Negotiation etiquette in business etiquette

Negotiation etiquette in business etiquette

In business activities, in order to show mutual respect, it is necessary to restrain people in all aspects of business activities through some codes of conduct, including manners, correspondence, telephone communication and other skills. From the occasion of business activities, it can be divided into office etiquette, banquet etiquette, welcome etiquette and so on. The following is the negotiation etiquette I brought to you. Welcome to reading.

First, the meeting etiquette

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Adequate preparation before the meeting is the prerequisite for effective participation in the meeting. Before the meeting, you should fully understand the theme and agenda of the meeting, prepare the necessary items for the meeting, and inquire relevant information for your speech.

The conference dress should be neat and decent, and conform to professional norms. I attended the meeting to show myself in front of everyone. The advantages and disadvantages of any clothes and manners will be magnified, so pay special attention.

If you want to speak at the meeting, you should check the required audio-visual equipment and presentation documents in advance.

Prepare your business card in advance to facilitate communication with new business partners at the meeting.

2. Meeting sign-in

When attending the meeting, it is best to arrive 5~ 10 minutes before the meeting starts. Too early or too late will damage your professional image.

After arriving at the meeting place, if the organizer has prepared the meeting attendance book, he should fill in his own information first to find out whether there is any temporary change in the meeting.

After entering the venue, find a place to sit by yourself. Items such as briefcases should be placed on the ground behind you or at your feet. Don't put your coat on the chair back. You can naturally fold it up and put it behind you. At this time, you can put the items needed for the meeting on the table, or browse the meeting materials prepared by the organizer for yourself. Contact with other participants in a friendly and natural way. If necessary, you can introduce yourself and have a simple conversation.

It is very important to turn your mobile phone to vibrate or turn it off in meeting etiquette.

3. During the meeting

Take notes when attending the meeting, and carefully write down the contents of the meeting. Keep a detailed record of what is essential to your work. If you need to use a recording pen, you should obtain the consent of the organizer in advance.

We should attend the meeting seriously and express our opinions at an appropriate time. If you don't hear clearly in the process of others' speech, you can ask questions boldly at the end of the other person's speech. Asking questions in time can not only show your seriousness and dedication, but also avoid laying the groundwork for future work and making mistakes because you don't understand. It is also a kind of courage and wisdom to dare to ask questions without hiding.

When you speak, you must be calm, generous, clear-headed and fluent in language. If someone puts forward a completely opposite view at the meeting, others should be allowed to express their opinions. Even if there is controversy, "material-oriented, not people-oriented" is the best principle to grasp. In your speech, if you represent a team, you should emphasize "we" instead of "I" in your wording. Your attention and sense of honor to the team will make the other party respect you more and win more appreciation and potential opportunities. When you speak, you should use as few gestures and body language as possible. Too much body language will damage your stable and capable professional image.

During the meeting, don't doodle or make small moves, and avoid any whispering. Whispering with the people next to you is a serious disrespect to the spokesperson and the organizer, and there is no professional image at all.

If the drink prepared by the organizer is bottled mineral water and a water cup is prepared next to it, you should pour the water into the cup to drink. Drinking bottled water directly is a distrust and disrespect for the organizers.

4. Closure of the meeting

After the meeting, you should leave in order, don't leave in a hurry, and there should be no hasty action in business. All meeting materials should be taken away, and don't leave them at the scene just because individual materials look useless. Thank you when you say goodbye to the organizer.

Second, business communication.

Skills to enter the role: softening principle

Softening consists of English abbreviations of six most important participation skills:

Smile, smile

Many people forget this when listening to others. They are listening to others and talking to themselves, and it is easy to ignore their expressions. Smiling can express your friendliness, or you can tell the other person silently that you really like this kind of communication.

O: Open posture, pay attention to the posture of listening.

Whenever you are in a listening position, you can give each other excellent hints. Hint to others that you are ready to listen to them and pay attention to every point of view and opinion. Listening posture is often manifested as standing up straight or sitting in front of the speaker. Keep your whole body steady when you stand up straight, don't look lazy when you stand up, and don't cross your arms on your chest.

Lean forward, lean forward.

