Types of business negotiation strategies

A deep understanding of the types of business negotiation strategies will help business negotiation. Next, I will study the content of business negotiation with you.

Types of negotiation strategies 1: individual strategy and group strategy.

According to the size of negotiators, negotiation strategies can be divided into individual strategies and group strategies. This division method is Russell of the International Development Law School. It was put forward by Professor Shan Sa. This is a very innovative research.

Personal strategy refers to the strategy used by a single negotiator in face-to-face negotiations. Russell? Shan Sa believes that negotiation is ultimately a personal activity, including exchanging opinions, persuading each other and solving problems. In order to better work for the institutions that work for them in the negotiation, we must first improve the individual's negotiation ability. When negotiating with the other party, I feel that my position and strength may be equal to that of the other party offside, or I may be at a disadvantage or advantage. What should I do? Respect each other, carefully analyze, choose communication strategy, emotional strategy and deadlock strategy, and beware of despicable means.

Group strategy refers to the strategy chosen in collective bargaining. A group represents a group, and each member represents the interests of the group. This is true for both large and small negotiations. Compared with a single negotiator, group negotiation needs to mobilize more professionals and assign many negotiation tasks and responsibilities to negotiating team members. Group strategy includes individual strategy. In addition, we should also pay attention to personnel combination and scale strategy, cultural strategy and communication channel strategy.

Negotiation strategy type 2: authoritative strategy and information strategy.

According to the main factors that affect the negotiation results, the negotiation strategies are planned and classified, and naturally they are divided into time strategy, authority strategy and information strategy. The first person to put forward the main factors affecting the outcome of the negotiations was American negotiator herb? Cohen. In his book "Life and Negotiation", he believes that the main factors that affect the negotiation results are time, power and information (1 information). In herb? In Cohen's works, he proposed that the formulation, analysis and selection of negotiation strategies should pay attention to three factors: time, authority and information.

There are three types of negotiation strategies: attitude strategy and situational strategy.

According to the attitude and attitude of negotiators in the negotiation process, negotiation strategies can be divided into attitude strategies and situational strategies. This division was put forward by the British negotiator P. D.V Marsh in the book "Contract Negotiation Manual" published in 197 1.

(1) Attitude strategy. The so-called attitude strategy refers to a subjective strategy adopted by both sides in the negotiation process to deal with each other's attitude. Its function is to create a favorable negotiation atmosphere with the help of subjective attitude and influence the negotiation process or result. Attitude strategy has two characteristics: one is pertinence. It must adopt a certain strategy in the negotiation against a certain attitude of the other party. The second is transitivity. That is, with this strategy, we can convey our subjective attitude information to each other. Such as emotional outbursts, sanctions, smiling routes, etc. , are typical gesture strategies.

Attitude strategies can be divided into positive attitude strategies and negative attitude strategies. It is a positive attitude strategy to influence the other party to make strategies that are beneficial to them, or to emphasize to the other party that if their actions can be coordinated, they will certainly make profits. Positive attitude strategy is characterized by positive encouragement or guidance. In order to prevent the other party from making actions and performances that are not conducive to themselves, the strategy is a negative attitude strategy. Negative attitude strategy is characterized by negative attitude and behavioral revenge. The contents of these two strategies are completely opposite. But in the practice of negotiation, they are often used in combination.

Such as combining hard and soft, combining leniency with severity, blushing and white face. , all belong to the application of this kind of strategy.

(2) Situational strategies. Marsh thinks: Just like playing bridge with a set of bidding rules? Situational strategy refers to the specific tactics adopted to obtain certain benefits under certain circumstances. In the price negotiation? Build a high platform and? Gao Tai? Routine, all belong to this strategy.

Situational strategies have two characteristics: relative fixity and clarity. Relative fixity means that in a certain environment, the specific methods of dealing with problems have formed a regular routine. Just like the number of chess manuals and martial arts used in chess, it is a regular experience that people have summed up in long-term intellectual competitions and practices. Clarity refers to the persistence of situational strategies. It is precisely because of its permanence that both sides of the negotiation are tacitly prepared for one side. Like China's chess? Head shot? Vault? .

Situational strategies are divided into offensive strategies and defensive strategies.

The former aims to strengthen their own advantages and keep their initiative. The latter aims to maintain the existing status and interests and respond to the attacks of opponents. Marsh believes that both strategies are related to initiative. Defensive strategy is also a springboard to launch a counterattack. He does not advocate a purely defensive strategy, which he thinks is not desirable. Because the defensive strategy will make the opponent constantly shift the attack from one point to another to find the weakness in defense; There is no perfect defense. In the end, there will always be a weakness that allows the other side to concentrate on the attack. ? Ask questions? Strategies can be offensive or defensive. The key lies in the negotiator's grasp.

The fourth type of negotiation strategy: quick decision-making strategy and robust strategy.

According to the speed and way to achieve the goal, business negotiation strategies can be divided into fast strategies and steady strategies. This classification method was first seen in the book Win Again by Mr. Mou Chuanheng in Qingdao, Shandong Province.

Quick decision strategy refers to some strategies that can promote the rapid agreement and complete the negotiation task in the negotiation. The characteristics of quick decision strategy are: short time, low target setting, decisive and honest concession method, one step in place and good negotiation effect.

Robust strategy refers to the strategy used to negotiate with each other for a long time and reach an agreement under relatively satisfactory conditions. Robust strategy is characterized by long time, high goal setting, patience and stability in footwork, but it also has considerable risks.

