Preparation for business negotiation?

In the negotiation process, we should also pay attention to the observation of the negotiating opponents and analyze and judge the negotiation situation, confirm and modify the original countermeasures, and use them flexibly according to the specific situation, so as to get the ideal effect. What are there? I have sorted it out below for your reference.

I. Determination of the negotiation theme and objectives

The negotiation theme is the summary of the contents of the negotiation, which is the center of the negotiation activities, and the whole negotiation process should be closely around this theme.

the negotiation goal is the specific requirement of the content of the negotiation itself, the motivation of one's own negotiation, and the purpose expected to be achieved through negotiation. That is, explain why we should sit together to negotiate, for example:

In order to explore the possibility of cooperation or transaction between the two sides, solve economic disputes and reach an agreement on a transaction.

Any negotiation should be oriented towards the realization of the goal, so the key to the preparation for the negotiation is to establish the goal.

Generally, negotiation objectives can be divided into three levels:

First, the objectives that must be achieved, also called critical objectives. It is our lowest goal in business negotiations, and there is no room for bargaining. We would rather break up the negotiations than give up this goal.

second, the possible goal * * * or the acceptable goal * * *, which is the range that can be strived for or made concessions in the negotiation * * * variable interval * * *, and the bargaining between the two sides is mostly carried out at this level. You can only consider giving up when you have to.

Third, the highest goal, also called expectation goal, is the most ideal goal pursued by one's own side in negotiations, and negotiators should pursue it intentionally. Of course, it is allowed to give up when necessary.

second, the arrangement of the negotiation agenda

the negotiation agenda is the negotiation agenda. It mainly explains the arrangement of negotiation time and what the two sides will negotiate on.

1. Timing of negotiation

Negotiations always take place within a certain period of time. The negotiation time mentioned here refers to the time spent from the formal start of a negotiation to the signing of a contract. In a negotiation, time has three key variables:

First, the opening time. In other words, choose when to hold this negotiation. Whether it is appropriate or not will sometimes have a great impact on the outcome of the negotiations. For example,

When a negotiating team has traveled a long way and has an uncertain breath, it is easy for them to fall into the trap of the other side because of the fatigue of traveling by boat.

Therefore, we should pay enough attention to the selection of the start time.

Generally speaking, when we choose the start time, we should consider the following factors:

First, the adequacy of preparation. As the saying goes, "Don't fight an unprepared battle", and when arranging the opening time of the negotiations, we should also pay attention to leaving sufficient preparation time for the negotiators to avoid rushing into battle.

Secondly, the physical and emotional conditions of negotiators. Negotiation is a highly concentrated work, which consumes a lot of physical and mental energy. Try to avoid negotiating when you are unwell or in a bad mood.

furthermore, the urgency of the negotiations. Try not to negotiate when you are eager to buy or sell a commodity. If you can't avoid it, you should take appropriate measures to hide this urgency.

Finally, consider the situation of the negotiating opponent, and don't schedule the negotiation at a time that will obviously disadvantage the other party, because this will lead to opposition and disgust from the other party.

second, the interval time. Generally speaking, a negotiation can rarely be completed in one consultation, and most negotiations have to go through several or even dozens of consultations to reach an agreement. In this way, when there is no result after many consultations, but both sides do not want to suspend the negotiations, a pause time is usually arranged for the negotiators of both sides to have a rest temporarily, which is the interval time of the negotiations.

The arrangement of negotiation interval often plays an obvious role in easing the tension and breaking the deadlock. It is often the case:

When there is a tense confrontation between the two sides in the negotiation, the two sides announce that they will suspend the negotiation for two days, and the host will arrange tourism and entertainment programs. In a friendly and relaxed atmosphere, both sides' attitudes and opinions will change. As a result, after resuming the negotiation, it is easy to make concessions to each other and reach an agreement.

Of course, there are also cases:

After carefully assessing the situation, one side of the negotiation takes advantage of the other side's urgent desire to reach an agreement and deliberately delays the interval to force the other side to make concessions on its own initiative.

It can be seen that the interval is another key variable of time factor in negotiation * * * Fair consideration, home and away games, program development and skill mastery * * *.

thirdly, the deadline. Is the deadline for a negotiation. Generally speaking, every negotiation can never go on endlessly, and there is always a specific time to end the negotiation; However, the result of the negotiation is often only a little time before the conclusion of the negotiation. Therefore, how to grasp this deadline to obtain the results of negotiations is a wonderful art in negotiations.

Deadline is an important factor in negotiation, which often determines the negotiation strategy.

First of all, the length of negotiation time often forces negotiators to decide whether to choose a restrained strategy or a quick victory strategy.

at the same time, this time also constitutes pressure on the negotiators themselves. Because the decision must be made within a prescribed time limit, it will bring some pressure to the negotiators themselves; However, the disadvantaged party in the negotiation often bears great pressure to reach an agreement before the deadline comes. Before the deadline comes, he often has to make a choice between making concessions, reaching an agreement, suspending negotiations and failing to make a deal. Generally speaking, most negotiators always want to reach an agreement, so they have to make concessions.

2. Determination of negotiation topics

It is to determine the items to be negotiated, their sequence and the time occupied by each item. In this regard, we should focus on solving the following problems:

First, issues. Any issues related to this negotiation that need to be discussed by both sides can be the subject of negotiation. We should list the problems related to this negotiation, and then determine which problems should be solved emphatically according to the actual situation.

second, the order. There are many ways to arrange the sequence of negotiation issues, and which program should be chosen according to the specific situation:

First, we can arrange to discuss the general principles first, and then discuss the details after reaching an agreement;

Secondly, regardless of major issues of principle and minor issues, we can first discuss the issues or conditions that the two sides may reach an agreement, and then discuss the differences.

third, time. As for how much time to discuss each issue, it should be determined according to the importance, complexity and differences between the two sides. Generally speaking, more time should be spent on important issues, more complicated issues and issues where the two sides have great differences of opinion, so that both sides can have sufficient time to discuss these issues.

The arrangement of negotiation agenda is closely related to the application of negotiation strategies and skills. In a sense, arranging negotiation agenda is a negotiation skill in itself. Therefore, we should carefully check whether the arrangement of the agenda is fair and reasonable, and if we find something inappropriate, we should raise an objection and ask for revision.

3. Choice of negotiation countermeasures

The situation on the negotiating table is changeable, any situation will happen, and the negotiation is time-limited, so it is not allowed to delay the negotiation schedule indefinitely. This requires us to make a correct estimate of all actions that may be taken by both sides in the whole negotiation process before the negotiation, and choose corresponding countermeasures.

in order to make our estimate closer to the actual situation, before the negotiation, we can organize relevant personnel to discuss the needs, opinions and suggestions of both sides in the negotiation according to the external environment of the negotiation, such as politics, economy, law, technology, time and space, and the specific conditions of both sides, such as negotiation ability, economic strength and negotiation objectives.

Of course, any kind of estimation may be wrong, which requires us not only to analyze and discuss problems based on facts and in accordance with correct logical thinking, but also to pay attention to the observation of negotiating opponents and analyze and judge the negotiating situation during the negotiation process, to confirm and modify the original countermeasures, and to use them flexibly in combination with specific situations, so as to achieve ideal results.