Business negotiation and cooperation skills

Business negotiation is the most important link in the sales process. During negotiation and communication, you must pay attention to the most basic negotiation skills. Below I have compiled some business negotiation and cooperation techniques for your reading and reference.

Business Negotiation Cooperation Techniques 1. Determine Negotiation Attitude

In business activities, we face various negotiating objects, and we cannot come up with the same attitude toward all negotiations. We need to decide the attitude to be adopted during negotiations based on the importance of the negotiation object and the outcome of the negotiation.

If the negotiation object is very important to the company, such as a long-term large customer, and the content and results of this negotiation are not very important to the company, then you can negotiate with a concession mentality, that is, in the company Satisfy the other party without much loss or impact, which will be more powerful for future cooperation.

If the negotiation object is important to the company and the result of the negotiation is equally important to the company, then adopt a friendly and cooperative mentality, try to achieve a win-win situation, and shift the conflicts between the two parties to a third party, such as the market. If there is a conflict in the division of regions, it can be suggested that both parties work together or assist each other to develop new markets, expand the regional area, and transform the confrontational competition in negotiations into joint competition and cooperation.

If the negotiation object is not important to the company and the negotiation results are insignificant and dispensable to the company, then you can go into battle easily and don't spend too much energy on such negotiations, or even cancel such negotiations. negotiation.

If the negotiation object is not important to the company, but the negotiation result is very important to the company, then participate in the negotiation with a positive and competitive attitude, regardless of the negotiating opponent, and be completely oriented to the best negotiation result.

Business negotiation cooperation skills 2. Fully understand the negotiating opponent

As the saying goes, know yourself and the enemy, and you will never be defeated. This is particularly important in business negotiations. The more you know about your opponent, the better you can Seizing the initiative in the negotiation is as if we know the base price of the tender in advance. Naturally, the cost is the lowest and the probability of success is the highest.

When understanding your opponent, you must not only understand the other party’s negotiation purpose and bottom line, but also understand the other party’s company’s operating conditions, industry conditions, negotiator’s personality, the other party’s company culture, and the habits and taboos of the negotiating opponent, etc. . In this way, many conflicts in culture, living habits, etc. can be avoided, which may cause additional obstacles to negotiations. There is another very important factor that needs to be understood and mastered, and that is the situation of other competitors. For example, in a procurement negotiation, as a supplier, we need to understand the situation of other suppliers who may cooperate with the buyer we are negotiating with, as well as the situation of other buyers who may cooperate with us, so that we can timely negotiate If you provide a slightly more favorable cooperation method than other suppliers, it will be easy to reach an agreement. If the opponent puts forward more stringent requirements, we can also take out the information of other buyers and let the opponent know that we know the details, and at the same time imply that we have many cooperation options. On the other hand, we as buyers can also adopt the same reverse strategy.

Business negotiation cooperation skills 3. Prepare multiple sets of negotiation plans

The initial plans proposed by both parties in the negotiation are very beneficial to themselves, and both parties hope to gain through negotiation Therefore, the result of the negotiation will definitely not be the original plan proposed by both parties, but the result of negotiation, compromise and modification by both parties.

In the process of pushing and pulling between the two parties, it is often easy to lose the original intention, or be led into misunderstandings by the other party. The best way at this time is to prepare several more negotiation plans and come up with the most advantageous ones first. Even if we don’t take the initiative to come up with these plans, we can be aware of them and know whether the compromise to the other party is biased. After careful consideration, you will not realize that your concessions have exceeded the expected range after the negotiation.

Business negotiation cooperation skills 4. Establish a harmonious negotiation atmosphere

At the beginning of the negotiation, it is best to find some areas where the two parties agree on their views and express them, leaving a lasting impression on the other party. A subconscious feeling that they are more like partners. In this way, the subsequent negotiations will be more likely to progress toward a consensus rather than a tense confrontation. When encountering a stalemate, you can also use the mutual knowledge of both parties to enhance each other's confidence and resolve differences.

You can also provide the other party with some business information that they are interested in, or conduct a simple discussion on some issues that are not very important. After reaching mutual understanding, wonderful changes will occur in the hearts of both parties.

