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Negotiation etiquette

Negotiation etiquette Because of the needs of work, grassroots civil servants often need to represent their own units and departments to negotiate with other departments, other units, and other industries to maintain the interests of their respective parties and reach agreement on certain issues. More formal work negotiation can be called negotiation. The so-called negotiation, also known as the talks, refers to the entire process of organizing and preparing formal consultations and discussions for the benefit of the parties concerned in order to allow each other to understand each other and seek common ground while reserving differences in order to finally reach a certain agreement. From a practical point of view, negotiation is not a general conversation between people, but it is prepared, the policy is set, the goal is clear, the will is determined, and the skill and strategy are extremely strong. Although the negotiation is about reason, interest, skill and strategy, it does not mean that it absolutely rejects the role of people's thoughts and emotions. In any negotiation, etiquette has always been highly valued. The fundamental reason is that treating people with courtesy in the negotiations not only reflects their own education and quality, but also has a certain degree of influence on the thoughts and feelings of the negotiating opponents. In general, the etiquette of the negotiations focuses on specific aspects such as the venue of the negotiations, the number of negotiating seats, the performance of the negotiations, and the signing ceremony. I. Location of the negotiations In the formal negotiations, the determination of the specific venue for negotiation is very particular. It is not only directly related to the final result of the negotiations, but also directly related to the application of etiquette. Specifically, it is related to two issues, such as the classification of the negotiations and the details of the operation. Negotiation classifications If the division is based on the location of the negotiations, the negotiations can be divided into the following four categories. 1. The main seat negotiation. The so-called main seat negotiations refer to the negotiations held at the location of the host unit. It is generally believed that such negotiations often give the host party a greater initiative. 2. Guest negotiations. The so-called guest-sponsored negotiations refer to the negotiations held at the location of the negotiating unit. Generally speaking, such negotiations will obviously make the negotiating objects take advantage of the landlord. 3. Host and guest negotiations. The so-called host-guest negotiations refer to the negotiations held in rotation at the place where the two parties negotiated. Such negotiations are fair to both sides of the negotiations. 4. Third land negotiations. The so-called third-party negotiations refer to the negotiation at a third location outside the location of the unit where the parties to the negotiations are located. This kind of negotiation is more fair and less disruptive than the host-guest negotiations. Obviously, the above four types of negotiations often have different advantages and disadvantages for both sides of the negotiations. Therefore, all parties will take the initiative to strive for their own choices. Operational Rules For each party participating in the negotiations, determining the specific location of the negotiations is critical. From a ceremonial point of view, when determining the venue for negotiations, there are two aspects that must be taken seriously by all parties concerned. 1. Negotiate the venue for negotiation. When talking about and choosing a venue for negotiation, you should neither let your opponents listen to it or be stubborn. The correct approach is that all parties should express their views and finally decide by consensus. 2. Do a good job of site layout. In the negotiation, when you are the host, you should consciously do the work of negotiating the site according to the division of labor, in order to fulfill the responsibility of the landlord. Second, the seat of the negotiations When the formal negotiations, the relevant parties at the negotiating site specific seat position, the requirements are very strict, the etiquette is very strong. In general, the ranking of formal negotiations can be divided into two basic situations. Bilateral negotiations Bilateral negotiations refer to negotiations held by two parties. In general negotiations, bilateral negotiations are the most common. The arrangement of the bilateral negotiations has two main forms for discretion. 1. Horizontal table type. The arrangement of the horizontal table is that the negotiating table is placed horizontally in the negotiation room, and the guest side sits on the door, and the main person sits behind the door. In addition to the seat of the two parties in the middle of the seat, the other parties should be seated on their own side, depending on their specific status, each right and left, from high to low. The right side of the talks of the two sides can take the deputy in the domestic negotiations, while in the foreign negotiations, the interpreter should be seated. The arrangement of the vertical table means that the negotiation table is placed vertically in the negotiation room. The specific position is based on the direction of the door, the right side is seated by the guest, and the left side is seated by the host. In other respects, it is similar to a horizontal table. Multilateral Negotiations Multilateral negotiations refer here to negotiations conducted by three or more parties. The ranking of multilateral negotiations can be divided into two main forms. 1. Freestyle. Free-style seating, that is, all parties are free to take seats during negotiations without having to formally arrange seats in advance. 2. Chairmanial. The arrangement of the chairman seats refers to setting a chairman position in the negotiation room facing the main entrance, which is used by the representatives of the parties. All other parties will be seated opposite the main entrance and facing the chairman. After the speeches of the representatives of the parties, they must also step down and take the stage. III. Performance of the negotiations When formal negotiations are held, the performance of negotiators, especially the presenters, often directly affects the atmosphere of the negotiations. It is generally believed that the most important thing in the negotiator's performance is to pay attention to three issues: dressing up, maintaining grace, and courting opponents. Pay attention to dressing When you participate in negotiations, grassroots civil servants must pay attention to their dress. The move is not to sway the market, but to express its high regard for the negotiations. 