What are the seven skills of investment negotiation?

Sun Tzu's art of war is well said:? Know yourself and know yourself, and you will win every battle. ? The same is true of investment negotiations. Only by knowing each other's intentions, goals and strategies can we suit the remedy to the case and formulate our countermeasures accordingly, and we can be in a favorable position in the whole investment negotiation and make investment promotion successful. Then let me introduce you to the seven skills of investment negotiation. Follow me to have a look. I hope you will like it.

Seven skills of investment negotiation: 1. Understand each other's intentions, goals and strategies.

Businessman negotiators should be clear about each other's intentions and goals and make strategies before or during investment negotiations. To do this work well, we can use the following three methods to investigate and understand. The first method is retrieval survey, that is, investment negotiators collect and analyze existing information. There are many sources of existing information, including information stored by companies or units, information issued by investment negotiators, newspapers and books about introducing investment negotiators, etc. This survey method is simple and easy, with less investment and quick results. The second method is direct investigation, that is, investment negotiators collect and sort out information through direct contact. The third method is consultation method, that is, investment negotiators consult the relevant patent offices and intelligence information units and purchase relevant information.

Second, mutual respect, equality and mutual benefit.

Investment negotiations should be conducted on the basis of mutual respect, equality and mutual benefit. In terms of mutual respect, both sides of the negotiation should observe the time and the customs of the other side. In the process of negotiation, we should adhere to the principle of equality and mutual benefit, not accept any unreasonable additional conditions or terms put forward by the other side of the negotiation, and at the same time, we should not ask for unreasonable benefits from the other side.

The result of the negotiation should be that both sides of the negotiation feel that they have gained something, that is, they have gained their own interests, which are consistent or roughly equivalent to their own interests. Therefore, the specific principles of equality and mutual benefit in investment promotion negotiations should be: seeking agreement in a friendly and harmonious atmosphere, and seeking the best result of mutual benefit and win-win through the joint efforts of all parties in investment promotion negotiations; Or all parties to the investment negotiation get the maximum benefit, that is, everyone is happy.

Third, grasp the discretion and exercise reasonable restraint.

Before or during investment negotiation, our investment negotiators should take the initiative to understand and master each other's country, gender, manners and customs, respect each other's customs and pay attention to foreign etiquette. We should also understand the characteristics of investment negotiation and actively adopt different negotiation strategies and practices according to different objects and characteristics. In the process of negotiation, we should also pay attention to the changes in the strategy and attitude of the other side of investment negotiation. Our investment negotiators should keep a sense of proportion, slow down when it's time to slow down, and hurry up when it's time to speed up, so as not to be impatient, lest the other side of the investment negotiation seize our weakness and create a situation that is unfavorable to us. After we understand and master each other's objectives, strategies, characteristics and changing laws, our investment negotiators should be good at grasping favorable opportunities flexibly, appropriately changing our negotiation strategies and adjusting the negotiation process, so that we can be in a favorable position in the negotiations.

Fourth, improve the efficiency of negotiation.

Merchants should have a serious and down-to-earth work spirit and always pay attention to improving efficiency in investment negotiations. Investment negotiators should have their own professional knowledge in investment negotiations; If you don't have these professional knowledge, you are not a competent investment negotiator. I suggest that you express yourself clearly and accurately in the negotiation process, don't be ambiguous, and don't make promises easily. For those who can't do it, we should explain the truth according to the actual situation in order to gain the understanding of the other side of the investment negotiation. In the negotiation of investment promotion, we should grasp the negotiation strategy and opportunity according to the various defense lines preset in the negotiation plan, adhere to the principled position on key issues, and safeguard our vital interests in investment promotion.

If there is a deadlock in the investment negotiation, we can temporarily put aside the issues discussed and talk about other related issues. When all other issues are agreed, it is easy to reach an agreement when we talk about this issue again.

5. Investment negotiators are relatively stable.

Among the investment promotion personnel, the investment promotion negotiators should be relatively stable, so as to avoid the replacement of investment promotion negotiators in the negotiation of the same investment promotion project. When forming a negotiation team for investment promotion projects, there should be negotiators for investment promotion projects. If conditions permit, there can be a behind-the-scenes team that does not negotiate directly. Behind-the-scenes team members can go to the front desk and become the negotiators of investment promotion projects when the negotiators of investment promotion projects are absent or personnel change. The determination of the project manager should be made when the project is selected. Don't change horses on the spot. The behind-the-scenes team of investment promotion should serve the investment promotion negotiations, do all kinds of practical work, collect the negotiation materials of investment promotion projects, investigate and analyze all kinds of relevant materials, and provide reference materials for investment promotion negotiations.

