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Skills for negotiating with the Japanese (2)

III. Persuasion and Debate When we negotiate with the Japanese side, we can use the following persuasion techniques. Ask more questions. Asking more questions will make the other person doubtful about his or her own answer, and will also allow you to get the best answer and understand the real reason before making a concession on a certain issue. Retell your position, needs and wishes. Use other active tips. If promised: "If the other party can deliver the goods before July 1, we will immediately sign the next order." Suggestion: "If you still use the original company name, you will not lose customers." Praise: "The negotiations are going well. Thanks to your support" and so on. If you are still not satisfied with their answer, try to be silent. Give them the opportunity to think and change their positions. But the Japanese are experts who are good at using silence. If you find it difficult to use silence, at least you have to be wary of Japanese people often taking advantage of it. If 1~4 steps still do not allow the opponent to make concessions, change the topic or ask for rest to solve through informal means. Aggressive techniques, such as threats: "If you insist on this clause, we will look for another collaborator." Warning: "If we can't reach an agreement, no company will be interested in your plan" and so on. Only used in the most critical time or in a special environment. a. It is best to express it through informal channels and indirectly as much as possible. Rather than saying, "If your company still can't cut prices, we will look for another supplier." It is better to say that "lower prices of your company will help us to avoid having to find another opportunity." b. Obviously good for yourself. Even in both cases, using threats will undermine long-term benefits. If the status of interest changes, the Japanese side will change its position. The 1 to 6 years old still did not make the Japanese side give way. We suggest giving them time to consider and reach an agreement, and the Japanese rarely make concessions immediately. Many of us have neglected the time strategy, and “letting things hang” is a necessary strategy. Let the introducer or mediator participate. But remember that the arbitration of the third party will only take effect once. Finally, if it still doesn't work, it is necessary to bring together the executives of the two companies to look forward to better cooperation. But if this failure, especially the use of threats in the past, means that the negotiations eventually broke down. 4. Concessions and Signing Negotiations require mutual cooperation. Both parties must give up some benefits and jointly expand the cake. Negotiations cannot focus solely on the resolution of immediate problems, but on enhancing understanding for long-term benefits. Once a good relationship is established, a series of problems can be solved. Negotiations with the Japanese often lead to signs of progress: more senior executives are invited to participate in the discussion: the issues discussed are focused on one aspect; the “softening” of certain issues, such as “Let us take the time to study” . Grasping these signals will make you more comfortable. Partial concessions and stage concessions in the negotiations do not make much difference to the Japanese. They focus on the solution of the whole problem. We suggest that concessions should be made after all issues and interests have been discussed. At that time, small concessions will help. The establishment of the relationship. Before the discussion is over, there are three points that are uncomfortable for us, and normal for the Japanese. It is easy to interrupt one party's negotiations. During the negotiation, Japanese personnel will freely enter or leave the venue; when you are When a group of Japanese people discussed, they found that a person, probably a supervisor, "closed eyes!" Negotiation is a complex art that requires us to see more, listen more, and practice more. Signing the agreement does not mean the success of the negotiations. Perhaps this has only completed one thing, and establishing a good business relationship is the key to the negotiation.

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