Language Arts In All Stages Of Business Negotiation

Formal business negotiations can be generally divided into six stages: the introduction stage, the generalization stage, the express stage, the confrontation stage, the compromise stage and the agreement stage.

Similarly, a negotiation agenda can not only make negotiations on the right track, but also make negotiations deviate from the main topic, too much entanglement of minor details and relaxation of discussions on key issues; it can enable buyers and sellers to reach agreement quickly and smoothly, and make negotiations lengthy and tasteless, with little effect.

People who skillfully use language art to control the whole agenda actually basically control the whole process of negotiation.

Introduction stage

This stage is mainly about the representatives of the two sides who enter the negotiating table to introduce their names, duties and so on, so as to get acquainted with each other and have a preliminary understanding.

The two sides can say some polite expressions of greeting, welcome and thanks. They can also chat about the latest social interesting. They aim to create a harmonious atmosphere and prepare for the common language and psychological communication between the two sides. This stage is very short, but the language should be warm, generous, friendly and pleasant.

Two. Outline stage

The negotiations began officially, and each of them outlined the purpose and ideas briefly.

Of course, we can not make a clean breast of it, just generalize the general intention, while some key contents are temporarily hidden.

This stage is not long. Language requirements are concise, clear, principled, and speed should not be too fast. Be clear, fluent and confident. The purpose is to communicate necessary information, establish trust and soften negotiation attitude.

In the outline stage, the idea was basically agreed, but the two sides needed to negotiate because of different ideas.

Therefore, the two sides will put forward their own different ideas and reasons, but the language is still more peaceful and euphemistic. For example, "I think the agency fee is 8% more appropriate, I do not know what your company's opinion is," or "if the price is set at 98 yuan, maybe both sides will make more profits".

The main purpose of the ostensive stage is to seek an agreement that takes into account the interests of both sides, making pitional preparations, so as to enable the negotiations to proceed smoothly.

This is the stage of confrontation between negotiations and the stage that best reflects the wisdom and impromptu eloquence of negotiators.

In the process of a series of statistics, accounts and consultations, representatives of both sides show their eloquence for the best possible economic interests of the parties, and use the principle of "giving and receiving" to find out the scope of compromise that both parties may accept.

Both sides will seize every opportunity to demonstrate the reasonableness of the claims made by the parties. The tone is strong and sometimes even with the smell of ignition. However, the negotiators are usually able to deal with them calmly, using rigorous logical judgement and ingenious answers to the wisdom and answers, bypassing a Hidden Reef and dangerous shoals, and finally reach a more satisfactory agreement.

In this sensitive stage where conflicts and conflicts are likely to be imminent, the negotiator should pay attention to two points: first, listen attentively to each other's speeches, try to find problems from the other's speeches, analyze their true intentions, and better not rush to publish tit for tat objections, and the old confrontation with Fang Moca, thus intensifying the tension.

This requires impatience and restraint.

Two is to actively drive the brain, according to the principle of mutual benefit and reciprocity, put forward several plans, patient consultation.

When some key issues fail to reach consensus at a time, they weigh the pros and cons in an all-round way and make appropriate compromise on minor issues.

When things are progressed and mutual trust is enhanced, we should put forward a principled proposal from another angle.

The language features of this stage are indeed both soft and hard, but even those with strong principles are soft inside.

Ironic, sarcastic and ironic language must never be used.

Confrontation is like drinking strong wine, there is always a limit; beyond the limit, there will be negative effects and adverse consequences.

A tense confrontation should continue to be a phase of compromise, and the necessary compromise and concession are prerequisites for the eventual agreement.

Without giving up the main interests of the two sides and taking into account the needs of the other side, the door of cooperation is reopened, and the language of negotiation is much milder than that of confrontation.

Both sides have summarized and summarized the contents of the preceding negotiations, and have discussed, supplemented and perfected the terms of the formal contract.

In this stage, the principles and artistry of the language are stronger. There are three points to note: first, concession and request should be mentioned at the same time, and we hope that the other side will respond and make corresponding concessions.

Or put forward the conditions of exchange directly, or imply that the parties are willing to do so, but in exchange for some concessions from both sides.

If your factory can produce value-added invoices, we can purchase 18 yuan per meter by X * M. "as far as improving packaging is concerned, I do not think much of it, so long as the price can be reached according to our proposal."

Two, we should have a consistent understanding or interpretation of the contents and common concepts and terminology of the two sides in order to avoid undeserved problems.

The three is to make clear the final decision.

If the other party still fails to make a decision, ask the reason and inform the other party.

For example, "there is not much stock left now."

"The manager will go abroad for inspection in a few days, and it will take two or three months before he returns."

"No contract before the end of the month, it will be difficult to supply on time next month".

If other companies are just in touch with their business, they may also let the other side know that there are still more partners and competitors.

The other side is reluctant to make a deal.

Six. Agreement phase

After a series of bargaining, it became calm again.

The two sides agreed that the goal of their side had basically reached. The chief representative signed the agreement, sealed the bill, and concluded the negotiation process.

At this time, the atmosphere is just as friendly, harmonious and harmonious as the lead-in stage. The two sides are happy, holding hands and talking, and toasting.

Commonly used sentences are: "thank you for your support", "please pay more attention", "wish us a happy cooperation and success in business!" "I hope we can further strengthen cooperation in the future, help each other in the same boat, create brilliance" and so on.

The language of business negotiation is a colorful and difficult high-level extemporaneous eloquence.

In the process of negotiation, some people aggressively attack, take the initiative to win the battle, and gain favorable speech for the side. Some people take the defensive as the attack, and repeatedly declare that the former party has made significant concessions in order to control the psychology of the other side; some people skillfully draw the other Party's topic while the other party touches their important interests, and the key points of the discussion are designed to be within the limits of the scope. Some people skillfully use the psychology that people easily identify from the language, intending to use the familiar dialect of the other party (including dialects) to draw near and shorten the psychological distance between the two sides.

On this stage of business war, extemporaneous eloquence is of great use.