Whenever you are in a listening position, you can give each other excellent hints. Hint to others that you are ready to listen to them and pay attention to every point of view and opinion. Listening posture is often manifested as standing up straight or sitting in front of the speaker. Keep your whole body steady when you stand up straight, don't look lazy when you stand up, and don't cross your arms on your chest.

During the conversation, lean forward from time to time to show that you are listening carefully.

T: tone, tone

During the conversation, lean forward from time to time to show that you are listening carefully.

In fact, the influence of voice and tone on each other is higher than the content itself. The size, speed, volume and tone of voice will all have an important influence on the effect of conversation.

E: eye contact, eye contact

In fact, the influence of voice and tone on each other is higher than the content itself. The size, speed, volume and tone of voice will all have an important influence on the effect of conversation.

For business people, eye contact will affect others' trust in you.

Nod, nod

For business people, eye contact will affect others' trust in you.

Nodding to the other person occasionally not only shows your approval, but also shows that you have listened carefully to his speech.

2. Clear expression in communication

The expression in business communication should be clear and accurate.

Logical clarity

The logical thinking of expression is very important, so we should grasp the main line of expression. If everything you say is clear, but coherent, but the other person can't understand your point of view, it is that there is something wrong with your logic.

Information integrity

Communication means giving a full and thorough explanation of something, and omitting some questions without the confirmation of the other party is bound to cause some misunderstandings to both parties. This kind of communication effect will make people more confused.

terse language

Every business person's time is very precious, and no one likes tedious and unnecessary wordiness. Therefore, on the basis of clear logic and complete information, we should pursue simplicity of language.

Increase communication color

Business communication is not necessarily colorless. Interspersed with vivid metaphors and humorous descriptions, you can express your views and wishes more clearly.

3. Topics and languages that should be avoided in business communication

Business communication is not only about work, sometimes there are some small talk topics, with the purpose of cutting into the topic or exchanging pleasantries between the two sides. However, some topics and languages are absolutely forbidden to be mentioned in business situations.

Topics to be avoided in business communication

The health status of oneself or others; Income situation; Personal misfortune; Gossip; Low-level jokes; Religious issues; Controversial political issues, etc

Safety topics that can be discussed in business situations

Weather conditions; Traffic conditions; Undisputed news; Tourism topic; * * * The same experience; Literary and artistic topics; Newly published books; A compliment to a question.

Language to be avoided in communication

Slang: Such words seem casual.

Foul language: in this case, even if abbreviations are used, the quality of the speaker will be very low.

Obvious language: it will immediately arouse the opposition of the other party.

Discrimination against others: It will leave a deep impression on others, from which you can learn your personal value orientation.

Third, negotiation etiquette.

1. Respect each other and be good at listening.

In the process of negotiation, no matter how different the two sides are, no matter what happens in the middle, we must eliminate all interference, always be polite to the negotiating opponents, and always show sincerity in the negotiation.

Politeness is the basis of negotiation. According to some data, people who are friendly, smiling, civilized and polite in the negotiation can eliminate the antipathy and resistance of the other party to a certain extent, and it is easier to improve the possibility of successful negotiation.

There is a famous saying in the negotiation: "The cheapest concession is to let the opponent know that you are listening to him attentively." Listening patiently can not only show respect for others, but also help to understand each other's needs and gain insight into each other's ideas, so as to accurately grasp the truth and adjust negotiation strategies at any time. Listen and observe each other's expressions, demeanor, manners and other details, and see each other through body language. Comprehensive observation and overall thinking are conducive to the negotiation in a favorable direction and improve the possibility of success.

In listening, we can use language skills to encourage each other to fully express their opinions. Keeping the two sides in an interactive atmosphere will help control the negotiation situation.

2. Ask questions in time and control the rhythm.

In the negotiation, asking questions to the other party in time can arouse the enthusiasm and attention of the other party. Timely and clever questions should pay attention to the following points:

Timing and method of asking questions

Don't interrupt the other person's speech when asking questions. You can ask your own questions before and after the other person's speech or before and after your own speech. You can also ask questions within the specified debate time.

The way of asking questions can be flexibly mastered according to different situations and purposes. Clarifying questions can be used when you want to get a clear answer from the other party; You can ask helpful questions when you gently let the other person show his attitude and intention; I hope that when the other person is close to my own point of view, I can use suggestive leading questions; Ask the other person to answer within a certain range, and you can use multiple-choice questions. It should be noted that selective questioning can be aggressive and can only be used if you have a full judgment and grasp of the situation.

