1, adequate preparation
Before negotiation, we should make a full investigation of each other's situation, analyze their strengths and weaknesses, analyze which issues can be discussed and which issues are not negotiable; and analyze what issues are important to each other and how important the business is to both sides. At the same time, we should also analyze our situation. Suppose we are going to discuss the agency agreement with a local agent, we should ask ourselves the following questions first:
What are the main issues to talk about?
What are the principles?
What should we talk about first?
Do we understand each other's problems?
What are the requirements to prove his ability to the other side?
Where are the strengths and weaknesses of the two sides?
What opponents may oppose those problems?
Where can we compromise? What kind of work do we want the other party to do?
What are the needs of the other side? What will be their negotiating strategy?
After answering these questions, we should draw up a list of questions to be asked in advance, otherwise the effect of the negotiations will be greatly reduced. Sometimes simulation exercises can be used to prepare, that is, to pre-simulate all possible situations, in order to avoid actual negotiations encounter unrest, difficult to control the war situation. After understanding the pros and cons, it is necessary to think of all possible scenarios, pre-planned action plans, as small as the placement of negotiating seats to be detailed simulation.
2, transposition thinking
Sometimes standing in the other side's point of view, it is easier to understand the other side's point of view, and then negotiate the other side can adhere to the bottom line. It is very effective when we need to give up our position properly.
3, highlight advantages
After having a preliminary understanding of each other's position and viewpoints, we should enumerate the advantages and disadvantages of each other and the advantages and disadvantages of each other in this negotiation, especially the advantages and disadvantages of our own side, whether big or small, new or old, which should be listed as the bargaining chips of the negotiators. Of course, we must pay attention to our disadvantage, so as not to be passive.
4, a comprehensive understanding of the opponent's characteristics
Understanding the possible strategies of the other side and the personality of the negotiating opponent will be of great help to the successful completion of the negotiation. If the opponent likes to play, it is better to greet him or her before the talks, mentioning that the hostility of the other side should be eased first, and if there is time, we can invite them to play sports together to foster a relaxed atmosphere of negotiation. At this time, the stadium is another negotiating table, which helps negotiate.
5, maintain flexibility at all times.
The conditions and circumstances of negotiation are always changing, and the pros and cons of the two sides are changing all the time. Therefore, their position is not invariable, in the negotiations should have keen observation, always pay attention to adjusting their strategies, to achieve a degree of progress and ease of retreat.