The process of business negotiation is the process of language communication between negotiators. So what are there? I sorted it out below for your
The process of business negotiation is the process of language communication between negotiators. So what are there? I sorted it out below for your reference.
Approval strategy
Consent strategy is the most commonly used politeness strategy in business negotiation. The approval strategy includes two organic components, namely praise and seeking common ground. In business negotiations, on the one hand, our negotiators should sincerely praise or compliment each other and their institutions to make the negotiation atmosphere more harmonious and ensure the smooth progress of the negotiations. On the other hand, in business negotiations, even if there are different opinions on the requirements and instructions put forward by the negotiating opponents, we must first affirm their rationality and express sympathy and understanding for the other party to maintain this view. On this basis, show different views and point out the shortcomings of the other party, so that the conversation atmosphere will not be too embarrassing and the other party will easily accept their own views. In the use of specific languages, the following expressions are often used: 1. You're right, but. It seems that you are an expert in this field, but now the situation is changing too fast ... In the process of business negotiation, the principle of approval is the most commonly used strategy, such as the case of the export negotiation record of Ningxia Bicycle Manufacturing Co., Ltd.:
Mr. Xia: Our initial offer was US$ 65,438+030 per vehicle CIF new york. Our company has been cooperating with China Transportation Company and China People's Insurance Company, which enjoy a high reputation in the world. You can rest assured of their service and reputation.
Miss Wang: We have cooperation with both companies. In view of our sincerity in cooperation, we are willing to accept it, but your quotation is too high.
Mr. Xia: Your company is a leading retail enterprise in the United States. Since we have chosen your company as a pioneer in opening up the American market, we will naturally not embarrass you on the price. However, as an old brand with high quality and good reputation in Ningxia, we firmly believe in winning by quality and will never open up the market with low price as a selling point.
In the above reply conversion, Mr. Xia and Ms. Wang used the approval criteria when dealing with price disputes. In the process of counter-offer, Ms. Wang did not directly point out that Mr. Xia's quotation was too high, but first agreed to Mr. Wang's suggestion that China Transportation Company and China People's Insurance Company should be used as guarantors. This makes Miss Wang's counter-offer less abrupt and won't hurt Mr. Wang's face. Mr. Xia also used the approval strategy when dealing with Miss Wang's counter-offer. First, Mr. Xia praised the other company as the overlord of American retail industry, and then expressed his willingness to cooperate sincerely with each other. Finally, he raised the core issue, that is, winning by quality, not selling at low prices. If Mr. Xia praises how excellent his products are from the beginning, it will violate the "standard of harming interests" in the politeness principle and make Miss Wang unhappy.
Second, the goodwill strategy
In business negotiations, the economic interests of both sides are fundamentally opposed, but this opposition does not mean the opposition of their own interests or even relations. The purpose of goodwill strategy is to improve the interpersonal relationship between the two sides of the negotiation and narrow the distance between them. On the one hand, it shows that he and his negotiating opponents have a lot in common and are in the same social group by means of networking, climbing fellow villagers and identifying with others. On the other hand, it refers to the use of pragmatic empathy deixis in negotiations, which exaggerates the common ground between the two sides and blurs the difference between "you" and "I" in negotiations. For example, in the case of "Anshan xx Industrial Company Purchase Negotiation Records", Miss Zhang successfully used the goodwill strategy.
Miss Zhang: I heard that Mr. Wang also graduated from the National People's Congress. We seem to be in the same school.
Mr. Wang: No, no, I just studied at Renmin University for a while, not a college student.
Teacher Zhang: Which session are you in?
Mr. Wang: Class of 90.
Teacher Zhang: It seems that you are my disciple. Our traditional disciples of the National People's Congress can't bully the little ones.
Mr. Wang: Hehe ... OK, OK.
In this negotiation case, Miss Zhang is a newcomer in the negotiation field, and Mr. Wang is a private entrepreneur with rich business experience. He obtained a degree from Renmin University by correspondence. Renmin University, as an institution of higher learning in China, has great influence. Therefore, on the basis of mastering the information, Teacher Zhang proposed that "Mr. Wang graduated from Renmin University", and the word "Ye" greatly narrowed the distance between the two sides, indicating their common ground. Teacher Wang's answer denied that he graduated from Renmin University, but at the same time mentioned his experience of studying in the National People's Congress. It is a common social phenomenon that private entrepreneurs in China choose "gilded" universities, but it is not so glorious. The purpose of Mr. Wang's so-called "study" for a period of time is obviously to maintain his "positive face". Miss Zhang noticed this problem. Instead of revealing the identity of the other party, she asked, "What year are you from?" This kind of questioning is quite artistic, which not only maintains the positive face of Mr. Wang, but also further narrows the emotional distance between the two sides. Finally, it is more meaningful to be commensurate with "younger brother" and "younger sister", because in the eyes of ordinary people, younger brother should take care of younger sister, and even if younger sister makes a mistake, the so-called younger brother should forgive generously. In just a few words, Miss Wang transformed the antagonistic relationship between the two sides into a classmate relationship. Miss Wang also used this strategy many times in the negotiations. For example, when the negotiation went wrong, Miss Wang said, "How can I be as smart as my brother ..." When bargaining, she said, "My brother is now the president of the group, so naturally he doesn't care about such a little money. Young people are young and need more care. " Facts have proved that this strategy is very effective, and the two sides finally signed the contract with more favorable conditions for Miss Wang.
