Secretarial knowledge > negotiation skills

Sales negotiation master cheats

[Topic 1]: Language skills for business negotiation! The language skills of business negotiation - successful business negotiations are the result of the excellent use of language arts by both parties. 1, targeted; 2, expressive mode; 3, flexible; 4, the appropriate use of silent language. [Topic 2]: Negotiating in the negotiation is like playing chess. It is necessary to occupy a favorable position or a strategic position. The purpose of the negotiations is to reach a win-win solution. However, in real life, one is to squeeze the orange juice, and the other is to use orange peel to bake the cake, after all, it is too rare. You are sitting in front of a buyer, and you have the same purpose in your heart. There is no magic win-win solution here. What he/she wants is the lowest price, and what you want is the highest price. He wants to take money out of your pocket and put it in his pocket. Strong sales negotiations are completely different. It teaches you how to win at the negotiating table and let the other person feel that he also won. In fact, it is this ability that determines whether a person can become a master of strong sales negotiations. As with chess, the use of strong sales negotiation skills must follow a set of rules. The biggest difference between negotiating and playing chess is that the other party does not know these rules during the negotiation and can only predict your game. The chess player refers to these strategic moves in chess as the "game". Let the situation on the board benefit you when you start. The Central Bureau must maintain your advantage. Use your advantage when entering the endgame, and the other party will be used to sell the goods. 1. Opening: For successful layout; 2. Middle game: Maintaining advantage; 3. Final game: Winning loyalty [Topic 3]: The main principles of sales negotiation should not be limited to one issue. If you solve all other problems, and only the price negotiations are left, the result can only be one lose and one win. If there are more questions left on the negotiating table, you will always find an exchange condition to reach a fair deal. People's negotiating purposes are different. The biggest misunderstanding of sales people is that price is the dominant issue in negotiations. It is clear that many other factors are also important to the buyer, such as the quality of the product or service, on-time delivery and flexible payment terms. Can't get instinct, too greedy. Don't take all the benefits in the negotiations. You may feel that you are winning, but if the buyer thinks you have beaten him, what is your victory? So I have to give some benefits to the other side, so that he also has the feeling of winning the negotiations. [Theme 4]: True and false in negotiating behaviors Identifying negotiating behavior is a very complex human communication behavior, which is accompanied by many aspects of multi-dimensional and intricate interactions of negotiators' speech interaction, behavioral interaction and psychological interaction. In a sense, negotiating behavior can be seen as one of the many human games, a game that is both serious and full of intelligence. Participants are obeying certain rules of the game and each looking for the outcome of the negotiation that does not know when, where, and under what circumstances. Nielenberg, chairman of the American Negotiating Society and negotiator, said that negotiations are a process of "cooperative self-interest." The result of seeking cooperation must be based on a mutually acceptable rule. This requires the negotiator to appear in every aspect of the negotiation behavior in a true identity, to win the trust of the other party, and then to complete the negotiation activities. However, due to the self-interest and complexity of the negotiation itself, and the means that the game can allow, the negotiator is likely to cover himself with a false identity, confuse the opponent, and win, which makes the already complicated negotiation behavior change. It is more true and false, true and false, and difficult to identify. The following is a summary of the true and false phenomenon in the negotiation activities from only three aspects. 1, sincerely treat each other, falsely greet; 2, the sound of the East hit the West, showing false truth; 3, throw the real hook, cleverly set traps. [Topic 5]: The Art of Negotiation and Negotiation 1. One of the obstacles: not regulating your own emotions and attitudes; 2. The second obstacle: holding negative feelings towards the other party, that is, unbelief, hostility... 3 The third obstacle: "self-defense", ignoring the common needs of the parties involved. 4, the fourth obstacle: out of the psychological needs of the face, resistance to compromise and necessary concessions. 5. The fifth obstacle: regard negotiation and negotiation as a kind of “winning or losing” or “the war of death and living”. 6, the above five obstacles can be broken through and resolved, is the key to the success of negotiations and negotiations; 7, five psychological countermeasures ... 8, first, control your own emotions and attitudes, not for the other party's extreme emotions... ... 9, second, let the emotions of the other party remain calm, eliminate the mistrust between the two parties... 10, third, and negotiate with each other to find common ground... 