Human Factors Affecting Negotiation

In business negotiations, human factors sometimes play a significant role in negotiation.

Because negotiators are not abstract representatives of one side, and negotiations are made up of people.

Human factors involve many aspects, for example, first of all, we should admit that people are emotional; there are established values; different people have different cultural and educational backgrounds and different views, which leads to their behavior sometimes being unfathomable.

Therefore, in business negotiations, first of all, we need to solve human problems.

For any business negotiation, if the human problem is solved, human factors will largely promote the negotiation. If the solution is not good, then the negotiations may be defeated.

We often hear that some negotiators will say "business is not done, and righteousness is right", which shows the importance of negotiators to human factors.

2, "do I give enough attention to human factors?"

In accordance with the basic principles of successful negotiations as discussed above, we hope that human factors can play such a role in negotiation, that is, to maintain long-term cooperative relations on the basis of mutual trust, mutual understanding, mutual respect and friendship.

The negotiation is carried out smoothly and effectively.

We do not want the human factors to have the following situations in negotiation: for example, there is a great gap between the two sides in understanding problems; the negotiating side is extremely angry, the attitude is negative and low, even fear or hostility, or feels like being violated; we also do not want the other side to distort your meaning in the negotiation, or both sides cause misunderstanding or even blame each other.

The human factor is always an unavoidable problem in negotiation: you should always ask yourself in the negotiations, "do I give enough attention to the human factor?"

In the whole process of negotiation, negotiators should always pay attention to whether the human factors play a positive role in the negotiations, whether they bring negative effects, how to avoid negative effects, and make the negotiations successful.

We believe that a certain approach can solve human problems.

The problem of human beings is also the first problem to be solved in the framework of our negotiation principles.

One of the basic principles to follow is to separate human issues from the substantive interests of negotiations.

This is a basic principle to be followed in any negotiation.

This is also a basic prerequisite for solving human problems.

We know that every negotiator's interests are twofold, that is, the two interests of substantive interests and relations.

And relations refer to human problems.

Good negotiators pay attention to the combination of double interests, but their combination is neither a mixture of human problems and substantive interests, nor a confrontation between substantive interests and relations.

The extreme example of the former is that some people engage in "personal attacks" when negotiating, or some commentators and negotiators are "seated". The extreme case of the latter is "relationship or interest".

In some cases, the relationship is more important than any negotiation result: long term business partners, colleagues, relations with the government, diplomatic relations, etc.

In order to deal with people's problems, we suggest that negotiators must put people's problems and substance in mind.