Study on Skills and Strategies of Business Negotiation

田雪静++孙琪

【Abstract】Business negotiation refers to the activities of different economic entities for their own economic interests and to meet the needs of each other， through communication， negotiation， compromise， cooperation. Business negotiation is the coordination of the interests of people to communicate with each other， to reduce some differences. In order to achieve the ultimate goal of a win-win situation， the negotiators usually have to make some preparation for that. Some negotiation skills are required. If the method is not appropriate， we will cause the relationship between the two sides rupture， resulting in damage to the interests. This requires us to understand the nature of the negotiations and the needs of both sides and common interests. Meanwhile， people should pay attention to the time and place to negotiate some small details， and finally should pay attention to the negotiation strategy. This paper focuses on the introductions of the strategies on the successful business negotiations.

【Key words】Business negotiations； skills strategies

Introduction

With the strengthening of our forces and the improvement of international status， the dispute over foreign trade has increased， especially after joining the WTO， which requires us to pay more attention to the use of strategies and techniques in business negotiations. So what the issues that we should pay attention to before and during the negotiations and the techniques and strategies that can be applied are the main points and will be introduced in the following parts.

1. Preparation

There may be a lot of situations in the negotiations， as a negotiator we should be in the negotiations before the full consideration of the various possible situations， and to make the appropriate treatment program， so that we can not be in trouble at the time of negotiations. This requires us to be in the negotiations before the relevant information collection， analysis， processing to be meticulous， we work in the relevant aspects of the more fully， then the greater the hope of the success of the negotiations.

1.1 Understanding and Choice

Before the negotiations， first of all we have to have a clear understanding of their own strength， including the bottom line of their negotiations because we hope to achieve the goal of interest. Secondly， we should get clear information of each others situation， including their economic strength and credit situation， but also the other side of the region where the laws and regulations and customs， and some social customs. Negotiations can sometimes be seen as the strength of the negotiations between the two sides of the contest， the final outcome of the negotiations and the strength of the two sides are often directly related to the negotiations. This strength includes negotiators knowledge， eloquence， mental endurance， resilience， and analytic ability to deal with things. Sometimes the negotiations are a test of the ability of a group of people. A persons knowledge is not necessarily able to restore the situation， and we should also consider the composition of the candidates together with the chemical reaction， the combination of good choice， not only to complement each other， but also can properly share each others pressure.endprint

1.2 The Choices of Objectives， Time and Place in Negotiation

A successful negotiation consists of some substantial elements including the choices of objectives， time and place. Before the negotiations we need to sort out what we want and need to achieve the goal， which may include many aspects， such as price， quality， discount， after-sales protection and so on. Time is a very important part of the time is money， if the schedule is too hasty， then the two sides are not fully prepared in the case of difficult to achieve the purpose. Meanwhile， if the time is too late， it will lose the interests of both sides. The location of the choice is also very important， the negotiating table is also home away from the points， if you are at home， then you will have a great advantage， both the psychological will be different. Once in the domestic area we will get a great advantage from the beginning.

2. Skills

Business negotiation is the process of coordinating economic and trade relations， and its driving force is its own economic needs. Successful business negotiations are always seeking ways to reach the point of demand. Therefore， the business negotiation skills are not to study false， fraud and coercion， but to explore the theory and principles of modern negotiation， in order to achieve the goal of negotiation.

The parties to the two sides initially come up with their own programs are very beneficial to their own， and both sides want to get more benefits through negotiations， so the outcome of the negotiations will certainly not be the first set of the two sides set out the program， but through the two sides. Negotiate， compromise， adapt to the results. In both the way you push me pull the process is often easy to lose the original intention， or be the other side into the misunderstanding， this time the best way is to prepare several sets of negotiations， first come up with the most favorable program， did not reach an agreement Come up with the second program， have not reached an agreement to come up with a first-class program， even if we do not take the initiative to come up with these programs， but the heart can be done to know whether the compromise to each other is the original set their own frame. The next negotiations are easy toward a consensus in the direction of progress， rather than confrontation.

Negotiation is a very sensitive exchange， so the language the negotiators use should be concise， and we should avoid the words can not be said. In the contrast， in the difficult long-term negotiation process， the mistakes are inevitable， in which circumstance the best way is to set ahead of those who are negotiating. Whats dangerous is that we do not know what acts can not be done， the bottom line of negotiations and something else. Negotiators should make it clear that we can avoid in the negotiations into the other set of traps or dance. In business negotiations， the language is loosely loosened or the language of the same language， as far as possible to make their own language becomes concise， otherwise， your key words are likely to be submerged in the dragging long， meaningless language. The same token， we humans receive foreign voice or visual information is characterized by：the beginning of focus， attention with the increase in information， will be more and more dispersed， if it is some irrelevant information， will be ignored. Therefore， the language of the negotiations to be concise， targeted， and strive to let the other side of the brain in the best information to receive information when the state of their own information， if you want to express a lot of information， such as contracts.endprint

3. Strategies

3.1 Some Strategies for People

The sound of the West strategies refers to both sides of the enemy against each other， one side to more effectively against each other， causing a kind of attack from a side of the illusion， in order to confuse each other， and then attack the other side. The purpose of using this strategy is often to cover up the real attempt. It is easy to achieve the goal only if the opponent is unprepared. Humor is a useful and powerful weapon when we negotiate， when we can be humorous to the opposite side we can get more chances to win the negotiations. Both sides need to be polite enough to get understanding of the two sides of the bottom line. Fatigue warfare， which refers to the way through the tug of war， so that the spirit of the other lax， reflecting the speed reduction， work enthusiasm decline， in order to reduce the others requirements， this method is more suitable for the aggressive， riddling people.

3.2 Some of the Strategies in the Negotiation Process

This negotiation strategy refers to the negotiator to introduce the hypothetical decision maker， said his power is limited， in order to hide themselves， the cicada shelling. Therefore， those who are good at negotiating are convinced that the power that is limited in the negotiations is the real power. The application of this strategy can make us in the face of difficult problems， you can fight for more reaction time， do not have to immediately respond to each others requirements. Tit for tat against business negotiations we often find some tough people， similar to iron cock - a staggering， they tend to offer high， and then refused for a long time to give up. If you can not hold back， make concessions， they will force you to make another concession. For this tough and tough negotiating opponents， the best way is to tooth for a tooth， tit for tat， he has become a tough opponent. The ultimatum， the two sides have been stalemate to talk about the results of the time， we directly tell each others request and time limit. That is， the other side does not limit the time to promise our request to withdraw from the negotiations to announce the negotiations break down.

4. Conclusion

In this modern society now， the negotiations run through all aspects of our lives. We should master some of the knowledge of the negotiations to help us solve a lot of life and work problems. It we want to become a master of the negotiations， we must expand their horizons， extensive coverage of different areas of knowledge， such as psychology， etiquette， law， and international trade. By expanding knowledge， we can be handy to use a variety of skills to deal with the business activities.

References：

[1]Philippe.Kotler：“Marketing Management”，Shanghai Peoples Publishing House，2003 edition.

[2]Zhou Yanbo：“Business Negotiations”，Science Press，2006 edition.

[3]Zhou Haitao.Successful Skills of Business Negotiation[M].Beijing：China Textile Publishing House，2006.

[4]曹菱.商務英语谈判[M].外语教学与研究出版社，2001.endprint