Business Negotiation Cooperation Speech 5. Set up the forbidden area of ??negotiation

Negotiation is a very sensitive communication, so the language should be concise and avoid saying things that should not be said, but It is inevitable to make mistakes during long and difficult negotiations. The best way is to set in advance what are the forbidden words in the negotiation, which topics are dangerous, which behaviors are not allowed, and the bottom line of the negotiation, etc. In this way, you can minimize falling into the trap or dance set by the other party during negotiations.

Business Negotiation and Cooperation Speech 6. Concise language expression

In business negotiations, it is taboo to use loose or homely language, and try to make your language as concise as possible. Otherwise, your key words are likely to be drowned in long, meaningless language. If a pearl is placed on the ground, we can easily find it, but if a bag of gravel is poured on it, it will be very difficult to find the pearl. In the same way, the characteristic of us humans receiving external sound or visual information is that we focus at first, but as the amount of information received increases, our attention will become more and more scattered. If it is some irrelevant information, it will be ignored.

Therefore, when negotiating, the language should be concise and highly targeted, and strive to express your information clearly when the other party's brain is in the best state to receive information. If you want to express information with a lot of content, such as Contracts, plans, etc., then it is suitable to change the tone of high, low, light, and heavy when telling or reciting, for example, raising the voice in important places, slowing down, and interspersing some questions to arouse the other party's active thinking. , increase concentration. Before important negotiations, you should conduct a simulation exercise to train language expression, response to unexpected problems, etc. Avoid vague and wordy language in negotiations. This will not only fail to effectively express your intentions, but may also cause confusion and resentment in the other party. Let’s be clear here and distinguish the difference between calmness and procrastination. The former means that although the language is expressed slowly, every word has been carefully considered and there is no nonsense. This speaking speed is also conducive to the other party’s understanding and digestion of the information. I am very good at negotiating. I highly recommend this expression. Trying to suppress the other party by being sharp-tongued and aggressive in negotiations often backfires, and most results will not be ideal.

Business negotiation cooperation skills 7. Be a soft nail

Although business negotiation is not as good as political and military negotiation, the essence of negotiation is a game, a confrontation, full of The smell of gunpowder. At this time, both parties are very sensitive. If the language is too blunt or strong, it will easily arouse the other party's instinctive sense of confrontation or resentment. Therefore, during business negotiations, when both parties encounter differences, they should smile and use tactful language to confront their opponents. In this way, the other party will not activate the instinctive hostility in their minds, making the subsequent negotiations less likely to reach a deadlock.

In business negotiations, it is not about showing your teeth and showing off your claws and taking the initiative by being overwhelming. On the contrary, you can restrain your opponents better by keeping your emotions and anger hidden, your emotions not being guided by the other party, and your thoughts not being understood by the other party. Those who are soft will last forever, while those who are strong will be damaged easily. If you want to be a master of business negotiations, you must be a soft nail.

Business Negotiation and Cooperation Speech 8. Curve Attack

Sun Tzu said: "The most direct way is to be circuitous." General Clausewis also said: "The shortcut to reach the goal is that." "The most tortuous road", it can be seen from this that if you want to achieve your goal, you must take a roundabout way. Otherwise, running directly towards the goal will only arouse the other party's vigilance and confrontation. You should guide the other party's thinking into your own circle by guiding the other party's thinking. For example, by asking questions, let the other party take the initiative to tell you the answers you want to hear.

On the contrary, the more eager you are to achieve your goal, the more likely you are to expose your intentions and be used by the other party.

Business Negotiation and Cooperation Speech 9. Negotiation is about winning with your ears, not your mouth

In negotiations, we often fall into a misunderstanding, that is, a proactive and offensive mindset. You always keep talking, always want to suppress the other party's words, always want to instill more of your own thoughts into the other party, thinking that this can take the initiative in the negotiation. In fact, in this competitive environment, the more you say, , the more repulsive the other party will be, few will be heard, and even fewer will be heard. Moreover, if you talk too much, it will take up the total conversation time. The other party also has a lot to say, and the result of being suppressed is very difficult. compromise or agreement. On the contrary, let the opponent say everything he wants to say. When he says all the things that are suppressed in his heart, he will be like a deflated rubber ball, and his energy will diminish. Then you are counterattacking, and the opponent has no follow-up moves. . More importantly, being good at listening can reveal the other party's true intentions and even flaws in the other party's words.

