What are the skills in negotiation?

Negotiation, also known as talks, refers to people engaged in business activities, because of work needs, to conduct organized and prepared consultation activities, reach an agreement on certain issues, and realize their respective interests. In any negotiation, etiquette is essential, which not only reflects a person's quality and self-restraint, but also helps to stimulate feelings with the negotiating opponent. Promote fast and smooth negotiations.

Negotiation preparation

1. Personal image etiquette When attending formal business negotiations, participants must pay attention to their external image and show everyone their neat, decent and dignified appearance. Men wear dark suits, white shirts, plain or striped ties, dark socks and black leather shoes. Women's dress should be elegant and standard, not too revealing, fashionable and modern. Mainly wear dark dresses, white shirts, flesh-colored stockings or pantyhose, and black high heels. Put on a little light makeup. Long hair is a taboo for women to participate in negotiations, so comb your hair neatly.

2. Etiquette and manners

At the beginning of the negotiation, the first impression of contact between the two sides is very important, and we should try our best to create a friendly and relaxed negotiation atmosphere. Be natural and generous when introducing yourself, don't show arrogance. The person introduced should stand up and smile. Ask the other person politely. If you have a business card, take it with both hands. After the introduction, you can choose both sides to talk about topics of common interest. Say a little hello to communicate feelings and create a gentle atmosphere.

Gestures at the beginning of negotiations also play an important role in the negotiation atmosphere. When looking at each other, stay in the triangle area from the other person's eyes to the forehead, and avoid crossing your arms on your chest. The important task in the early stage of negotiation is to find out the details of the other party, so we should listen carefully to the other party's conversation, carefully observe the other party's behavior and expression, and give appropriate responses, so as to understand the other party's intentions and show respect and courtesy.

3. Choice of negotiation venue

According to the different negotiation places, it can be divided into four categories:

(1) subject negotiation. Arranging the negotiation place in the main party can give the host greater initiative.

(2) object negotiation. Arrange the negotiation place in the unit where the object is located, so that the object has certain advantages in the negotiation and holds the initiative.

(3) The position is not arranged on the subject side or the object side, which can avoid the interference of external factors.

(4) It is fair for both sides to exchange the host and guest of the negotiation place.

4. Arrangement of negotiating seats

(1) seats negotiated by both parties. If the negotiating table is placed horizontally, the host should sit facing the door and the guests should sit with their backs to the door. The main negotiators of both sides can sit in the middle, and other personnel can sit in their respective positions in the order of right first and then left according to their positions and levels. The position on the right of the main negotiators of both sides can be the deputy in domestic negotiations, but it can be regarded as the exclusive seat for translators in foreign-related negotiations. Vertical system. If the negotiating table is placed vertically, the specific ranking should be based on the direction of entering the door, with the object sitting on the left and the subject sitting on the right. The specific seating arrangements for the main negotiators and other personnel of both parties are similar to those at the negotiating table.

(2) seats for multi-party negotiations at the same time. When many parties negotiate at the same time, negotiators are free to sit down or set up a rostrum. The rostrum should be located right in front of the main entrance, which is a speech position specially prepared for spokespersons of all parties. All other personnel will be seated facing the podium. People from all sides should leave the rostrum automatically after speaking.

Principles of negotiation

Business people should abide by the following principles when preparing business negotiations:

Objective principle. It means that business people should master information and decision-making attitude when preparing business negotiations.

Pre-trial principle. It means that when preparing for negotiations, business people should review their negotiation plans repeatedly in advance and submit their plans to relevant personnel for review, so as to make the plans more perfect.

The principle of autonomy. It means that business people exert their subjective initiative in the preparation and negotiation process and strive for a favorable position for themselves in the negotiation.

The principle of giving consideration to both. It means that when preparing for negotiations, business people take the initiative to reserve certain interests for each other without harming the fundamental interests of the other party.

Etiquette in the negotiation process

Business negotiation is an activity to promote economic development, so all aspects are bound by etiquette, and only etiquette can enhance the corporate image. Therefore, respecting negotiation etiquette is also responsible for enterprise development.

In the process of business negotiation, we should always treat each other with courtesy and show sincere respect for everything. Adhere to equal consultation, there is no distinction between high and low, and both sides should respect each other. It is not allowed to bully the small with the big and bully the small with the big. If the status of the parties concerned is unequal at the beginning of the negotiation, it will be difficult to reach an agreement that will convince all parties. At the same time, the parties involved in the negotiations are required to reach an agreement through consultation, that is, mutual consultation and understanding, rather than coercion and deception. To clarify the relationship between the two sides, we must distinguish between people and things. Opponents at the negotiating table, friends at the negotiating table.

In the process of negotiation, we should put "etiquette" in the first place. In any case, we should live in peace with our negotiating opponents on the principle of calmness, courtesy, mutual respect and care. Even if there is a conflict of interest, always be a gentleman. It's best to consider the problem from the other side's standpoint, which is very helpful for a win-win situation.

expert opinion/advice

A Christian asked the priest, "May I smoke while praying?" His request was severely reprimanded by the priest. Another believer went to ask the priest, "Can I pray while smoking?" The latter believer's request was granted, and he smoked leisurely. The purpose and content of these two Christians' questions are exactly the same, but the negotiation language is different, but the result is the opposite. From this perspective, good expression ability can win the expected negotiation effect.

Making good use of negotiation language skills in marketing negotiation can bring high growth in turnover. Coffee and milk are sold in the lounge of the shopping center. At first, the waiter always asked the customer, "Would you like coffee, sir?" Or: "Would you like some milk, sir?" Its sales volume is average. Later, the boss asked the waiter to ask another question, "coffee or milk, sir?" As a result, its sales increased greatly. The reason is that the first question is easy to get a negative answer, and the latter is selective. In most cases, customers will choose one.