11. Fourth, in the process of negotiation and negotiation, let the other party keep face... 12, fifth, let the negotiating parties understand that "coordination and mutual cooperation" is... [Theme 6]: Win-win negotiation What standards should be met? Usually, we usually think of some principle skills in general negotiations. When a buyer and a seller reach a deal, we usually see that both parties will do their best to maintain their offer. The usual negotiations are also the easiest to focus on the price of the negotiations. For example, a savvy seller will throw up his own products, try to raise the value of his products, and the price should be as high as possible; and another unscrupulous buyer will pick the bones in the eggs, pointing out from different angles. The lack of product, so that the counter-offer is at least half of the other party's bid. In the end, both sides will tell countless reasons to support their quotations, and finally the negotiations will become a deadlock in desperation. If it is not a stalemate, then usually one party makes a certain concession, or both sides go through a long round of rounds, each of which makes concessions, thus achieving a middle price. This kind of negotiation is very common in our business activities. In the above-mentioned negotiation method, we called it "stand-by-point negotiation" in negotiating. The characteristic of positional negotiation is that each party in the negotiation is arguing for its own stated position and wants to reach an agreement through a series of concessions. Argumentative negotiations are the most common form of traditional negotiation. Many of the negotiating skills introduced are also from this starting point. However, we believe that if we follow such negotiation principles and techniques in business activities, it will often lead to a misunderstanding. The lesson we have learned from practice is that this kind of negotiation sometimes ends up being dismissed by the negotiating parties and even undermines the opportunities for further cooperation between the two sides in the future. Therefore, we are here to ask a question about what purpose to negotiate and what standards to follow. From a business perspective, negotiations should give both parties access to business development. To this end, the principles and techniques of negotiation we follow should meet at least the following three criteria: 1. Negotiate a sensible agreement; 2. Negotiate must be efficient; 3. Negotiations should improve or at least not harm the negotiations. Party relationship. [Topic 7]: How does the human factor affect the negotiation? "What is the problem of not doing business, benevolence and righteousness"? 2. “Do I pay enough attention to human factors?” 3. Can human factors be resolved during negotiations? [Topic 8]: Concession Strategy in Successful Business Negotiation 1. Principle of Maximizing Target Value; 2. Principle of Rigidity; 3. Principle of Timing; 4. Principle of Clearness; 5. Principle of Compensating [Theme 9]: If your negotiating opponent Temper... In the negotiations, in addition to conceptual issues, emotional factors also have an important impact on negotiations. Of course, we expect the emotional leak of the negotiating opponents to help the negotiations go smoothly. For example, your negotiating opponent has just made a beautiful business, or has won a jackpot in the lottery, which makes him not happy in the negotiations. The high sentiment of the other party may make the negotiations very smooth and soon reach an agreement. However, you will also encounter individual unsatisfactory opponents, low mood, and even thundering for you. We occasionally encounter it in the store. Individual customers are arguing with the salesperson about the quality of the goods sold or other reasons. They lose their temper. The salesperson feels that it is not their own problem and often tries to explain, but the customer simply cannot listen. Requires a return, and continues to make a big noise, sometimes even a fierce squabble on both sides. Emotional disclosure is sometimes difficult for both parties to suppress during negotiations. Personal emotions will also be contagious. Sometimes improper handling and intensification of contradictions have caused the negotiations to fall into a situation where they cannot be extricated. The two sides never make any concessions to each other in order to take care of the "face". As a result, it is difficult for the two sides to cooperate again. Therefore, treating and grasping the emotional expression of negotiators is also an important aspect of solving people's problems. In business communication, people's emotions can determine the atmosphere of negotiation, how to treat the negotiator's emotional expression, especially to deal with the negotiator's low mood, even angry emotions, which will have a profound impact on the future cooperation between the two sides. . Experienced negotiators suggest that dealing with emotional conflicts in negotiations cannot take a face-to-face hard approach. Adopting a hard solution often escalates the conflict and is not conducive to the continuation of the negotiations. To deal with excessive emotional problems, we may wish to solve the following three aspects. 1. First focus on and understand each other's emotions, including your own emotions... 2. Let the opponent's emotions get vented... 3. Use symbolic body language to ease emotional conflicts... ...

recommended article

popular articles