What are the ways to get out of the misunderstanding of negotiation?

Combination of principle and flexibility.

Many people who have achieved great success in negotiations have the experience that people should adopt flexible methods to deal with the problems in negotiations, which also reflects the basic problem of negotiations, that is, principles; In addition, during the negotiation, we should take appropriate measures to break the deadlock according to different situations, so as to win the success of the negotiation. For example, on issues of principle involving sovereignty and the fundamental interests of enterprises, don't give in, and patiently state your position in order to win the acceptance or understanding of the other side. However, in the negotiation process, due to different subjective and objective conditions, different requirements of buyers and sellers, or different sources of information, differences often arise. In order to break the deadlock and promote negotiations, it is necessary for us to take flexible measures according to the situation. For example, we should adopt "combination of soft and hard" in the variety of supply, "adjustment by both parties, convergence by both parties" and "each taking a step" in the price, or adjust the commission and change the payment method. , under the premise of not damaging the fundamental interests to make the necessary concessions, in order to strive for the success of the negotiations.

Negotiations should be tight inside and loose outside, and prioritize. We should not only be proactive, but also prevent rushing for success. In the process of negotiation, be sensitive and witty, and pay attention to the attitude of the other party. Don't be happy to see each other pay a high price. Why? Don't worry about seeing the other party's low price, but also ask why? It's not normal for big customers to be small and small customers to be big. Why? All these must be understood in order to master the initiative and win the game. Specifically, there are eight negotiation rules:

First of all, sellers with lower quotations can usually buy at lower prices.

Second, if the buyer makes a big concession at one time, it will lead the seller to insist on the price. Therefore, the buyer must make concessions step by step.

Third, sellers who are willing to sell at a low price usually sell at a low price.

Fourth, people who make concessions only a few times at a time will have better results.

Fifth, people who give in first on important issues will generally fail.

Sixth, if you tell your budget to the other party, it can often prompt the other party to make a decision or sign an agreement quickly.

Seventh, it is not good for either party to complete the transaction too soon.

Eighth, people who make big concessions at one time usually fail.

In short, we should be slow when we should be slow, and fast when we should be fast, so as not to be impatient, so as not to be used by the other side and put us in a passive position.

In the process of negotiation, both sides should consider each other's interests and positions as much as possible, and avoid bullying and pushing the other side to a desperate situation. Because doing so often leads to the determination of the other side to fight to the death, which is not conducive to long-term cooperation.

When talking about business, the two sides will inevitably have differences or even disputes, so negotiations are needed. The purpose of negotiation is to reach an agreement that is beneficial to both sides, rather than competition that is completely beneficial to "oneself". As long as it is out of this consideration, it is always possible to find a solution to the differences.

Measures to solve problems in negotiations

We know that misunderstandings are easy to occur in negotiations. However, misunderstanding can be avoided as long as the measures are properly used to solve the problems in the negotiations.

(1) Always pay attention to the issues that need to be discussed.

The negotiations may be overwhelming. Customers are often frustrated because they have not made any progress. They will come back to the agreement from time to time. Sometimes, they will stir up trouble at the last minute. An effective way to avoid such problems is to summarize the achievements made and briefly explain the problems that still need to be discussed. A simple summary from time to time really helps to maintain the momentum of development and can convince customers that you are listening to him.

The best negotiators can even ease the most outspoken refutation by turning objections into problems that need to be solved. The trick is to keep a cool head, pay attention to the customer's language and tone, wait patiently until it calms down and summarize your progress.

(2) Determine the needs of the company.

Efficient salespeople always pay attention to the interests of customers, not their own interests; They learned to look at the problem completely from the customer's point of view, thus gaining an unusual understanding from the customer's needs. However, giving too much sympathy to customers will be bad for salespeople, because salespeople must always pay attention to two focuses when bargaining-the interests of customers and the best interests of the company. The best negotiating position is not to emphasize customer satisfaction blindly, but to focus on solving problems and seek satisfactory answers from both sides. Salespeople who are not sure about their company's interests are likely to make unnecessary concessions.

(3) Committed to seeking solutions that are beneficial to both buyers and sellers.

If the aggressive customer feels that the salesperson has a firm foothold in his own point of view, the probability of successful transaction will be greatly reduced. It would be a better way to propose some hypothetical solutions.

(4) Leave the most difficult question at the end.

When you have many questions to negotiate, never start with the most difficult question, even if it is reasonable to start negotiations with your opponent. However, when the most difficult problem is not known whether it can be solved, why bother with the details?

There are two reasons. First of all, solving relatively simple problems can create motivation for things to continue to develop. Suppose you are dealing with a customer who is determined to beat you on key issues. If we can start from a problem with insufficient competitiveness and find some creative solutions, we can let customers find the significance of exploring new solutions. Secondly, more variables can be found by discussing simple problems. When your negotiation enters the core stage. These factors will help to some extent.

