Secretarial knowledge > Secretary basis

Business negotiation trilogy


In business negotiations, the two sides of the negotiations are not hostile relations after all, but there is no conflict and contradiction of interests. In negotiations without any skills and principles, negotiators often fall into a situation where they are difficult to extricate themselves, or the negotiations are deadlocked, or the two sides always feel that the goals of both sides have not been reached after the agreement is reached, or that the negotiating party always seems to have lost a pair. The feeling of the bureau.
At this time, we believe that there are two important reasons for the above results. First, at least one of the negotiating parties has no high sincerity in the negotiations. For this reason, we will not discuss it here for the time being. We assume that the two parties have the sincerity of long-term cooperation. Then another reason is that the negotiators of the two parties have not been able to fully grasp the principles and skills of the negotiations within the limited negotiation time to maximize the interests of both parties. At the same time, neither party realizes that the success of the negotiations requires negotiators to Be proficient in the professional content of business negotiations, and follow certain scientific methods and steps to control the negotiation process.
Under the premise that the two sides have long-term cooperation and sincerity, we propose a concept of "three steps of business negotiation", that is, the steps of negotiation should be three processes: affirming value, creating value and overcoming obstacles. Our aim is to provide each business negotiator with a framework to effectively master the negotiation process. Many famous foreign business schools follow these "three steps" to train students' negotiation skills and abilities. Many successful foreign negotiations are also following the steps and principles of such a negotiation. The following is a breakdown of the "three steps of negotiation" as follows:
1. Affirmation of value. This stage is the initial stage of negotiation. The two parties should fully communicate their respective interests and needs to demonstrate the methods and advantages that can meet the needs of the other party. The key step in this phase is to clarify the real needs of the other party. Therefore, the main skill is to ask the other party more questions and explore the actual needs of the other party. At the same time, we must also declare our interests according to the situation. Because the more you understand the actual needs of the other party, the more you can know how to meet the requirements of the other party; at the same time, the other party knows your interests and can meet your requirements.
However, we also see that there are many so-called "business negotiation skills" that induce negotiators to confuse each other during the negotiation process, so that the other party does not know your details, do not know your true needs and interests, and even try to mislead each other, for fear that the other party knows Your bottom line will ask you for the price. We believe that this is not the general principle of negotiation. If you always mislead the other party, then you may end up losing yourself.
2. Create value. This stage is the intermediate stage of negotiation. The two sides communicate with each other and often affirm their respective interests and understand the actual needs of each other. However, the agreement reached here does not necessarily maximize the benefits for both parties. That is to say, the interests here are often not effective in achieving a balance. Even if the balance is reached, this agreement may not be the best solution. Therefore, both parties in the negotiation need to find ways to find a better solution and find the best interests for the negotiating parties. This step is to create value.
The stage of creating value is often the most overlooked stage of business negotiation. In general business negotiations, few negotiators can fully create, compare, and measure the best solutions from a global perspective. Therefore, the negotiators often feel that the results of the negotiations are not satisfactory, there is no feeling of being able to achieve "win", or there is always a little regret. From this point of view, what kind of method is adopted to maximize the benefits of both parties to the negotiations, it is very important to seek the best solution.
3. Overcome obstacles. This stage is often the tough stage of negotiations. The obstacles to negotiation generally come from two aspects: one is the conflict between the two parties in the interests of the two parties; the other is that the negotiators themselves have obstacles in the decision-making process. The former obstacle is that the two parties need to coordinate interests according to fair and reasonable objective principles; the latter needs to negotiate the accessibility of the party to help the other party to make a smooth decision.
The "three steps of business negotiation" we talked about above is the principle that negotiators apply in any business negotiation. As long as the negotiating parties keep this negotiation step in mind and effectively follow the appropriate method, the outcome of the negotiations can be achieved in a win-win situation and the interests of both parties can be maximized.

recommended article

popular articles