Skills Of International Business Negotiation
Importers and exporters must master negotiation skills if they want to succeed.
Trade negotiations are actually a kind of dialogue. In this dialogue, the two sides explain their own situation, state their views, listen to each other's proposals, offer, make counter proposals, counter offer, compromise with each other, and finally reach an agreement.
If you master the negotiation skills, you will be able to grasp the initiative and achieve satisfactory results in the dialogue.
We should master the following important skills:
Listen more and speak less.
The greatest weakness of inexperienced negotiators is that they can not listen to each other patiently. They think their mission is to talk about their own situation, say what they want to say and refute their opposition.
Therefore, in the negotiations, they always think of what should be said in the heart, do not pay attention to the other side's speech, so many valuable information is lost.
They mistakenly believe that good negotiators are able to master the initiative of negotiations because they speak too much.
In fact, successful negotiators spend more than 50% of their time listening.
They listen, think, analyze and ask questions continuously to ensure that they understand each other completely and correctly.
They listen carefully to every word they say, not only what they think is important or what they want to hear, so they gain a lot of valuable information and increase bargaining chips.
Effective listening enables us to understand the needs of importers, find new solutions to problems, and modify our offer or counter offer.
"Talk" is a task, while listening is a kind of ability, or even a kind of talent.
"Listening to" is a prerequisite for any successful negotiator.
In the negotiations, we should try to encourage the other side to say more. We should say "Yes" and "Please go on" to the other party, and ask questions to ask the other party to answer, so that the other side can talk more about their situation, so as to achieve the goal of understanding the other party as far as possible.
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