成功的商务谈判

What is successful negotiation?1. Definition of negotiationIt refers to a meeting or a series of meetings in which the parties need each other’s agreement to reach a specific objective while dealing with business.2.The selection &management of negotiatorsTo know about the disadvantages and weaknesses of ourselves is as important as to know about others’. We will discuss this from the following aspects.1) Keep objectives in mind.It is important to discuss strategies beforehand and to decide on the approach your team is going to take .Members of the team need to be clear about the objectives of the negotiation and what role they are expected to play in achieving those objectives.2) The analysis of our negotiators.Firstly, the qualifications and abilities they should bear.Personality weighs a lot when we select people.The negotiators should be out-going so that they could make good communications with the other party. Patience, tolerance, warmness, humor, intelligence and good manners are also basic requirements.Quality of flexibilities is also an unnecessary part.The negotiators should be sensitive to the atmosphere to deduce the trend from the subtle changes. So, they had better have good abilities of observation.Complex knowledge in business area will help them to react different situations.Therefore, they should boast quality of literal writing skills, effective listening skills, a good grasp of law knowledge as well as abilities of telling something from body languages. In a word, they should belong to complexity-oriented human resources.3) The analysis of organization.Make the negotiators better-informed of the analysis of the organization.Firstly, be clear about the scale of the company, small and medium-sized enterprise, state-owned enterprise, or something.S econdly, be well-informed of the market. Have a good understanding of whether the goods enjoy great popularity, whether the operation is in good order.3.The investigation and report of negotiation.It is necessary to make an investigation before the negotiation .You should try your best to learn something about your partner so that you could not neglect your opponent. By this way, you will be more confident to while negotiating with your partner.4.Important principles both parties should follow.1) No bargaining unless no choices.2) Make full preparations.3) Stick to your background so that you could control the other party.4) Fewer manners of a lawyer, but more manners of a judge. That means more listening, less talking when necessary.5) Make sure your acts in accordance with your words. Do not eat words , to be honest is a good beginning of a successful negotiation.6) Leave yourself enough room to manoeuvre.7) Stand on the background of equality and mutual benefit.5. Five basic steps in a negotiation(1) Preparing step.1) Full preparations are essential.First, you should keep your objectives in mind. You had better get ready for clarifying such questions:What is the best we can get?What is the worst we can get?What is our bottom line?Secondly, you need to collect large effective information and get prepared to seek for right partners.Thirdly, you should arrange to distribute assignments and make a draft of strategies.Fourthly , setting the agenda orderly.An agenda is often best negotiated rather than imposed at the starting of a meeting. After all, most formal negotiations are required to have such a step. Moreover, as the host company, the agenda is vital for them to chair or control the negotiation. And the agenda may enable the negotiation to be structured and there will be an opportunity for the negotiators to make a presentation.Last but not least, mocking a negotiation will mean a lot if necessary. As the saying goes, if you can make it here , you can make it anywhere.2) Use two-way thinkng method.Not only should you know what you need, what actions you ought to take, but also deduce what your competitors probably do, so that you can react the risks and manage it well.(2) Arguing step.Here we should pay more attention to the key issues: start and bargain.START:Well begun is half done. Creating good atmosphere seems extremely vital. So, to be honest is the first choice for both parties.Herein, learning how to manage conflicts seems especially important. Every coin has two sides, so does the conflict. Conflicts could lead to complete breakdown in communication and add high levels of stress, absolutely having negative effect on the deal. But if managed well,it will arouse potential benefits. It will move the negotiation forward quickly, reveal differences which need to be resolved and make both partiesget final understanding of positions.Measures to ease conflicts are as follows:Adopt an active and careful attitude to face the differences.1) Keep calm if your competitors come up with less reasonable advice.Never quarrel with them. More arguments could only put you in a weak position, believe it or not , sometimes it is sort of tricks your opponent plays on you.2) Be careful with your tactics of stating objectives.Be polite and courteous in your words and tone. And assure that your speeches are brief and to the point.BARGAINUndoubtedly, bargaining in a negotiation is the most fierce and crucial stage. Both parties hold their respective recommendations, express themselves towards a certain problem and change each other’s ideas. So the participants should act deftly .Otherwise, it is likely to get into stalemate.Here are some skills how to avoid deadlocks.1) Delay. When something happens, we should delay the issue for the moment, and move on to another issue which could reach agreements easily or just have a rest to ease ourselves.2) Make concessions .Weigh the advantages and disadvantages, then make decisions on whether you should make concessions or not.3) Dredge. Look back to the fruitful achievements together from the common belief and experience so that both parties share the sense of harvests , thus being willing to discuss further .Leave enough room for both parties to manoeuvre.4) Deadline. Give your definite last limitation clearly, which can be a small threat for the other party. Besides, it is a good advertisement for your market; we could seek for other partners to work together if necessary.5) Silence .In practices, silence can be a useful tool when used smoothly. In most cases, silence could easily get your opponents into panic. Of course the part concerned ought to make a plan an ensure them to control themselves in an efficient way, thus making silence something of wisdom. As we know, fewer words are likelyto place us in a superior standing.Techniques used in bargain:How to persuade the party to accept your price:Offer to quote,then ask your partner for suggestions, and give a detailed introduction of your goods. Of course strengthen the good quality and unique feature to attract your partner. By this way, making sure the clients are pleased to accept your offer.How to handle the request of cutting down the price:The seller may use the following words to get rid of trouble,“I am sorry, we have difficulty in financing the capital”or “It is a pity that the figures have outstripped the budgets”. Clearly, the seller is playing tricks on the buyer. So as intelligent buyers, they should investigate the buyer’s financial conditions and credit standing, then make proper decisions.(3) SignallingIn this stage ,we ought to encourage responses and make counter-proposals.Here refers to the skills of listening and asking.The listeners should hold a positive attitude and listen to the speaker attentively. At the same time, collect relevant information in due course by observing the expressions and behaviors of the speaker. What is more important, give your feedback and make counter-proposals especially on the key issues. You can ask the speaker to repeat what you care about, confirm again and express yourself effectively.(4) Proposing.This stage comes along on the basis that you have had a better understanding of the other party. After long-term discussion, the differences may likely inevitably come out.To resolve the problem, making amendments on the former issues are the main tasks. In such occasion the parties can make subtle amendments on the objectives, date,etc.which are likely to make further progress.(5) Concluding and making agreement.It weighs a lot to round off a negotiation well, so that nothing remains ambiguous.Before closing the negotiation, the participants should confirm what exactly has been achieved and what is still on the air. They need to agree on future follow-up action and, set a date for the further meetings and end on a positive note.。