(5) Start high and make concessions slowly.

Aggressive customers always hope to get a return from the investment in negotiation. If you know that customers are going to bargain, you can start with some concessions. Obviously, playing games comes at a price. You should not only guide customers to make demands, but also teach them not to let their guard down when it comes to money. However, when customers really want to do whatever they want, you have no choice but to call the police.

A large number of studies show that high expectations can bring ideal negotiation results, while low expectations are just the opposite. That's why salespeople are not intimidated by customers who have to bargain on every issue. Before the negotiation began, they made the first concession in thought once their expectations were lowered. Then the customer will continue these immature concessions and his due part.

(6) Don't fall into the trap of emotional blackmail.

Emotional factors (usually anger) are often used to confuse salespeople and make concessions that they are unwilling to make. Some people regard anger as a premeditated strategy; Others are really angry. It doesn't matter whether this feeling is true or not. The key is how the salesperson should respond. How do you handle customers' anger and control your emotions at the same time?

Here are three different techniques that salespeople will find very useful in dealing with customers who use anger (smart or not) as their usual trick.

1) avoid. Ask for an extension, discuss with your boss or reschedule the meeting. The change of time and place will make the whole negotiation scene very different.

2) When the customer growls loudly, listen quietly. Don't nod or say "hey hey". Keep eye contact with customers and look natural, but don't encourage customers' behavior. When the long and intense speech draws to a close, suggest a constructive plan.

3) Publicly express your views on the customer's anger, tell him that you will not produce any results, and advise him to pay attention to clear and unemotional issues. This technology has two key points. The first point is timing: don't rush the whole process, or you risk driving the customer into a dead end and embarrassing him. The second point is to insist that this usual trick is unacceptable, and then put forward a constructive plan. Never be timid. The only way to overcome this situation is to be strong and confident.

Keep a secret.

In business negotiations, sometimes business leaks may occur carelessly. Therefore, in order to reduce the risk of business leaks, we must know the following measures and methods.

(1) Don't need too many people to participate, just let him know the necessary parts.

(2) people who don't need to know, try not to let him know.

(3) The information provided to the other party should be reduced as much as possible. Unless it is used strategically, it should be minimized.

(4) If there are bribery incidents, they should be reported immediately and dealt with seriously, with no exceptions.

(5) Arrange some monitors in the company privately, so as to know what the other party wants to spy on and why.

(6) Keep the information properly-lock it up and send someone to look after it.

(7) Change meeting rooms or hotel rooms from time to time for negotiation, because these places may be eavesdropped.

(8) make the working group divorced from the masses. A company once isolated 30 workers in a seaside villa to prevent others from knowing what they were doing when implementing a work plan worth $654.38 billion.

(9) The final reserve price can only be known by a few people.

(10) Sometimes the easiest way to get information is through security personnel or other employees, so it is necessary to guard against the infiltration of this way.

Most buyers and sellers live in an unreal world, so they tend to ignore the possibility of being snooped, or it may be because they never want to spy on others. Business spies are increasing day by day. Because the stakes are so high, the cost is so low, and the income is so fast. So this is an inevitable trend.

When making demands, be more demanding and leave yourself room to advance and retreat. If you are a seller, the asking price may be higher; If you are a buyer, the bid should be lower.

But note: under no circumstances can you bargain indiscriminately, but it must be within a reasonable range. Loose lips will leave a bad impression, and the other party will look at you coldly. We should not be deceived by others, nor should we scare people away.

Sometimes, because of the price and other reasons, there is a deadlock, and the two sides hold their own words and are deadlocked. At this time, you might as well change the topic, or explain your sales intention by asking questions and change your view on the price.

Business negotiators should also be cautious and tactful. Sometimes, you should hide your request first, let the other person speak first, and try to lure the other person to tell your true situation. The more you know about each other's requirements and trading plans, the better. Don't expose yourself easily, especially if the other party takes the initiative to talk to you about business, but you should be steady first. Facts have proved that those who are not in a hurry to express their views in negotiations are often the winners of business transactions.

In most negotiations, concessions and decision-making actions only occur at the end of the negotiations. Therefore, both sides hope to touch the "dead line" in each other's negotiations in order to gain the initiative and keep their "dead line" strictly confidential.

Negotiation skills to eliminate tension

Negotiation is an arduous task. When the discussion of things reaches a climax or is coming, people often feel uneasy in the tense atmosphere of negotiations; Martinis, tranquilizers and lollipops can help you relax. In the Middle East, the rosary has the same function. Joke is the best tranquilizer, much more powerful than martini. You might as well try it in the negotiation. Many people have jokingly stopped the tense discussion at the right time.

When negotiating, if both sides are troubled by good news and bad news at the same time, one or two jokes can be inserted appropriately to enliven the negotiation atmosphere.