The strategy of quick victory and slow but steady progress is a pair of complementary strategies, but it embodies two completely different negotiation ideas. Usually negotiators will indicate whether they will adopt a fast strategy or a steady strategy at the beginning of the negotiation. For example, in the issue of quotation and counter-offer in trade negotiations, if the seller makes an offer that will be accepted without bargaining with the other party, or the buyer accepts the other party's offer without denying it, they adopt a quick decision strategy in the negotiation guiding ideology. On the contrary, if the seller's quotation has great flexibility and takes a long time to reach an agreement, or the buyer does not accept the seller's quotation easily, then they are adopting a cautious strategy.

Quick decision strategy can save time and improve negotiation efficiency, but the negotiation goal is not high; A prudent strategy may win more benefits in the negotiation, but it will consume more time and investment, increase direct cost and opportunity cost, and may fail. ? Cut sausages? It is such a strategy.

Negotiation strategy type 5: offensive strategy and defensive strategy.

According to the initiative of attack, business negotiation strategies can be divided into offensive strategies and defensive strategies. Offensive strategy refers to the strategy adopted by negotiators in negotiations, which is more aggressive and gains advantages and dominant position in negotiations. This strategy is characterized by active attack, tough attitude and difficulty in making concessions. Sound, surprise, wheel tactics and bill? Scott's? Win by war? And so on are typical offensive strategies.

Defensive strategy refers to the strategy that negotiators do not take the initiative to attack, adopt defense or take defense as the attack in negotiations. This strategy is characterized by a weak attitude or a combination of hard and soft. Like what? Limited power? Strategy is a typical preventive strategy.

This division seems quite absolute. However, in the specific negotiation process, the negotiation strategy will show the characteristics of offensive and defensive. In most cases, negotiation strategies have offensive and defensive elements. Like tentative? Question? Strategy. Whether the questioner is attacking or defending, or both, can only be judged according to the specific negotiation situation.

Negotiation strategy type 6: avoidance strategy, transposition strategy and competition strategy.

According to the conflict in negotiation, negotiation strategies can be divided into avoidance strategy, transposition strategy and competition strategy.

Avoidance strategy refers to the strategy characterized by avoiding confrontation or conflict, so as to alleviate the negotiation problems and win the negotiation goals. The essence of negotiation is to seek common ground while reserving differences, and necessary and appropriate compromise or avoidance is the means to win interests. Avoidance is for the purpose of negotiation? Back? For the sake of progress. Commonly used avoidance strategies mainly include: soft-hearted, profitable, ambiguous and so on.

Transposition strategy refers to the relevant strategies adopted by negotiators to consider each other's interests and needs from each other's perspective. The essence of negotiation is the value evaluation and exchange between negotiators. Transposition strategy is a skill and measure for negotiators to meet each other's needs and interests through analysis. The commonly used negotiation strategies are: stealing the beam and replacing the column, circular rule, scoring method, transposition method and? Scarecrow? Strategies, etc. Transposition strategy is also a strategy to avoid confrontation.

Competitive strategy refers to the negotiation strategy adopted by using or destroying the competitive mechanism under the situation of multi-angle negotiation or facing the threat of potential opponents. Conflicts between the two negotiating parties adopting competitive strategies are inevitable, but the intensity and manifestations of conflicts are different. The usual competitive strategies are: shopping around, winning jointly, creating competition, dropping the ball, benefiting the fisherman and so on.

Negotiation strategy type 7: bidding strategy and counter-offer strategy.

According to the strategies used in price negotiation, negotiation can be divided into bidding strategy and bargaining strategy.

In the stage of price negotiation or substantive negotiation, bargaining is inevitable, one party will definitely make an offer, and the other party will definitely respond to the offer. As the name implies, bidding strategy refers to the strategy of negotiators' quotation; Counter-offer strategy refers to the negotiation strategy adopted by negotiators against the previous quotation of the other party. In actual negotiations, the quotation and counter-offer have to appear repeatedly for many times before reaching an agreement. Therefore, quotation and counter-offer will form a continuous process in negotiation. The common strategies of quotation and counter-offer are: building a high platform, finding fault, playing hard to get, raising the price and so on.

Negotiation strategy type 8: single strategy and comprehensive strategy.

According to the number or type of negotiation strategies used, business negotiation strategies can be divided into single strategies and comprehensive strategies.

A single strategy refers to a strategy or a strategy used by negotiators in the negotiation process. Especially when selling a small amount of daily consumer goods, the use of single strategy is more common. Usually, when you are more dominant and active, do you choose strategy or all for all? Win by war? This strategy belongs to this situation.

Comprehensive strategy means that negotiators use multiple or multiple strategies in the negotiation process. In negotiations with long time and complex negotiation topics, multiple strategies or different types of strategies are often used. For example, in order to achieve the goal, you can choose a strategy of both offensive and defensive; You can choose a quick decision strategy or a robust strategy.

In the practice of negotiation, comprehensive strategies are adopted in most cases. In today's complex and changeable society, it is difficult for a single strategy to achieve the established goals. However, the comprehensive strategy is composed of a single strategy. In learning and practice, we must pay enough attention to the principles, methods and key points of single strategy.

Types of negotiation strategies 9: traditional strategies and modern strategies

China's negotiation circle takes the 1980s as the dividing line, and the negotiation theories and strategies produced before that are called traditional negotiation strategies. Since then, the negotiation theories and strategies have been called modern negotiation strategies.

Different types of negotiation strategies may be based on the same theory. Some negotiation strategies may also be contradictory or conflicting. Of course, in addition to the above classification, there are some strategies that are difficult to classify. Such as directional strategy, temptation strategy, quantitative strategy, language use strategy and so on.

We believe that there is no universal strategy model suitable for all kinds of complex situations in the world. Only by putting one strategy or another in a specific situation can we take the initiative in business negotiations and achieve positive results. Believe that negotiators will never have ready-made, fixed and well-planned strategies and methods to deal with all negotiations!