On The Key To Successful Negotiation

　 Mention In negotiations, people often display such scenes in their minds. businessman At the negotiating table, they made bold statements and argued for their own interests. The two sides were in a blush for a clause in the contract, and sometimes there was a relative deadlock between the four sides. Although there are only two words in the negotiations, people with different experiences have different understanding of their connotations. Different negotiators' personality and mentality will also produce different negotiation results. So, what is the key to deciding whether a negotiation can be successful? What kind of negotiations are really successful negotiations? With all the doubts, we interviewed three people. Be a veteran in battle A negotiator.

The process of the interview is unforgettable. When reviewing their negotiation experience, experts all sigh that it is a wealth of life, and there is joy and frustration in success. They were sometimes impassioned, sometimes regretted, and unreservedly showed us their love and hatred for the negotiations, and pointed out the key factors for the success of the negotiations.

In most people's opinion, negotiation should be a natural, respectable and relaxing thing. But in their hearts, they have different feelings about negotiation. Negotiation is a hard job. It is a careful and meticulous thing. It is very stimulating and challenging, but at the same time it is a very interesting thing.

Referring to the key factors of successful negotiation, people usually pay attention to the quality of negotiators. Indeed, negotiators need to have high personal qualities, including skillful use of business etiquette knowledge, excellent language communication and presentation skills, high acuity and speed of response. But through this interview, the three experts summed up three key points for us to decide whether or not to succeed in negotiations from their personal experience: correct understanding of the negotiations, correct attitude towards negotiations, and knowing one another. People often say "practice makes real knowledge". I hope these three key elements will give you some inspiration.

Correct understanding of negotiations

What is negotiation? Experts and scholars have given a precise definition from a theoretical point of view. The president of the American negotiation society, the famous lawyer Gerrard.I. Neal lomberg, stated in the book "the art of negotiation" that "the definition of negotiation is the most simple and the scope involved is the most extensive. Every desire to satisfy and every need to seek satisfaction is at least the underlying cause for people to start negotiations. As long as people exchange views in order to change their relationship, they negotiate as long as people negotiate agreements for consistency. Negotiations are usually conducted between individuals, either for themselves or for organized groups. Therefore, negotiations can be regarded as an integral part of human behavior, and the history of human negotiation is as long as that of human civilization. Based on years of experience, the three interviewed experts have made a brilliant generalization to the "negotiation": negotiation is a process of seeking common understanding, gathering common interests, and interacting with heart and mind.

Straighten out the attitude of negotiation

Follow the "win-win" rule. "Win win" is the only rule that should be followed in order to succeed in negotiations. Although modern society is full of intrigues, we must not be too eager for quick success and instant benefits in the face of negotiations. The outcome of many negotiations is not ideal. It is precisely because negotiators are too stubborn in their own interests to ignore or sacrifice the interests of the other side, and fail to understand the meaning of "win-win", resulting in failure of negotiations. Based on years of negotiation experience, the interviewed experts analyzed the main reasons why negotiators fell into this dilemma.

First, there is an insurmountable ideological gap between the "win-win" theory and the win-win situation in reality negotiations - the maximization of the interests of both sides.

Second, negotiators mistake the "win-win" as a negotiation skill. "Win win" is the rule of negotiation and the result of successful negotiation. It is not a negotiation skill that determines the outcome of a win win, but a negotiator's idea of winning a win-win situation. Negotiation skills are used by people. What kind of ideas a negotiator sets up directly determines what kind of negotiation strategy he will take and applies relevant negotiation skills.

Third, negotiators mistakenly believe that one party gains the loss of one side. Many negotiators mistaken that negotiations have "zero sum effect", and the concession to others is their own loss.

How can we get out of this predicament? The experts interviewed have summed up their experience in the growth path of negotiation, which may give us some inspiration and seek a shortcut for rapid growth on the road of negotiation. We should completely abandon the idea of "monopolizing a big cake" and establish the concept of "no losers" and correctly understand the meaning of "win-win". Each negotiation has potential common interests, and common interests mean business opportunities. Negotiators should consider how to maximize the common interests of both sides and seek long-term cooperation and development for sustainability. Blindly satisfying the interests of one side and pursuing the "victory" of one side may lead to a long failure -- losing the chance to cooperate again. "Do not impose on others what you do not want to do," really stand between the subject and object of negotiation to find a focal point for the two sides to reach a consensus. They should not only consider their own interests, but also consider the interests of the other side. They should not only consider the immediate interests, but also consider the value of the continuous development of the cooperative relationship. Therefore, the truly successful negotiation is to seek common development for both sides. The true success is a great success. This is the true meaning of "win-win".