A group of Indians fled to a certain place because they were chased by people behind them. Because of the critical situation, the director called everyone to talk. He said, "I have good news and bad news for you." Suddenly, there was a commotion in the crowd.

The chief said, "First of all, I want to tell you a bad news." There was a whisper in the crowd at once. He said, "We have nothing to eat except buffalo feed." Everyone is talking about it below, and you can hear "terrible!" ..... terrible! ""it's terrible! " That voice. Suddenly a brave man asked, "What's the good news? The chief replied, "We have a lot of buffalo feed. "

In many negotiations, it is often felt that the other party, like the chief, provided him with a lot of "buffalo feed" at a critical moment.

According to the requirement of confidentiality.

A series of strict confidentiality rules and regulations should be established in business operations to prevent the disclosure of company secrets.

(1) Reading confidential company documents must be strictly controlled. A certain number of copies of any document should be printed and numbered. At the same time, the name of each person who is qualified to read this document should be written on each document, so as to verify whether the document is properly kept at any time.

(2) You must know the number of visitors and issue a visit pass. During the visit, accompanied by a designated person, along a fixed tour route. Places with deep secrets should be refused to visit

(3) Before the start of important negotiations, a special person shall be arranged to be responsible for the confidentiality and safety of the negotiations.

(4) Interns, whether at home or abroad, should be carefully selected. In practice, they should not be taught the whole process of manufacturing a product, but only allowed to participate in the designated part of the work.

(5) Any entrepreneur or boss has special sensitivity to eavesdropping devices in hotel rooms and conference rooms. For example, someone changed an ashtray or sent flowers in his office without permission. He should immediately realize that this is an abnormal phenomenon.

As the saying goes, profits are mostly brewed by "secrecy", and it is forbidden to disclose one's card and purpose to the other party in business negotiations.

(6) Avoid conflicts and divide and rule.

In business negotiations, to avoid the marathon negotiation situation that has been deadlocked for a long time, this requires the organizers of the negotiations to be good at avoiding conflicts, divide and rule, and push the negotiations in their own favorable direction. There are five specific methods.

(1) Focus on one topic before discussing the second topic. Using this method, specifically speaking, it is to start with a topic, define the scope and discuss it in depth. Then start the second topic until all the topics are discussed in turn.

(2) In trade negotiations, certain strategies should be used to make trade negotiations in a sincere, cooperative, relaxed and serious atmosphere, so as to help both sides reach an agreement on the basis of common interests. Even if business fails, friendship will last forever.

(3) After the negotiation has been going on for a period of time, we should arrange a rest for 5- 10 minutes. This will give both sides an opportunity to re-plan and even put forward new ideas and plans, and enable them to concentrate again. The remaining opportunity should be at the end of each negotiation stage, before the topic is determined or before the deadlock occurs. Not when the other party signs the contract.

(4) When negotiating, be sure to specify the deadline of negotiation, avoid the marathon negotiation process, and express the time with euphemistic sentences. For example, "I would be very grateful if we could finish the meeting on time and let me catch the plane at 18." We will try our best to end the talks before then. what do you think? And "if we can reach an agreement before June 4, it will be very pleasant. If so, I won't have to be ordered to cooperate with company B. This kind of negotiation is constructive and easy to get a response.

(5) When the negotiation is deadlocked, humor, jokes and tea can be used to ease the atmosphere, or we can change the topic first to avoid conflicts, so as to change the trend. Eating helps to improve the atmosphere of negotiation. There is an atmosphere of trust and respect when eating and bowling. When both sides are dissatisfied with the progress of the negotiations, such an environment can be arranged. This is conducive to creating an atmosphere of trust and frankness for the negotiations.

In addition, in business negotiations, people and things unrelated to the negotiations should be avoided as much as possible, especially the mistakes and mistakes of third parties should not be discussed in a critical or revealing way. It includes two aspects.

On the one hand, it is taboo to blame another business colleague behind it. It is forbidden to talk about another boss's behavior in front of business partners. At first, he may listen with relish, but if he is smart, he will think like this: Since you can tell me other people's private affairs, what will you say about me in front of others?

For example, when the female boss of a company almost achieved great things, she talked about some private activities of another customer at an inappropriate time. Her new customer was silent for a long time and said slowly:

"Sorry, I don't want to be your subject." As a result, she lost her business.

On the other hand, we should try to remain neutral and not get involved in conflicts between private customers of our company or other enterprises. Careless words and deeds in the negotiation will destroy trust and cause some serious problems. For example, a company's important customers are at odds with their own consultants. When the relationship deteriorates, the client always tells the boss of that company that he wants to fire his consultant and asks the boss what he thinks. So the boss confided his thoughts to him. As a result, this aroused strong resentment from the consultants. Eventually led to the breakdown of the relationship between the company and customers.