Business negotiation cooperation skills 10. Control the negotiation situation

On the surface, there is no host in the negotiation activity, but in fact there is an invisible host, either you or your opponent. Therefore, we must proactively strive to grasp the pace, direction, and even trends of negotiations. The characteristics that a host should have are: although there are not many words, he can hit the mark directly. Although his momentum is not overbearing, he is strategizing and calm. He does not use words to push his opponents to the edge of the cliff, but uses his words to push his opponents to the edge. Lead to the edge of the cliff. Moreover, if you want to be the host at the negotiation table, you must show your fairness, that is, face the problem objectively. This is especially important at the beginning of the negotiation. Gradually, your opponent will instinctively be guided by you, and the situation will turn towards you. The favorable side is tilted.

Business negotiation and cooperation skills 11. Cleverly grasp the opponent's psychology

During the Spring and Autumn Period, there was a master of raising monkeys in the Song Dynasty. He raised a large group of monkeys. He could understand what the monkeys expressed. Thoughts, the monkey also understands his thoughts. This man's family was getting poorer and poorer, and he could no longer afford to buy so much food for the monkeys, so he planned to reduce the number of acorns the monkeys would eat at each meal. However, he was afraid that the monkeys would not obey him, so he deceived the monkeys and said: "I'll give it to you in the morning." Three acorns and four acorns at night, is that enough?" When the monkey heard this, he shouted loudly to show his objection. After a while, he said again: "Oh, there is no way. I will give you four acorns in the morning. Three acorns in the evening, should this be enough to eat?" When the monkeys heard this, they all danced and were very happy.

This little story should be very familiar to everyone. It is an allusion in the idiom "chasing three times and four nights". This story seems absurd and ridiculous, but in fact, the phenomenon of "chasing three times and four nights" really exists in negotiations. Usually when two parties are in a stalemate on an important issue, one party takes a step back and throws out other small gains as compensation to break the deadlock and exchange small gains for big gains, or change the order of the entire plan, which deceives us. thinking. It sounds incredible at first, but this situation often occurs in actual negotiations. Therefore, you must first be able to jump out of thinking traps like brain teasers, and then you must be good at making small gains and large gains, and learn to use retreat to advance. One of the greatest skills in negotiation is to learn to make concessions in a timely manner. Only in this way can the negotiation proceed smoothly. After all, the result of negotiation is a win-win situation as the ultimate goal.

Business negotiation cooperation skills 12. Concession attack

During the negotiation, you can make one or two very high demands at the right time. The other party will definitely not be able to agree. After some bargaining, we You can make concessions, lower the requirements or change them to other requirements. We had no intention of reaching an agreement with these high demands. Even if we give in, we won't lose anything, but it will give the other party a sense of accomplishment and feel that we have taken advantage. At this time, our other demands, which are lower than such high demands, will be easily accepted by the other party. However, we must not make too outrageous or excessive demands, otherwise the other party may feel that we are not sincere and even anger the other party. Making high demands first can also effectively lower the opponent's expectations for the benefits of the negotiation and dampen the opponent's energy.

In fact, the key to negotiation is how to achieve a psychological balance between the two parties. When an agreement is reached, both parties have reached a psychological balance point.

That is to say, they believe that they have achieved satisfactory or basically satisfactory results in the negotiation. This satisfaction includes the fulfillment of expectations, the benefits obtained by themselves, the concessions of the negotiating opponents, the initiative gained, and the harmonious atmosphere during negotiations. Sometimes during negotiations, The relationship between this kind of balance and interests is not great. Therefore, the author advocates that you can lose the negotiation as long as you win the interests. That is to say, on the surface, you make concessions, lose some benefits, and give your opponent the pleasure of conquering the city. In fact, you are scattering sesame seeds everywhere and letting your opponent happily pick them up, and you secretly take away the opponent's watermelon.

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