The technique of conducting business negotiations

 

Business negotiations are a type of business communication, the purpose of which is to find solutions to problems acceptable to all parties.

The purpose of negotiations is usually to reach an agreement on the participation of the parties in an activity, the results of which will be used for mutual benefit, profit received from joint activities. The art of conducting business negotiations is to show your counterpart the way to solve his problem by performing actions that benefit you. Business negotiations are also a competition of personalities, their points of view, and approaches to understanding the world. Studying the technique of conducting business negotiations is an urgent task, since every person has to deal with business communication, which is directly related to the technology of conducting business negotiations. The object of the research is business negotiations as a means of professional interpersonal communication, and the subject is the technique of conducting business negotiations. The purpose of the work is to develop recommendations for effective business negotiations. Based on the topic of the work, the main tasks can be outlined:

1) to give a general description of conducting business negotiations, to show the main stages;

2) to consider various approaches to the study of business negotiation techniques;

3) to study the issues of business negotiation techniques using the example of business communication.

The theoretical significance of the work is to systematize knowledge on the issue of conducting business negotiations. The practical significance lies in the fact that the knowledge gained as a result of the research can be successfully applied in negotiations with partners. In any negotiation process, the "golden" rule should be implemented: "Treat others the way you would like them to treat you." If the necessary contact has not been established with the interlocutor, a "common language" has not been found, it is useless to give reasonable, objective arguments.Being firm in the main, being flexible, and discussing secondary issues is perhaps the main task of negotiations. To concede in minor matters and insist on the main thing, to compromise on one issue in exchange for a concession on another: it is very similar to playing chess, but negotiations are a game in which the most prepared and skilled wins. Where to negotiate? There is a generally accepted opinion: "It is better to conduct negotiations on your own field. Houses, they say, and "walls help", etc. All types of preparatory negotiation activities can be grouped into four groups:

The first group of activities is related to the initiative of conducting and drawing up a negotiation plan. The second group of activities is related to the operational preparation of negotiations. The third group of activities is related to the editing process. The fourth group is related to the processing of the negotiation process. The next stage of the general algorithm of professional negotiations is the actual negotiation process. It consists of five phases: The first phase is the beginning of negotiations. The second phase is information transfer. The third phase is argumentation. The fourth phase is the refutation of the partner's arguments. The fifth phase is decision- making. In the negotiation process, the behavior of the participants can correspond to three different approaches. The first approach corresponds to the idea of a confrontation between the parties. The main motto of such negotiations can be expressed in the words "who is who" or "tug of war". The second approach can be considered the opposite of the first. The parties are taking friendly positions. Finally, the third approach is based on the parties' understanding of the need to find a mutually acceptable solution. The third approach can be called a partnership approach.

When conducting business negotiations, it is usually customary to observe and use the following conditions, formalities, rules and techniques:

1) parity (the number of participants on each side should be as equal as possible);

2) as a rule, one person should conduct the conversation;

3) notes should not be exchanged or agreed phrases should be uttered;

4) negotiating partners should be seated facing the light, and they should sit down so that the light is behind them.

This will allow you to monitor your facial expression, which is very important. In order to prevent the twists and turns of a business conversation, you should have a specific plan of action, at least in general terms. Any incomplete, inconclusive, or approximate plan is better than no plan. Let's look at some rules for conducting business negotiations:

1. It is recommended to discuss and compile a list of questions in advance, before the start of negotiations, to which it is desirable to receive answers.

2. During negotiations, it is necessary to keep a complete record of business conversations (which is very often not done).

3. A lot will depend on your behavior: One piece of advice is useful here: don't talk too much. Figuratively speaking: do not pour a lot of water into the paints — do not dilute the palette, this makes the colors fade and blur.

4. Speak so that you are understood. Don't forget: negotiations are not a debate or a trial, and certainly not a sporting event. It is important for you not to win a personal victory, but to reach an agreement.

5. Don't make conclusions about people's intentions based on your own feelings. People tend to mistake their fears for the intentions of the other party.

6. The "good guy is a bad guy" trick. One of the negotiators states: "We are ready to pay one hundred thousand dollars for this product and not a cent more." His friend looks upset and a little confused.

"Well, basically, it's a good product, I think we could give one hundred and five thousand dollars for it." And, addressing you: "Are you willing to give it up for that price?" The concession is small, but in a situation like this it almost looks like a favor. The best way out is to ask the "good guy" a question: "I appreciate your approach, but I want to know why you consider this price to be fair? I am ready to give it for a hundred thousand if you convince me that this is its fair price".

7. Ask questions and pause. Statements provoke resistance, while questions provoke answers.

8. Silence is your best weapon. Apply it.

9. Smile and say no. One of the first and main conditions for successful negotiations will be your ability to smile and say "no" until your tongue starts to "bleed" or you achieve the most favorable terms for concluding a deal.

10. Stop negotiating. Sometimes the most effective way to gain the upper hand in negotiations is to walk away from the table without making a deal. Take, for example, this situation. You are offered a deal and given 24 hours to think. After thinking about it, answer: "I am very grateful to you for the offer. But I haven't decided yet whether I'll agree to it," and leave. The next day, most likely, if your partners have really serious intentions, you will be offered more favorable terms of the deal.

11. Do not believe in the indifference of your partners. Often, a negotiating partner shows ostentatious indifference to the results of negotiations, defiantly arriving late for them, etc., Do not get hooked — it is quite possible that in this way he masks his interest in their outcome.

12. Don't forget Cyril and Methodius. From time to time, you inevitably have to enter into a business relationship with some shirtless guy who will say that he doesn't need any contract and your word is enough. Maybe it is, but his words are usually not enough. Never enter into any transactions without documentary evidence, no matter how friendly and honest your partner may look. This rule will save you a lot of money, and, perhaps even more importantly, it will save you from disappointment in the human race. Remember that the most important clause of any contract is missing from it. In addition, include clauses in the contracts that establish your right to check with your partners all their books and reports, including tax documentation, correspondence, etc., related to this agreement. As soon as such a clause is entered into the contract, people who are prone to fraud usually refrain from concluding it. Now, a few words about the atmosphere in which the negotiations are taking place. She can say a lot to a person with healthy skepticism.

Try to avoid a final decision and do not agree to a deal if:

a) the atmosphere of the negotiations is too lush;

b) there are a lot of strangers around;

c) it is very far from your place of residence;

d) people are very kind;

e) the title of the position that your negotiating partner has looks too elegant. If the deal looks too attractive, then remember the old but ageless advice: "If the terms of the deal look so tempting that you can't even believe it, then don't believe it".

Thus, it can be concluded that the success of any negotiation largely depends on the ability of the parties to establish full communication with each other. You can't learn how to negotiate without participating in them. Therefore, if there is any opportunity, it makes sense to use it. Note that conducting business negotiations is an art that you will have to master if you really want to succeed. I would like to end with the words of Russian author Mikhail Mamchich: "If we negotiate according to all the rules, they will be able to reach an impasse much faster."