The content of the problem

The content of the question should closely focus on the center and theme of the negotiation. Content that has nothing to do with the negotiation, involves the privacy of the other party, is hostile to the other party, and exposes one's weaknesses should be avoided. When asking questions, consider the possible answers of the other party. If the other person's rhetorical question will make it difficult for you to "take over", then your own question is a great failure.

Before asking questions, we should prepare carefully, there should be some internal relations between questions, and the introduction of questions should be gradual.

3. Clarity and strategy first.

When expounding one's thoughts, viewpoints, positions and plans, one should pay attention to language art and speech strategies.

clarify

Explain clearly and forcefully, try to be peaceful, and avoid calling a spade a spade. Generally speaking, declarative sentences are less emotional, while rhetorical questions, imperative sentences and parallelism sentences are more aggressive. In short, leave room for the other party when explaining, taking into account the other party's acceptance.

Be good at grasping the angle and rhythm

Elaboration can not only clarify one's own views and will, but also induce the other party to enter a contradictory situation, disrupt the steps and strategies prepared by the other party in advance, consume the other party's energy and endurance, and then dampen the other party's spirit. Take your time, the speed is moderate.

Taking your time is a kind of etiquette, but also a kind of psychological tactics, which can give each other psychological pressure. The negotiation process is largely a psychological contest. Therefore, controlling the speed in the process of elaboration is also an important weight for the success of the negotiation.

4. Debate politely and calmly.

Debate is an indispensable link in negotiation, and rationality, calmness, agility and moderation are the best state of debate.

Peace of mind, reason first.

Calm, calm and polite can make people feel superior psychologically, and experienced business people will avoid fierce arguments.

Take objective facts as arguments to improve persuasiveness.

Strong argument is the internal strength to convince the other party, and it is easier to convince the other party with objective facts.

Attention logic

The logic of language can show unimaginable power, with moderate depth and step by step, which will help you win the final debate.

Fourth, seat etiquette.

1. Different identities, different places.

Our identities are different when we attend different meetings or negotiations. When we are the host, we should respect the guests and arrange them in the most superior and comfortable position, and the position of the host should be able to grasp the overall situation, which is conducive to the normal conduct of the meeting.

In a team, we should have a clear judgment on the position of individuals. In business activities, the relationship between superiors and subordinates always ranks first; Followed by age, older colleagues are the first in the same level; Third, gender, among the participants of the same level and age, women are preferred.

2. Basic principles for judging the order of precedence.

Respect the left and the right

According to international practice, "respecting rights" is a universally applicable principle of order.

In the seating arrangement, the first thing to look at is the nature of the meeting. Government affairs meetings and large-scale meetings within state-owned enterprises generally adhere to the principle of "left is top"; Other businesses, society and foreign activities generally follow the international practice of "rights first".

Middle and sides

The middle position is up and the sides are down. Compared with the position on both sides, the person in the middle can make people on both sides hear clearly and communicate with people on both sides more easily.

Front row and back row

Up in the front row and down in the back row. "Front" is always associated with "leading". It is appropriate to arrange more important people in the front row of the meeting.

Face to face is the top.

Face to face is the top, and back to face is the bottom. The position of the side door is superior to that of the back door.

In addition to the above four principles, we should also judge the seating according to different venue conditions in order to make the meeting reasonable and efficient.

3. Seating analysis of different venues

Rectangular conference table

This conference table is suitable for internal meetings or bilateral negotiations. When holding an internal meeting, the person with the highest position should be on one side of the short rectangle and sit facing the door. When conducting bilateral negotiations, both sides can sit on both sides of the long side of the table. The person with the highest position among all parties should be in the middle position, the person with the second position should sit on his right, and the person with the third position should sit on the left, in turn.

Oval conference table

Suitable for internal meetings, the person with the highest position should be located at one end of the oval conference table.

U-shaped conference table

Suitable for internal meetings.

round table conference

It is suitable for avoiding internal meetings or multilateral negotiations of the seat concept. The round table deliberately embodies the principle of equality and mutual benefit of the participants, and downplays the concept of inferiority.