Three sympathy strategies
In business negotiation, sympathy, as a strategy, contains two organic components: one is to gain the sympathy of the negotiating opponent by belittling oneself or using humble language, and the other is to express sympathy for the "unfavorable situation" that the other party is currently in. For the convenience of expression, we can divide these two sympathy strategies into "offensive sympathy strategy" and "coping sympathy strategy". The "offensive sympathy strategy" adopts the method of weakness. Psychological research holds that everyone has sympathy for the weak, and "sympathy" itself is a kind of spiritual consumption activity. Especially for battle-hardened negotiators, it is hard to eat hard and soft. Reasonable use of sympathy strategies in business negotiations can often turn confrontation into cooperation. For example, the case "Housing Rental Price Negotiation Record":
A: The third quarter is coming. The main purpose of my coming here is to ask about the rental price of the house in the third quarter.
B: Well, according to the recent changes in market prices and the analysis of various information, we want to increase the rent in the third quarter by two percentage points.
Two percentage points? Didn't it go up once last quarter? Why did it go up again this time? An angry expression appeared on her face and her voice rose again and again.
B: We don't want to, but now that prices have gone up, our costs have also increased. We give other families the same price.
Well, sister, we are a small business, and the rent last quarter was almost insufficient. We expected it to come down, but it went up? I can only drink northwest wind at this price.
B: We understand your difficulty, but our cost has also increased, and the previous price will definitely not work.
A: Well, how about meeting each other half way and increasing 1%?
B: Not easy. Let's fix it.
In this negotiation example, both sides used "offensive sympathy strategy" and "reactive sympathy strategy" respectively. Party A used an "offensive sympathy strategy" for Party B's price increase request, which is in line with the politeness principle of "belittling oneself and respecting others" in China's politeness, and it is easy to win the sympathy of the other party emotionally. In business negotiations, especially between old customers, "sympathy strategy" is an effective means. In the eastern cultural system, seeing a friend suffer can often arouse a person's sympathy. Party B adopts "Coping with Compassion Strategy". The purpose of Party B's negotiation is to raise the rent. However, in the face of Party A's pleading, if you refuse directly, it will not only greatly hurt the other party's face, but also make yourself look inhuman. Party B's use of "Coping with Compassion Strategy" did not make his own demands and expressions arouse the antipathy of the other party, but intensified the interest conflicts of both parties. In the final stage of business negotiation, many contracts can't be signed, not because of economic reasons, but because it is difficult for negotiators to feel that they can get more benefits. It is a good choice to use "sympathy strategy" at this time.
Four fuzzy strategies
As an activity closely related to economic interests, business negotiation discourse requires conciseness and accuracy on the one hand, and deliberately blurs the information related to business secrets on the other hand, so as to "blur" the output information and make flexible answers to avoid embarrassment and stalemate. In the process of negotiation, sometimes the negotiating opponent will make some excessive demands. If you directly refuse the other party, it will hurt the positive face of the other party. If you promise your opponent, you will suffer economic losses. In this case, the use of fuzzy expression can not only achieve the purpose of rejecting the unreasonable demands of the opponent, but also do not harm the face of the negotiating opponent. Such as the case of Jinzhou Hongsheng Group Co., Ltd. Coal Procurement Negotiation Record:
Manager Li: Oh, what about the monthly quantity and inventory of your company?
Manager Song: Generally, we are around 80,000 tons per month. Vaguely speaking, our 80,000 tons are mainly supplied to Bajiaotai Power Plant in Jinzhou, small thermal power plant in Yixian and power plant in Jilin, and there is basically no surplus. fuzzy language
Manager Li: Oh, well, if we want some quantity, do you think we can support it in quantity?
Manager Song: Oh, it's a little difficult now, because this time of year is the peak of coal consumption in windward summer, so the number of wagons entering Jinzhou Port is limited. So I dare not give you this promise, I can only say that I will try my best.
In the above dialogue, "general, left and right, main, basic, some, quantity, limited, a little, try our best" are all vague words. In this business negotiation case, Mr. Li obviously wants to know the annual output and inventory of manager Song's unit, because knowing this information will help the later bargaining and counter-offer. Manager Song will reveal business secrets if he tells the truth, and it will hurt manager Li's face if he flatly refuses. In view of this, Manager Song uses pragmatic fuzzy strategy to output information fuzzily or give flexible answers, so that negotiators can advance and retreat freely and avoid falling into the dilemma of "win-or-lose syndrome". ?