Ivo ont, in his book "no losers", tells a typical little example that might be able to illustrate this: "a buyer receives a quote: $14750, providing 10 computers and corresponding software, including delivery and installation software. After studying several low price similar quotations, buyers asked the seller to reduce the price to $12500. For sellers, the floor price is 12875 dollars, and there is a loss if the price is lower than that. The seller then thought, "what services or equipment can we add to the value of the buyer's purchase? What do we mean if we ask 5 staff members to learn WORD from the buyer? We hold such training courses every week, and the fee of each participant is US $187.50. On the other hand, there are 1 to 2 vacancies in the training course. If the buyer accepts this arrangement, our cost will not increase. "

The momentum is inevitable. Negotiation is like a war without smoke, and in the face of war, "meeting the brave on the narrow road" is the magic weapon to win. The belief of victory and firm self-confidence are the spiritual pillars for the success of these successful masters. The belief of victory will make you strong and unyielding in the face of strong negotiators. When you are in a high position, your opponent will not be able to feel the details, causing your opponent to be confused. The heart of the other side will not only expose their weakness, but also be passively passive in the contest. The three respondents also pointed out that the "winning belief" is not arrogant, but should be consistent with professional ethics and highly rational confidence and self-confidence. This is the psychological basis for every negotiator to succeed. With full confidence in winning, we can have courage and strategy, perseverance, and achieve the established goals. We can only cherish our wisdom and win the trust of others and succeed in our cooperation.

Perseverance will. No negotiations can be smooth sailing. Strong negotiators will also be at a disadvantage. Perseverance is the mental state necessary to turn things around. Setbacks do not diminished, and obstacles are not frustrations. Difficulties are often the key to success. A good negotiator needs to have the determination to overcome difficulties. No matter what the objective conditions are, we must strive for the best results under the existing conditions. The three respondents once again told us with experience that difficulties will arise at any time throughout the negotiation process and become a stumbling block to the success of negotiations. Perseverance is an effective weapon for clearing thorns and clearing the way.

A calm and calm attitude. In the process of negotiation, when the other party hits their weaknesses directly, it is necessary to relieve the psychological pressure caused by it in a timely manner, maintain a calm state of mind, be skillful and steady, keep calm and steady, and pay close attention to the opponent's actions, search for their weaknesses, grasp the opportunity to burn, and make a great impact on their opponents, so that the opponent's position will be confused, so as to defeat the victory.

Know yourself and know it. Negotiation is a contest between the psychological quality of the two sides. It is also a contest between negotiation skills, professional knowledge and information collection. The negotiation process is full of variables and traps. Therefore, only with adequate preparation can we have a clear idea of what is going on and then rise to a confident conclusion.

As Sun Tzu's art of war says, "know your enemy and know your enemy." It is particularly important for a successful negotiation to be fully prepared before the war. To sharpen the knife is not to cut the firewood. Long negotiations require more preparations. The collection of information is an important work before negotiation, which often determines the outcome of negotiations. However, many negotiators often lose at the starting line, but they do not know. Only by accurately grasping the situation of the opponents and the interest groups they represent, maximizing effective information, carefully analyzing the strengths and weaknesses of the other side, and truly knowing the other is the favorable guarantee for successful negotiation. People will jokingly call such pre war preparations as "firepower reconnaissance" against the enemy before going to war. The true meaning of "know the other" lies in an in-depth understanding of the inferiority of the other side and magnifying it in the process of negotiation, so as to attack the opponent's self-confidence or offset his advantage. "Strike" is a process that runs through the whole negotiation process. In general, it is necessary to use language charm, personal demeanor and even a look.

"Know the other" is important, but the important link of "bosom friend" can not be ignored either. If a negotiator can not have an accurate understanding of himself, or his opponent's understanding of you is more accurate than your understanding of yourself, this will lead you to be in a passive position in the negotiation process and how to effectively safeguard the rights and interests of the organization you represent. Therefore, negotiators should accurately understand their advantages and disadvantages, extract their own advantages reasonably, and fully display them in the negotiation process, so as to make these advantages shine as much as possible, so as to cover up their inferiority and win the initiative for themselves.

The success factors of negotiations are certainly varied. The three respondents with different experiences summarized their key points from their own practical experience. If the above theoretical summary is boring and abstract, I hope one of the interviewees can give us a vivid interpretation of the negotiations.

"A three month business negotiation with A group negotiator was very difficult and intense, but finally signed a cooperation agreement with the terms of mutual satisfaction. Before the negotiations, we had made full preparations for "pre war preparations". We conducted a thorough investigation and careful analysis of the groups represented by them. At the same time, we also surveyed the negotiators representing the interests of the group. Each other's negotiators understand my character and style through various external channels, even my superiors and subordinates, which leads me to have to clean up my internal team. In the process of negotiation, the representatives of the other side use our information to attack our weaknesses, and the accuracy of the data surprised me. But I answered calmly, "Mr. X, the data you enumerate are very accurate, and even my assistant can not provide such data for me, which really admires me. However, this is not our concern. If you are looking for our weaknesses, we need to do some more work. "This fierce scene is endless in the whole negotiation process." During the three months of negotiations, I was once in a position of absolute superiority because of the unpleasant negotiations and refused to answer the representatives' calls for 5 days in a row. However, it is the spirit of perseverance and unwillingness to give up that deeply moved me that led to the signing of the cooperation agreement. In the process of negotiation, the personal charm we have shown has conquered each other and made us lifelong friends, enjoying and trusting each other.

Perhaps such a text is slightly less obvious to the true meaning of the success of the negotiations, but I hope that the experience and true feelings of the respondents can resonate with those who have similar or similar experiences. At the same time, they also hope to use these real feelings to help people who do not have negotiations to understand and understand the negotiations, and to understand their love and hate complex in negotiations.