How To Pay Attention To Interests In Negotiations

Focus on interests rather than positions

In the past, many of our long stalemate negotiations attached too much importance to positions or principles, and both sides insisted on their positions. They often regarded a principle or position as an important condition for negotiation. However, many of us did not necessarily understand that behind the opposing sides of the negotiation, there may be conflicting interests, but in fact there may be common or mutually compatible interests.

For example, in the export of machinery and equipment, both sides insist on their respective price positions, which can not help the two sides to reach a sensible paction, because there are still many interests behind the price stand, and these interests do not necessarily conflict with the two sides.

What trade terms do the two sides adopt? Who is more important to the time of delivery? Does the price include the cost of personnel training? Does the responsibility for pportation have to be borne by the buyer? Who will handle the insurance better? Is it necessary for the seller to have the terms of payment for the letter of credit? Do the buyers and sellers want to sign a long-term export contract or a contract for the paction? Are the vulnerable parts of the equipment included in the quotation of this contract?

From this, we can see that there are many interest factors behind the position of a contract negotiation.

And business negotiators must thoroughly analyze the interests of both sides of the paction, and recognize which interests are very important to us. We must never give in. What interests can be concession and can be used to exchange the conditions of the other side.

In the absence of clear interest factors, blind pursuit of adhering to stand and principles often leads to deadlock in negotiations or complete failure of negotiations.

Concession negotiations are not equal to failed negotiations.

The most taboo in negotiations is to make unwarranted concessions at will.

Experienced negotiators will use the conditions that are not important to themselves to exchange certain conditions that do not matter to the other person but are very concerned about themselves.

Such a negotiation can be a win-win negotiation.

In the above example, the pport may have no advantage for the buyer, so the seller can sign the contract with CIF.

However, if the buyer feels that the insurance is very important, the seller can also sign the CFR contract with the other party on the premise of getting the delivery as soon as possible.

In the negotiations,

Identifying interest factors often depends on communication between the two sides.

For example, in negotiations, you may wish to ask more questions to the other side, such as "why do you pay special attention to...

Why don't you accept... "

And so on.

In order to find out the real interests of the other party.

(1) actively state your interests to the other party so as to arouse the attention of the other party and satisfy your interests.

(2) recognize the interests of the other side, consider the legitimate interests of the other party, and even try to help the other party to solve the conflict of interests on the premise of guaranteeing their own interests.

(3) in negotiation, we should stick to principles, such as specific interests, and have some flexibility.

(4) to deal with interests in negotiations and to deal with people soft.

In negotiations, you should emphasize your efforts to meet the interests of others, and sometimes admire and appreciate each other's efforts.