1. Modify the meter. Before participating in the negotiations, you should carefully modify your personal instruments, especially to choose a dignified and elegant hair style. Generally not suitable for dyeing color hair. Men should also usually shave. 2. Careful makeup. When attending formal negotiations, women should usually take makeup seriously. However, the makeup at the time of negotiation should be light and fresh, natural and generous. You can't make a heavy makeup. 3. Standard dress code. The grass-roots civil servants must be simple and solemn when they participate in formal negotiations. They must not be "modern and avant-garde" and unconventional. In general, the choice of dark suits, skirts, white shirts, and black leather shoes is the most formal. Maintaining grace Every negotiator should consciously maintain grace throughout the negotiations. Specifically, to maintain demeanor at the negotiating table, the following two aspects should be taken into account. 1. Peace of mind. At the negotiating table, every successful negotiator should be calm and calm, not rushed, and calm. Neither do you want to provoke the opponents to be angry, nor do they find their own lives. Maintaining peace of mind in negotiations is the demeanor that any brilliant negotiator should have. 2. Strive for a win-win situation. Negotiation is often a dispute of interests, so all parties to the negotiations want to maximize or secure their own interests in the negotiations. However, in essence, a truly successful negotiation should end with a compromise, that is, mutual concessions from all parties concerned. That is to say, the negotiations should not aim at "you die and live", but should make the parties concerned mutually beneficial and mutually beneficial, and achieve mutual benefits. In the negotiations, we only pay attention to the interests of the people and do not know how to make them appropriate for others. Only relying on the realization of our own goals, and expecting the other party to have nothing to gain, there is neither demeanor nor real victory in negotiations. Courtesy of opponents During the negotiations, grassroots civil servants must be courteous to their negotiating opponents. Specifically, the following two points need to be noted. 1. Separation of personnel. In the negotiations, it must be understood that the relationship between the opponents is "the two countries are the soldiers, each of them is the master." I hope that the negotiating opponents will be merciful to their own people, and even "reining foreign countries" is not a self-deception, but a daydream. Therefore, to properly handle the relationship between one's own personnel and the negotiating opponent is to make people and things separate. In other words, everyone friends are friends and negotiations are negotiated. Outside the negotiations, the opponent can be a friend. In the negotiations, friends will also become opponents. The two are not to be confused. 2. Pay attention to courtesy. In the process of negotiation, grassroots civil servants are not arrogant, rude, indifferent, lyric, and do not know how to respect negotiating opponents, whether they are in good or bad times. In any case, negotiators should be modest, polite, and friendly to negotiating opponents. Even if there is a serious interest dispute with the other party, it is not necessary to personally attack the other party, add swear words, sarcasm, and disrespect the other person's personality. 4. Signing Ceremony The signing ceremony usually refers to the ceremony in which the parties to the contract and the agreement are formally held when the contract and the agreement are formally signed. The signing ceremony is not only an openness and immobilization of the outcome of the negotiations, but also a formal commitment made by all parties concerned to fulfill their contracts and agreements. Order Arrangement From the etiquette point of view, when the signing ceremony is held, under the conditions of the ability, it must be serious and serious. Among them, the most eye-catching one is the arrangement of the seats when the signing ceremony is held. Generally speaking, when the signing ceremony is held, there are three basic forms of the arrangement of the seats, which are applicable to different specific situations. 1. Side by side. Side-by-side rowing is the most common form of bilateral signing ceremony. Its basic approach is: the signature table is placed horizontally across the door. All the personnel attending the ceremony were arranged side by side after the signature table. The signing personnel of both sides were seated in the middle of the door, the guest side was on the right, and the main party was on the left 2. The relative style. The row of the relative signing ceremony is basically the same as the rowing ceremony of the side-by-side signing ceremony. The main difference between the two is that the relative row of seats moves the entourage of the bilateral signing ceremony to the opposite side of the signatory. 3. Chairman. Chairman-style platoons, mainly for multilateral signing ceremonies. Its operating characteristics are: the signature table still has to be placed indoors, and the signature seat must still be placed behind the table to the main entrance, but only one is set, and the seated person is not fixed. At the ceremony, all parties, including the signatory, should be facing the front door and facing the signature seat. When signing, the signatory of the parties shall take the signature of the signing seat in the order of the order, and then return to the original basic program. The basic civil servant may operate according to the following basic procedures during the specific operation signing ceremony. . 1. Announcement begins. At this point, the personnel of the relevant parties should step into the signing hall and formally put them in place at their respective positions. 2. Sign the file. The usual practice is to first sign the text that should be kept by oneself and then sign the text that should be kept by the other party. According to the etiquette rules, each signatory should be ranked first when signing the text reserved by the party. Therefore, each signatory must first sign the text to be kept by the party and then sign it by the other signatory. This practice is often referred to as the “rotation system”. Its meaning is: in the specific order of text signatures, it should take turns to give all parties concerned the opportunity to live in the first place to show that the parties are completely equal. 3. Exchange text. At this time, the signatories of the parties should warmly shake hands, congratulate each other, and exchange the signature pens that they have used before. The audience should applaud to express their congratulations. 4. Drinking and celebrating. All parties concerned should generally drink a glass of champagne on the spot after exchanging texts and have a toast with other people. This is a routine practice in the international community to increase the festive color of the signing ceremony.

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