Sixth, shop around.

When negotiating investment projects, for an investment project, especially a major investment project, you can choose several investment targets by shopping around. Doing so can not only expand the investment targets, broaden the horizons of our negotiators, understand all aspects of the project information, but also strengthen our negotiating position among the investment invitees. If we can grasp this positioning, we will get unexpected results in attracting investment for this project.

Seven, timely sum up experience and lessons.

Any investment negotiation project will not be exactly the same as other investment negotiation projects, because each investment negotiation project may be different in terms of the project itself, technical standards, investment targets, time and place, etc. But the requirement for our investment negotiators is that every investment negotiation is better than the last one. So, how can we improve the negotiation level and skills of investment negotiators and avoid such mistakes and shortcomings? There is only one way, and that is: every investment negotiator should keep learning and sum up experience. From a certain point of view, it is more important for investment negotiators to sum up experience, because the level of foreign investment negotiations depends largely on the amount of experience accumulated by investment negotiators. Every investment negotiation should be summarized in time; Only by summing up in time can we learn the lessons of success or failure from every investment negotiation, so as to continuously improve the level of investment negotiation.

Quoting skills in negotiation. Direct quotation

It is natural for customers to ask about the price, which is often the first concern. That's understandable. Although customers see the price tag clearly, they still like to ask how much it costs. The implication is to see how many discounts there are. The refrigerator shopping guide adopts direct quotation method: 4960. I didn't say anything about preferential policies at the beginning, which is very correct. Many shopping guides throw out preferential policies immediately after customers ask the price, which is inappropriate.

I often do this. I once saw a Dongdong price tag in 500 yuan, and I asked how much it was. I didn't expect the shopping guide to kick the author out with a word. The tour guide said, can't you see it says 500 yuan? Sales mentality is more important than anything else. If the sales mentality is not good, 80% of customers will be driven away.

Second, respond to price demands with rhetorical questions.

When the shopping guide doesn't throw out the preferential bait, customers often ask: can you give a discount? How much discount? How much is the minimum? This time is the most test time for shopping guide. Because of this problem, the shopping guide can't handle it well, which leads to customers turning away or unable to make a deal. The method of shopping guide is to respond to the customer's price demand by rhetorical question: can you decide today? The implication is clear. There will be a discount if you can fix it today. If you can't fix it, you can't just give you a discount. This rhetorical question throws the question back to the customer at once, which can be attacked and defended, and can advance and retreat freely.

Third, ask the other party to quote.

In the negotiation of quotation, the general principle is to let the other party quote first. Of course, when the other party's offer is far from your reserve price, you need good maneuvering skills. The customer asked for a discount, and the shopping guide was very clever. He immediately asked the customer how much he was willing to bid.

Since the customer took a fancy to this refrigerator, he said his bottom price: 4500. The risk of asking the other party to quote is that it may exceed its bottom line. The quotation of 4500 is unacceptable, so we need to further bargain with negotiation strategy. It seems that Gome is the same as the vegetable market, and the voice of bargaining is endless, which reminds people of a sentence that Huang Hongsheng said: it is better to sell cabbage than color TV.

Fourth, say no to the customer's first quotation.

The customer's bid is 4500, which is beyond the bottom line of the shopping guide, and the shopping guide can't accept it. We can't do this price. If you promise the customer, the customer may give up buying, because your concession is easy, and the customer will feel cheated, and then continue bargaining or decide to quit.

Even if the customer's quotation does not exceed the bottom line of the shopping guide, the shopping guide can't agree after the customer quotes. You should say no to the customer's first quotation, even the second quotation and the third quotation. Even if you finally agree, you must be extremely reluctant. What is that? Reluctantly? Strategy, but there are no details here.

Verb (abbreviation of verb) leaves room for quotation.

The price tag is 4960 pounds. After the customer asked for a discount, the shopping guide reported 4870. Finally, the director said that the reserve price was 4,800, and the result was 4,650, which was 3 10 lower than the original. Assuming that the bottom price of the shopping guide is 4650, then she will quote higher than 4650, which is a truth that even pigs know. Only in this way can we give customers bargaining space, and only in this way can we let customers have it? A sense of accomplishment? .

Between the quotation and the final transaction price, you have to go through many battles, and then approach the transaction price or your bottom line step by step. This process is like an unbalanced balance, which supplements the right side by splitting the left and right sides, and supplements the left and right sides by splitting the right side, and finally achieves balance.