Conference table with podium

Internal large-scale meetings or external press conferences generally adopt this meeting form. The seats on the rostrum are arranged as follows: the front row is higher than the back row, the middle is higher than both sides, and the right side is higher than the left. The host's position can be in the middle of the front row or on the far right, and the speaker's seat is in front of the podium or in the right front. Participants face the podium in the audience and follow the same seating principle.

exceptional case

Meeting: In a formal or formal meeting, guests and hosts can be arranged to sit side by side, with guests sitting on the right. The entourage of the host and guest sit on both sides respectively, and are U-shaped with the host and guest.

Tea party: Tea party is generally not aimed at specific business matters, but mainly for friendship and communication. It is a meeting form with a light business color. Therefore, the tea party can not pay attention to seating etiquette, so that everyone can communicate mainly. Indoor, you can surround the chairs in a circle, or you can directly use a round conference table, and everyone can sit at will. Outdoor, the seat can be adjusted at will to create a comfortable and free communication space.

Business etiquette principle

1. Respect principle

Respect is the emotional basis of etiquette. In our society, people are equal. Respecting elders and caring for customers is not only an act of inferiority, but also a tool to show that a person has good personal qualities. Those who respect others will always respect others, and those who love others will always love others; People respect me one foot, and I respect them one foot. Be good at respecting others, accepting each other, attaching importance to each other and praising each other. The virtuous circle of ceremony was born with the help of such a mechanism. Of course, being polite to others is also a kind of self-esteem. Don't flatter others hypocritically, let alone be rich and attractive. Respect people, do as the Romans do, and respect other people's preferences and taboos. In a word, it is an important principle to respect and be friendly to others.

2. The principle of sincerity

Etiquette of business people is mainly to establish a good personal and organizational image, so etiquette is not only the purpose of business activities with its forms and means. At the same time, engaging in business activities is not a short-term behavior, engaging in business, paying attention to etiquette, and paying more and more attention to its long-term interests. Only by adhering to the principle of sincerity, focusing on the future, and through long-term subtle influence, can we obtain the ultimate benefits. In other words, if business people and enterprises want to cherish their image and reputation, they should not only pursue the perfection of the external form of etiquette, but also regard it as the sincere expression and performance of business people's feelings.

3. Modesty principle

Modesty is not only a virtue, but also an important condition for social success. Modesty is characterized by approachability, enthusiasm and generosity, being good at getting along with others, being willing to listen to others' opinions and showing an open mind, because it has a strong attraction to people around it and a strong ability to adjust interpersonal relationships. The modesty we emphasize here does not mean excessive modesty, unprincipled compromise and concession, nor does it mean self-degradation. It should be recognized that excessive modesty is actually an obstacle to social interaction, especially in business dealings with westerners, and the performance of unconfidence will make the other party doubt your ability.

4. The principle of tolerance

Tolerance is tolerance, tolerance is tolerance, and tolerance is open-minded. I can put myself in others' shoes, understand others' mistakes, regardless of personal gains and losses, and have a strong sense of tolerance and self-control. China traditional culture has always attached importance to and advocated the moral principle of tolerance, and regarded tolerance of others as a basic virtue of life. In business activities, it is also required to be lenient with others. Accept each other and don't embarrass and embarrass them. There are three inaccuracies in conversation, that is, don't interrupt others, don't supplement each other easily, and don't correct each other at will, because there is more than one correct answer to things [6]. Maintain an open-minded character or attitude in interpersonal disputes. In business activities, conflicts and misunderstandings are inevitable because of their respective positions and interests. Only by following the principles of tolerance, openness, foresight and understanding can we correctly treat and handle all kinds of relationships and disputes and strive for longer-term interests.

5. Principle of moderation

In interpersonal communication, we should pay attention to the social distance in different situations, that is, we should be good at grasping the emotional scale of communication. As the old saying goes, a friendship between gentlemen is as light as water, and a friendship between villains is as sweet as water. This is not unreasonable. In interpersonal communication, communication and understanding are important conditions for establishing good interpersonal relationships, but if you are not good at grasping the emotional scale of communication, that is, interpersonal communication lacks a moderate distance, the result will be counterproductive. For example, in general communication, be polite and reasonable, but not condescending; That is, warm and generous, but not frivolous and flattering. The so-called moderation means paying attention to moderation in feelings, words and behaviors. Only in this way can we truly win each other's respect and achieve the purpose of communication.

