How To Choose Effective Place For Business Negotiation

According to the butterfly effect put forward by American meteorologist Lorenz (EdwardNortonLorenz), in a dynamic activity, the tiny changes in initial conditions are constantly magnified, and their future state may be very different from the original ones. The longer the duration of the activity, the higher the complexity, the more significant the change will be.

Negotiation is a kind of dynamic activity, so Lorenz's theory also applies to this. People involved in the negotiations are constantly discovering new information and adopting a series of new tactics and special moves. Some early seemingly random actions will play a key role in the development of negotiations. Therefore, you need to anticipate and plan these variables that will affect the negotiation.

　　 Get ready The work includes the prior consideration of a large number of matters needing attention before negotiation and combing them. One of the most important considerations is where negotiations should take place. Although this may seem trivial, the place of negotiation can have a far-reaching impact on the relationship between the two sides.

Careful consideration and pre planning of as many variables as possible will be more conducive to negotiators. In this way, you will be able to focus more on your current tasks - negotiation, and take proactive strategy and tactics rather than just on the spot. When choosing a place of negotiation, negotiators must think clearly about tactics and strategic choices. These apparently harmless choices, like Lorenz's butterfly effect, will definitely have a greater impact on negotiations. What kind of influence the negotiation place will have on the negotiations, positive or negative, may depend on the decision made at the beginning of the negotiations.

　　 Opposite party location

There are many advantages to negotiate in the field chosen by the other side, not limited to the following contents. We will consider the actual and psychological reasons for choosing the other workplace. These reasons are in no order, all options are equally important, and each is worth considering separately.

Confidence, first of all, you want to go to the other's office. The body language conveyed by this behavior is: I have confidence in my position. The atmosphere and confidence are very important, and can be conveyed by body movements under the circumstances of intense negotiations. A sense of confidence in your position can increase your credibility, which may make it easier for the other side to accept your views.

Secondly, going to the other side's court also conveys the message that I respect you and respect your time, and there is another subtext: I am not afraid of you. Although many people feel that negotiation is a dispute, such thinking will lead to an ineffective negotiation. Effective negotiations often seem more like cooperation than fighting. Respect plays an important role in an effective and successful negotiation. Especially if the vision of the negotiator is more long-term, the definition of victory is not limited to a single meeting.

Respect can bring positive relationship, and positive relationship can guide the two sides to establish a win-win mentality, so that they are willing to explore more possibilities in the same negotiation. Fear of failure will enable negotiators to feel more clearly about their weaknesses. Some people will be more subconsciously and others will refuse to tap more possibilities. It is very important that both sides regard the negotiations as an opportunity rather than a threat. If a negotiator delivers more positive information, the more likely the other side sees the negotiation as an opportunity rather than a threat, the greater the possibility.

　　 Comfort zone Third, negotiating at the other's location will give comfort to them. Negotiation, especially those involving important resources, often brings physical and mental stress to negotiators. Giving the other person the opportunity to be in their comfort zone may ultimately be more beneficial to you than to the other side, because this may make them treat the negotiation as an opportunity and therefore adopt a more cooperative attitude in the negotiation process, not out of fear and protection.

Clue fourth

You will have more opportunities to see more things than to be in front of you. Going to a place where the other person feels safe or comfortable can help you understand him in all directions, and give you an opportunity to collect information that can influence the other person or to see the other person's motives. To the designated place can also become a link between the two sides to establish a harmonious relationship. For example, when you enter the office of the negotiating opponent, pictures hanging on the wall, books on the shelves, all kinds of objects on the desk or office, what does all this mean for the person's life? What kind of artwork or discipline are they put in? These things are helpful clues for you to understand this person. You can start conversations and ask questions through these clues.

"Is this your family?" "beautiful models, are you made?" "what does this thing mean to you?" these are only a few questions that you can ask. They have nothing to do with the forthcoming negotiations, but from this to a private conversation, in order to alleviate the concerns he may have for you. In such a dialogue, you can show a human face rather than just the other side of the negotiations.

The purpose of this is to use all available means to get your partner to buy your account. By setting up these common personal interests, instead of starting a tit for tat negotiation without laying the groundwork, it may help your two sides to establish a positive relationship. After the two sides have established some good personal contacts, it is not too late to say your purpose, no matter what you want to sell to him, you need to get something from this person. Being in the other's office or factory may help build this harmonious relationship.

Another tactical consideration of the last available information to the other office or factory is that once the negotiation is going on there, it is difficult for them to hide some documents or claim that they can not get them. At the same time, it also gives you some reasons for procrastination or disguise. You can say, "Oh, that document is still in our office." Of course, this has both advantages and disadvantages for both sides. If you really do not need this document or not, then you can not get it right away.

Field visits

There are many advantages to negotiating in the other's factory, and this is another important source of intelligence for you. For example, do they work in rented places? Are there any family members who are in important positions and may be implicated in the face of family conflicts? Can they do that?