However, business negotiation is not only a place that many foreign traders attach importance to, but also a place that foreign traders are troubled by. Because negotiation means exchange of interests and conflicts, and even serious verbal disputes may occur.
On the one hand, it involves company interests and commercial interests, and company interests cannot be damaged, and commercial interests are expected to be guaranteed; On the other hand, it also affects the relationship between the two sides of the negotiations, and the friendly and cooperative relations between the two sides do not want to be affected by the negotiations.
I have confidence in negotiation and communication-"You can ask me any questions."
In business negotiation, anyone who wants to achieve the purpose of negotiation wants his communication partner to be a decisive figure.
The most direct way to make your opponent feel that you are a decision-making person is to tell him, "You can ask me any question." As soon as you see him. )
If you are nervous everywhere in front of the other party, or look around or be absent-minded, the other party will definitely doubt your sincerity in negotiating and communicating with him. So be confident in every communication occasion.
Second, identify with each other's expertise and ability-"I know you are good at ..."
I believe everyone is proud of their specialty and skills. Showing your communication partner that you agree with his ability will greatly help build mutual trust: "I know you are good at dealing with difficult situations ..." I know you are good at dealing with difficult problems ...)
A word of agreement with the other side will greatly narrow the distance between the two sides, thus contributing to better negotiations. I'm sure he won't let you down with the result of the negotiation.
Third, show confidence and determination to deal with the problem-"I believe our experts can give you valuable advice ..."
Many times, our negotiating opponents will also encounter some thorny problems. When the other person is worried about a problem and you can help him, say, "I believe our experts can provide useful advice for your company's problems." I believe our experts can provide valuable suggestions for your company's problems. )
Although it is only a simple conversation, it is enough to reassure the other party. Many times, the other party will immediately show a cooperative attitude, and the difficulty of dealing with problems will be relatively reduced.
Fourth, confirm the key details of the negotiation at any time-"Is this our decision?"
In business negotiations, when it comes to the terms of delivery, delivery date and even the transaction amount, you should not only confirm it orally during the negotiations, but also check it carefully after the contract is drawn up.
Once you find any doubt, you should immediately ask the other party, "Is this our decision?" Is this what we agreed to? )
If the contents of the contract are really wrong, you should tell the other party, "I will have to return this contract to you without signing it." I have to return this contract to you instead of signing it. )
Any questions related to the contract would rather be wordy than vague.
5. Try to find out the crux of the problem on both sides-"What's wrong?"
Every conflict or misunderstanding between the two sides has potential reasons. Why do your old customers stop ordering from your company? Why can't the other person meet your expectations?
When this happens, we should actively explore the reasons immediately. Only by knowing the crux of the problem can we communicate.
Ask the other person, "What's wrong?" Is there any difficulty? ) or ask, "Is there anything we should pay attention to?" Is there anything to pay attention to? )
Although these questions are simple, they are enough to show your concern and attitude towards them, and many times the other party will be happy to tell you to be kind to you.
Sixth, solve the problem sincerely-"Please say it."
When a customer complains to you, what you should do is to try to appease him. The best way is to show concern and sincerity and solve his complaints.
At this time, your sentence "please tell me about it" (please tell me about it. ) or "I'm sorry for my mistake and promise you that I will finish the work very carefully" (I'm sorry for my mistake and promise you that I will do my best to deal with it. )
These words will make the other person feel that you have a sense of responsibility and will restore trust in you.
Seven, make the negotiating opponent give a positive answer-"the important thing is ...? "
It must take some effort to ask questions that guide your communication opponent to give a positive answer, and finally guide him to give a positive answer to your main suggestion. Usually when communicating with your opponent, you will only answer "yes" happily.
Therefore, before starting a communication occasion, you might as well think carefully about what you want the other person to accept and try to say, "Is that … important?" Is it ... important to you? ) or "Would it help if ...?" Would it help you if ...? )
Once you get a positive answer from the other party, it is not difficult to get your suggestion passed.
Eight, sometimes make appropriate concessions-"The best compromise we can make is ..."
The most common example of communication between the two sides is bargaining. The buyer wants the seller to get a 60% discount, but the seller says he can only get a 10% discount at most. After a period of bargaining, the two sides finally reached an agreement with a 20% discount.
No matter how aggressive your opponent is, you should make the final concession: "The best compromise we can make is …" (The best compromise we can make is …) or "This is the lowest possible price." . )
Once you make a decision, you must be firm, or you may suffer more losses if you make too many concessions.
I didn't hear clearly how to make the opposite person repeat this sentence-"Do you mind repeating it?"
Although they are foreign traders, not everyone is proficient in English. English is not our mother tongue, so it is natural that we don't understand it, but if we don't understand it, pretending to understand it will have hidden dangers and risks.
In fact, it is not difficult to ask people to repeat or explain more clearly. All you have to do is say, "Would you mind repeating that?" Would you mind repeating that? ), I believe that the other party will not only say it again, but also slow down. If you still don't understand, you still have to use the old method: "Can you explain it more accurately?" Can you explain it more clearly? )
For anyone, sincere inquiries are worth answering, and there is no loss for both sides.
Ten, timely and tactfully reveal bad news-"bad news, I am afraid."
It takes a little skill to reveal bad news to each other in time. When revealing price increases or other bad news to customers, it is best to give them a vaccination first.
For example, tell him "bad news, I am afraid it is bad news" first. ), you can send your message well. When the other party is psychologically prepared for something, it will be easy to accept it.
Eleven, learn to say "no"-"no, but ..."
In business negotiation and communication, when it is time to refuse, you should say "no" categorically. Instead of beating around the bush with "that's different" (that's difficult. ) to prevaricate will make the other party feel that your promise is not simple enough, rather than politely refusing.
If you say "no, but …", it will be convenient and clear to know that you refused, but it seems that we can still talk. At this time, you are in a favorable position for communication, because you have used "no" to contain each other first.
The skill of saying "no" involves psychological negotiation, so it must be used with caution, otherwise you may miss some orders because of poor control.
12. Record the agreements reached in the talks one by one-"Let's record the agreed items."
Before the meeting, it is necessary to prepare the agreement record. In order to avoid disputes or renegotiations when signing the contract, the matters that have been agreed in the negotiation should be made into an agreement summary and circulated at the end of the meeting.
At the same time, please remember to remind the other party that "let's record the agreed items."
The purpose of business negotiation is not to win or lose, but to win and win more.
Grasp the golden sentence of 12 in business negotiation, think from the other side's point of view and weigh the interests of both sides. Business negotiations between you will be friendly and mutually beneficial.
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I am a new partner in the foreign trade workplace. Calm down, welcome to pay attention. Have a good trip, thank you!
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