6. Self-discipline principle

Generally speaking, the specific norms of business etiquette consist of two parts: how to treat your own requirements and how to treat others. Treating personal requirements is the basis and starting point of business etiquette. When learning and using business etiquette, we first need self-requirement, self-restraint, self-comparison, self-reflection and self-restraint, which is the so-called self-discipline principle.

7. The principle of interaction

If you want to succeed in business communication, you must unconditionally abide by the principle of interaction. The so-called interaction here has two specific meanings: first, it requires business people to take the initiative to put themselves in their own shoes and be considerate of others in business contacts. The basic point of empathy is to ask business people to heal and understand the feelings of people who communicate with them. Second, business people are required to take each other as the center anytime and anywhere in their business activities. The platinum rule of communication etiquette: treat others as they want you to treat them. Starting from studying the needs of others and then adjusting our behavior, we can use our wisdom and talents to make others live easily and comfortably. [7] In other words, unconditional egoism is not allowed. When using business etiquette, the principle of interaction can never be ignored.

8. Communication principle

In business communication, people usually have contact to understand, understand to communicate, and communicate to interact. Therefore, communication can be regarded as a bridge between people in business communication. In business etiquette, the principle of communication requires business people to know not only the communication object, but also the communication object. The purpose of etiquette is to respect others, and if you want to respect others, you must first understand people and let them know yourself. Only in this way can effective communication be achieved.

9. Compliance principle

In business communication, every participant must consciously and voluntarily abide by business etiquette, and use business etiquette to regulate his words and deeds and every move in communication activities. For business etiquette, we not only need to learn and understand, but more importantly, we should use it after learning and put it into personal social practice. In business activities, anyone, regardless of status, position size and wealth, has the obligation to consciously observe and apply business etiquette, otherwise, it will be criticized by the public and its business communication will be difficult to succeed. This is the principle of compliance. Without this article, there would be no application and promotion of business etiquette.

10. The principle of equality

In the specific application of business etiquette, different specific methods are allowed according to different people and different communication objects. But at the same time, it must be emphasized that on the core point of business etiquette, that is, respecting the communication objects and treating them with courtesy, all communication objects must be treated equally and given the same degree of courtesy. It is not allowed to treat people differently because of their age, gender, race, culture, occupation, identity, status, wealth and distance. This is the basic requirement of the principle of equality in business etiquette.

Basic etiquette of business communication

Telephone etiquette

When you answer the phone, you represent the company, not the individual, so you should not only speak in a civilized and gentle tone, but also let the other person feel your smile. At the same time, don't forget to make a detailed phone record of every important call, including the time of the call, the company and contact person who called, the content of the call, etc. , so as to lay a good foundation for future business.

Greeting etiquette

When a guest visits, you should take the initiative to get up from your seat, lead the guest to the living room or public reception area, and bring him drinks. If you are talking in your own seat, be careful not to speak too loudly, so as not to affect colleagues around you. Remember, always smile.

Business card etiquette

When handing a business card, hold the two corners of the card with your thumb and forefinger so that the front of the text faces the other side. When receiving a business card, use both hands and read the contents carefully. If you talk to the other person next, don't put away your business card. You should put it on the table and make sure it won't be crushed by other things. This will make the other person feel that you value him very much. When attending a meeting, you should exchange business cards before or after the meeting. Don't exchange business cards with others without authorization during the meeting.

Introduce etiquette

The etiquette of introduction is generous and decent behavior. The principle of introduction is to introduce from low level to high level; Introduce young people to old people, unmarried people to married people, men to women and locals to foreigners.

Etiquette of shaking hands

A pleasant handshake is firm and powerful, which can show your confidence and enthusiasm, but not too hard and for too long, just a few seconds. If your hands are dirty or cold, or there is water or sweat, it is not suitable to shake hands with others. Just explain why you don't shake hands. Women should take the initiative to shake hands with each other and shake hands without gloves. Besides, don't shake hands with others when chewing gum.

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