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商务谈判面面观~来自青岛英语培训
来源：青岛李沧区沃尔得英语培训学校 时间：2013-01-07
在商务活动中，商务谈判是重要的了。商务谈判（Business Negotiations），是买卖双方为了促成交易而进行的活动，或是为了解决买卖双方的争端，并取得各自的经济利益的一种方法和手段。青岛英语培训给您总结了谈判时的注意事项，希望对大家有所帮助。
1 determine the negotiating position in commercial activities in the face of the negotiation object is varied, can't we take the same attitude towards all negotiations.We need to negotiate with the outcome of the negotiations of the important degree to decide the negotiations to take attitude.
If negotiations are extremely important to the business, such as long-term cooperation customers, but the talks and results of the company is not important, you can have the mentality to negotiate concessions, in the enterprise namely without too much loss and the influence of the circumstances to meet each other, so for the future cooperation will be more powerful.
If the negotiation object to the enterprise is very important, and the result of the negotiation on business are equally important, then held a friendly and cooperative attitude, as far as possible to achieve a win-win situation, both sides of the conflict to third party, such as market division appear contradictory, so can suggest both together or assist each other to develop new markets, expanded area,, will negotiate the opposite competition to co-opetition into.If the negotiation object to the enterprise is not important, the outcome of the negotiations on business but also be of little, not essential, so you can easily go into battle, do not put too much energy consumption in such negotiations, even can cancel the negotiations.If the negotiation object to the enterprise is not important, but the outcome of the negotiations is very important to enterprises, so as to actively competitive attitude to participate in negotiations, do not consider the negotiator, complete with the negotiation result oriented.
2 fully understand the negotiator is the so-called, know yourself as well as the enemy, invincible, business negotiations at this point is particularly important, the opponent's understanding more, more can grasp the initiative of negotiation, if we know in advance the bidding price, natural the lowest cost, the highest probability of success.Know your opponent is not only to understand each other's negotiation purposes, the heart bottom line, but also understand each other companies, industries, negotiators of the character, the other company culture, negotiation opponent custom and taboo.So it can avoid a lot because of culture, living habits and other aspects of the contradiction, to generate additional obstacle negotiation.There is a very important factor need to understand and master, that is the other competitors.For example, a negotiation, we as the supplier, to understand the other possible and we negotiated procurement cooperation suppliers, there are other possible cooperation and their other buyers, which can timely give compared to other suppliers slightly preferential point of cooperation, it will easily reach an agreement.If an opponent made more stringent requirements, we also can take other buyers information out, letting the opponent know, we know the truth, expresses at the same time, we have a lot of partnership selection.Instead, we as procurement, also can adopt the same contrarian strategies.
3 preparation of multiple sets of negotiation plan negotiations both sides initially produce their options are for their very favorable, but both hope to negotiate to get more interest, therefore, the results of the negotiations is certainly not both initially took the set of solutions, but after negotiation, compromise, modifications of results.In both you push and I'll pull process is often lost the initial intention, or by the other into error, then the best way is to get some more sets of negotiations on the program, to take the most advantageous plan, failed to reach an agreement with the second scheme, have not reached an agreement with a plan again, even if we do not take the initiative to come up with the plan, but the heart can have, know to compromise is shifted their original setting frame, so that it will not occur after negotiations, only to find myself think carefully, the concession has been exceeded the projected range.
4 to establish harmonious negotiations atmosphere in the early days of negotiations, both sides agree best find some local and express, give a kind of each other as partners of the subconscious.So the next negotiation will easily towards a consensus in the direction of progress, rather than confrontation confront each other with daggers.When faced with stalemate can also take out both sides to enhance mutual confidence, to resolve differences.Also can offer some of its interest in the business information, or to some less important problems are discussed, after reaching consensus on both sides of the mind will be wonderful change.
5 set the negotiation restricted negotiation is a very sensitive, so, the language should be concise, avoid to appear not to say, but in hard long time negotiation process is fallible, which is the best way to set the good ones are negotiated in the taboo, which topics are dangerous, which behavior is not done, the negotiations heart line.It can avoid the maximum in the negotiations fell into the trap or other errors .
6 language concise statement in the business negotiation taboo language loosely or like gossip like language, as much as possible so that their own language is concise, otherwise, your key words are likely to be submerged in the drag numerous long, pointless language.A pearl on the ground, we can easily find it, but if a bag of gravel on top, looking for pearls will be very laborious.Similarly, we humans receive outside sound or visual information is characterized by: a beginning to focus attention, with the increase of the information, will more and more decentralized, if some of the information to be of no importance, more will be ignored.
