasizing win-win, and being slightly ashamed. These strategies can be used individually or in combination. The following are described separately.

(1) shield ? This negotiation strategy refers to the negotiator to launch a hypothetical decision maker, said their limited power, as a way to hide themselves, the golden shell. The authority of the supervisor, the laws of the land and the policies of the company and the practices of the transaction limit the rights possessed by the negotiator. A negotiator whose rights are limited is able to say "no" to the other side's demands with a straight face. Because the other party cannot force him or her to make decisions beyond his or her authority without authorization, he or she can only consider the deal on the basis of his or her authority. Therefore, those who are good at negotiation believe in the famous saying: in the negotiation of the power to be limited in the real power. The application of this strategy allows us to buy more reaction time when we encounter difficult issues, without having to immediately reply to the other side's demands.

(2) tit for tat ? Business negotiations we tend to find some difficult people, similar to the iron rooster ---- a dime a dozen, they tend to offer a very high price, and then refused to budge for a long time. If pressed to make concessions, they will force you to then make one concession after another. American psychologists for such a negotiator to do some experiments, respectively, to take a different degree of concessions to negotiate with their opponents. The test results show that, for this tough and difficult negotiation opponent, the best way is to return fire with fire, tit for tat, they also become difficult negotiation opponent. However, it should be noted that, and opponents of the fight is not the purpose, but only a means to achieve the goal, so the pair should also pay attention to moderation.

⑶ ultimatum ? Ultimatum refers to the two sides have been arguing, the opponent is not willing to give in to receive our conditions, we threw out an ultimatum, and if the opponent does not accept our conditions within a certain period of time and reach an agreement, we will withdraw from the negotiations, announced the breakdown of the negotiations. The use of this strategy, we need to pay attention to:

First, the negotiation we must be in a favorable position to dominate. This is the dominant condition for the use of this strategy.

Second, the strategy must be applied at the very end of the negotiation. When both sides of the negotiations have spent a lot of manpower and resources, both sides want to end the negotiation of the psychology is very obvious, this time just right to throw out the ultimatum, the other side may not want to spend a lot of previous costs and accept the conditions of the agreement.

Third, the ultimatum must be clear, firm and without hesitation, can not give the negotiation opponent to the weak, fuzzy, not confident and so on.

(4) a combination of hard and soft ? The strategy is also called the black and white face strategy, refers to the negotiation in the two performance of completely different character of the negotiators *** with the cooperation to achieve the negotiation purpose of the strategy. Black face generally have lawyers and other legal personnel to play, will show the arrogance, harsh, tough will die, firm position, uncompromising, so that the opponent to produce a great deal of resentment. The white face generally have the main negotiator to play, will show understanding of each other's difficulties, with a reasonable attitude to sympathize with each other's requirements, to give up some of their own side of the overly harsh requirements.

(5) emphasize the win-win situation? As mentioned earlier, the win-win situation is the premise and important goal of business negotiations. Therefore, the concept of win-win should be kept in mind at all times, even when using some of the more intense strategies in the front, such as tit for tat, singing black face and so on. Only the parties to the negotiations are thinking about how to how to make the cake bigger rather than how to divide the cake, business negotiations can be successfully and successfully completed.

(6) slightly ashamed ? This strategy, as its name suggests, means that in the negotiations do not show too aggressive, according to the actual conditions and from time to time to appear humble, not to give the negotiation opponent to the sharp feeling. This can make both sides of the negotiation process to complete the negotiation process more harmonious, but also can make our side not to and the other side of the heated argument in the words of the words, the leakage strategy. But the application of this strategy also need to look at the actual situation, can not be at any time to appear ashamed, which will make the opponent feel weak.

Summary

In this market economy-based society, negotiation throughout all aspects of our lives, at any time we will encounter problems, which will require negotiation to solve. Want to become a master negotiator, we must expand their horizons, a wide range of knowledge in different fields, for example, psychology, etiquette, law, international trade, etc., only not Dan's expansion of their knowledge, in order to be able to use a variety of skills, so that in the business activities can not be in their own business or personal gain more benefits. Negotiation is not only in business activities, but also through all aspects of life, learning to negotiate, can help us to solve all kinds of difficult problems in the shopping center and life.