What are the negotiation skills and words?

In business activities, there are all kinds of negotiating partners, so we can't treat all the negotiations with the same attitude. We need to decide the attitude we should adopt in the negotiation according to the importance of the negotiation object and the negotiation result.

If the object of negotiation is very important to the enterprise, such as a big customer with long-term cooperation, and the content and result of this negotiation are not very important to the company, then you can negotiate with a concession mentality, that is, to satisfy the other party without causing too much loss and influence, which will be more powerful for future cooperation.

If the object of negotiation is very important to the enterprise and the result of negotiation is equally important to the enterprise, then we should adopt a friendly and cooperative attitude, try our best to achieve a win-win situation and transfer the contradictions between the two sides to a third party. For example, if there are contradictions in the division of market regions, then we can suggest that the two sides work together or assist each other to develop new markets, expand the regional area, and turn the opposing competition in negotiations into cooperation.

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

If the negotiation object is not important to the enterprise, but the negotiation result is important to the enterprise, then participate in the negotiation with the attitude of active competition, regardless of the negotiation opponent, and be completely guided by the best negotiation result.

2, fully understand the negotiating opponent.

As the saying goes, know yourself and know yourself, and you will win every battle, which is especially important in business negotiations. The more you know about your opponent, the more you can take the initiative in the negotiation. Just like we know the reserve price in advance, the natural cost is the lowest and the probability of success is the highest.

When you know your opponent, you should not only know his negotiation purpose and bottom line, but also know his company operation, industry, negotiator's personality, his company culture, his habits and taboos. This can avoid many contradictions in culture and living habits, which will create additional obstacles for negotiations. There is also a very important factor to understand and master, that is, the situation of other competitors.

For example, in a procurement negotiation, as a supplier, we need to know the situation of other suppliers who may cooperate with the buyers we negotiate, as well as the situation of other buyers who may cooperate with ourselves, so as to give a slightly more favorable cooperation mode than other suppliers in time and reach an agreement more easily.

If our competitors make more demanding demands, we can also show other buyers' information to let them know that we know the details, and at the same time suggest that we have many options for cooperation. On the contrary, as buyers, we can also adopt the same reverse strategy.

3. Prepare multiple sets of negotiation plans.

The preliminary plan put forward by both sides of the negotiation is very beneficial to them, and both sides hope to gain more benefits through negotiation. Therefore, the outcome of the negotiation will definitely not be the original proposal put forward by both sides, but the result of negotiation, compromise and flexibility.

In the process of push and pull, it is often easy to lose the original will, or be misled by the other party. At this time, the best way is to prepare several sets of negotiation plans, first come up with the most favorable plan, and then come up with the second plan without reaching an agreement;

Even if we don't take the initiative to come up with these plans before reaching an agreement, we can know fairly well whether the compromise to the other party deviates from the framework we set at the beginning, so that we won't find that our concessions are beyond the expected scope after the negotiation.

4. Establish a harmonious negotiation atmosphere.

At the beginning of the negotiation, it is best to find some places that both sides agree with and express them, leaving the other side with a subconscious mind more like a partner. In this way, the next negotiations will be easier to progress in the direction of reaching an understanding, rather than tense confrontation. When encountering deadlock, we can also take out mutual knowledge to enhance mutual confidence and resolve differences.

You can also provide some business information that you are interested in, or simply discuss some irrelevant issues. After reaching an understanding, both sides will have wonderful changes in their hearts.

5. Set the negotiation forbidden zone.

Negotiation is a very sensitive communication. Therefore, the language should be concise and avoid words that should not be said, but in the long and difficult negotiation process, mistakes are inevitable. The best way is to set the taboo words, dangerous topics, behaviors that can't be done and the bottom line in the negotiation in advance. This can avoid falling into the trap or misunderstanding set by the other party in the negotiation to the maximum extent.