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Theme 1: Language Skills for Business Negotiation
The language skills of business negotiation—successful business negotiations are the result of the excellent use of language arts by both parties.
1. Targeted;
2. The expression is faltering;
3. Flexible and adaptable;
4. Use a silent language properly.
Theme 2: Winning the victory in the negotiations
Negotiation is like playing chess, and it is necessary to occupy a favorable position or a strategic position.
The purpose of the negotiations is to achieve a win-win solution. However, in real life, one is to squeeze the orange juice, and the other is to eat the cake with orange peel, after all, it is too rare. You are sitting in front of a buyer, and you have the same purpose in your heart. There is no magical win-win solution here. What he/she wants is a lower price, and what you want is a higher price. He wants to take money out of your pocket and put it in his pocket. Power sales negotiations (powersalesnegotiating) are completely different. It teaches you how to win at the negotiating table, and let the other party feel that he also won.
In fact, it is this ability that determines whether a person can become a master of strong sales negotiations. As with chess, the use of strong sales negotiation skills must follow a set of rules. The big difference between negotiating and playing chess is that the other party does not know these rules during the negotiation and can only predict your game. The chess player refers to these strategic moves in chess as the "game". Let the situation on the board benefit you when you start. The middle office must maintain your advantage. Use your advantage when entering the endgame, and use the other party to sell.
1. Opening: for successful layout;
2, the middle game: maintain the advantage;
3, the final game: win loyalty
Theme 3: Key Principles of Sales Negotiation
Negotiations are not limited to one issue. If you solve all other problems and only have price negotiations left behind, then the result can only be one lose and one win. If there are more questions left on the negotiating table, you will always find an exchange condition to reach a fair deal. People's negotiating purposes are different. The big misunderstanding of sales people is that price is the dominant issue in negotiations. It is clear that many other factors are also important to the buyer, such as the quality of the product or service, on-time delivery and flexible payment terms. Can't get instinct, too greedy. Don't spare all the benefits in the negotiations. You may feel that you are winning, but if the buyer thinks you beat him, what is your victory? Therefore, it is necessary to give some benefits to the other party, so that he also has the feeling of winning the negotiation.
Theme 4: True and False Identification in Negotiation Behavior
Negotiation behavior is a very complicated human communication behavior, which is accompanied by many aspects of multi-dimensional and intricate interactions of negotiators' speech interaction, behavioral interaction and psychological interaction. In a sense, negotiating behavior can be seen as one of the many human games, a game that is both serious and full of intelligence. Participants are looking for a negotiation result that does not know when, where, and under what circumstances. Nielenberg, chairman of the American Negotiating Society and negotiator, said that negotiations are a process of "cooperative self-interest." The result of seeking cooperation must be based on a mutually acceptable rule. This requires the negotiator to appear in every aspect of the negotiation behavior in a true identity, to win the trust of the other party, and then to complete the negotiation activities.
However, due to the self-interest and complexity of the negotiation itself and the means that the game can allow, the negotiator is likely to cover himself with a false identity, confuse the opponent, and win, which makes the already complicated negotiation behavior change. It is more true and false, true and false, and difficult to identify. The following is a summary of the true and false phenomenon in the negotiation activities from only three aspects.
1. Treat each other with sincerity;
2, the sound of the East hit the West;
3, throw the real hook; skillfully set the trap.
Theme 5: The Art of Negotiation and Negotiation
1. One of the obstacles: not regulating your own emotions and attitudes;
2. The second obstacle: holding negative feelings to the other party, that is, unbelief and hostility;
3, the third obstacle: "self-hold", ignoring the common needs of the parties involved.
4. The fourth obstacle: resisting the compromise and the necessary concessions for the psychological needs of the face.
5. The fifth obstacle: regard negotiation and negotiation as a kind of “winning or losing†or “the war of death and livingâ€.
6. The above five obstacles can be broken and solved, which is the key to the success of negotiations and negotiations;
7, five psychological countermeasures;
8. Go ahead and control your own emotions and attitudes, not the extreme emotions of the other party;
9. Second, let the emotions of the other party remain calm and eliminate the mistrust between the two parties.
10, third, and more to negotiate with each other to find common ground.
11. Fourth, in the process of negotiation and negotiation, let the other party keep their face.
12. Fifth, let the negotiating parties understand that "coordination and mutual cooperation" is.
13, summary.
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