The basic principle of investment negotiation (1) The principle of equality and mutual benefit

The basic meaning of the principle of equality and mutual benefit is: in business activities, the strength of both sides, regardless of strength, should be in an equal position in mutual relations; In commodity exchange, voluntary transfer of commodities, equivalent exchange; Both sides of the negotiation should give each other what they want and exchange what they need according to their own needs and possibilities, so as to achieve mutual benefit and win-win results.

(B) the principle of flexibility

In the negotiation of attracting investment, we should use all kinds of negotiation skills flexibly to make the negotiation successful. The negotiation process is a process of continuous organization and thinking. Only by mastering all kinds of negotiation skills flexibly and guessing the inner thoughts and strategies of the other party can we always occupy a favorable position in the negotiation. In the negotiation process, under the premise of not giving up the general principle, we should have the flexibility to achieve the overall goal, especially to master the negotiation skills flexibly according to different negotiating objects, different market competition and different sales intentions, so as to promote the success of the negotiation.

(3) the principle of friendly consultation

In the negotiation of attracting investment, the two sides will inevitably have disputes of one kind or another on the terms of the agreement or contract. Regardless of the content of the dispute and the degree of differences, both parties should seek a solution based on the principle of friendly consultation. Never use coercion, deception or other tough means. If you encounter major differences that are still hopeless to reach an agreement after many consultations, you would rather terminate the consultation and choose another object than violate the principle of friendly consultation. The decision to terminate the negotiations must be cautious. We should comprehensively analyze the actual situation of the negotiating opponents to see if they lack sincerity or really can't meet our minimum requirements, so we have to give up the negotiations. As long as there is a glimmer of hope, we should try our best to reach an agreement in the spirit of friendly consultation. Negotiations should not be carried out easily, nor should they be terminated hastily.

(four) the principle of handling affairs according to law

All kinds of documents finally signed in foreign negotiations have legal effect. Therefore, the speeches of both sides of the negotiation, especially the written words, must conform to the provisions and requirements of the law. All languages and characters should have clear legal connotations agreed by both parties. When necessary, the terms should be specifically and clearly explained and written into the agreement document to avoid disputes arising from differences in interpretation of the terms during the execution of the contract after signing. According to this principle, the important speeches of the main speakers, especially the agreement documents, must be carefully examined and approved by lawyers who are familiar with international economic law, international practices and foreign-related economic regulations.

(5) The principle of combining principle with strategy.

The negotiation process is a process of adjusting the interests of both sides to seek compromise. Conflicts and struggles are inevitable because of the different positions and interests of the negotiating parties. In international business negotiations, we should not only adhere to principles, but also leave room. We can't give in and argue on issues of principle involving China's foreign economic and trade activities and the fundamental interests of the country or enterprises, but we must avoid being simple and rude. We must proceed from reality with a supercilious attitude and patiently explain our position repeatedly in order to win the acceptance of the other side. For some unprincipled issues, we can make some concessions without damaging the fundamental interests when necessary. In the negotiation of contract terms, we can sometimes make some concessions on some terms in exchange for the other party to accept our opinions on other terms. Whether it is a matter of principle or non-principle, we should stick to it from beginning to end. Reasonable, beneficial and restrained? A policy of convincing people by reasoning.

In short, from the perspective of long-term cooperation, negotiations should give both sides opportunities for business development. To this end, the negotiation principles and skills we follow should at least meet the following three standards:

1. The negotiations should reach a wise agreement.

The core feature of wise agreement is win-win. The results of the negotiations should be in line with the legitimate interests of all parties to the negotiations, solve the conflicts of interests of all parties to the negotiations fairly, and think that it is in the public interest.

2. The negotiation method must be effective.

The way of negotiation should help to improve the efficiency of negotiation, because the efficiency of reaching an agreement through negotiation should also be one of the win-win contents pursued by both parties. Efficient negotiation enables both parties to have more energy to expand business opportunities instead of wasting time unnecessarily.

3. Negotiations should improve, or at least not damage, the relationship between the negotiating parties.

The result of the negotiation is to gain benefits, however, the gain of benefits cannot be at the expense of destroying or hurting the relationship between the two sides of the negotiation. From the perspective of development, business cooperation will bring more business opportunities. So negotiations should not become a contest of the will of all parties, which is easy to hurt people? Face? , thus undermining the continuing relationship between the negotiating parties.

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