No person is born a professional negotiator. The ability to find a compromise solution between two or more parties is a unique skill that also has importance for further career growth of a person or his personal business. How to negotiate and always succeed? We'll talk about this.

Negotiations are usually divided into competitive and partnership.

In the first case, the goal of both negotiators is to win at any cost, so such a business meeting often results in a conflict between the parties.

Partnership negotiations involve the achievement of a mutual agreement that does not infringe on the rights of both parties and satisfies the interests of all participants in the process.

There is no universal advice on how to negotiate correctly. Each person develops their own style through trial and error. In practice, a combination of partner and competitive forms of conducting a business meeting is most often implemented.

But if its task is to agree on conditions for long-term relationships, then a partnership (soft) scheme is more suitable.

Phases of competitive negotiations

To understand how to negotiate with competitors, you need to know the specifics of the process.

For such meetings, a tense atmosphere is typical, since the task of each of the parties is to obtain their own benefit, without taking into account the interests of the opposite.

The rules are as follows:

• Never reveal your offer in full at the beginning of the meeting, because the opposite side in this case gets the most information. Make sure that the conversation does not go away from the planned agenda.
• Concessions are bad. If you are forced to give in, then do it at a minimum. The size of the first concession allows the opponent to judge your mood.
• As conflict develops, dignity must be maintained. Stick. You can defuse the situation by moving the conversation to another topic.

Phases of partnership negotiations

How to negotiate with partners? Such a meeting cannot be regarded as a battle. This is a serious mistake. Conflicts rarely occur during partnership negotiations, since their main goal is to reach a mutual compromise solution.

The initial phase of the meeting involves the collection and provision of the most complete information, which helps to achieve solutions that are beneficial for both parties. If you intend to negotiate with partners, then you need to be prepared to make concessions.

Conducting business negotiations: the basic rules for achieving the goal

How to negotiate correctly? Experts give several recommendations.

Training

How to negotiate cooperation in order to get the desired result? A future meeting should be viewed in a businesslike manner, so good preparation will greatly simplify the process.

You need to set goals. They must be specific, achievable and measurable. You need to have a clear idea of ​​what you plan to get from the opponent.

Discussion and study

If we talk about how to negotiate correctly, then even before the start of the meeting, you need to study the needs of the other side and, based on the information received, formulate your proposal. It must be realistic.

When both sides are willing to make some concessions, then getting the desired result is quite simple. But if one of the negotiators conducts a conversation in the format of a competitive meeting (too aggressively), then the development of a conflict situation is not ruled out.

At this stage of negotiations, issues are discussed. The task of the negotiator is to establish relations with the opposite side.

Sentence

After each side has formed an idea about the opponent, it's time to put forward concrete proposals.

Deciding to make concessions, you need not only to offer, but also to receive returns. The exchange carried out must be equivalent, i.e. the resulting concessions must be of value to both parties.

Trade

How to conduct negotiations at this stage? After the exchange of information is completed, you can start trading. The thing to remember is that the more you ask, the more you will receive, and the less you offer, the less you will have to part with.

At the stage of putting forward a proposal, you need to be as clear as possible in your wording. Try to avoid approximations. Ambiguity can be interpreted not in your favor.

Example: you are ready to deliver the goods at a certain time. Voice exactly this period, since any doubt will be used against you, and you will not even have time to notice how the bargaining will begin to unfold not in your favor.

Similarly, you need to negotiate with the opposite side if the proposal comes from them. It also needs to be clearly understood. Don't be afraid to ask questions that will help you understand if the offer you receive meets your goals.

Communication (body language and gestures)

How to negotiate cooperation if the meeting is held in an informal setting? Practice "open" body positions and maintain eye contact with the interlocutor. Do not cross your arms over your chest or cross your legs.

You need to carefully consider your speech. It is not recommended to use words and expressions that can irritate opponents. It is necessary to refrain from sarcastic remarks, belittling the opposite negotiator (this applies to his position, the proposal received, etc.).

How to conduct negotiations correctly if you notice that the discussion is moving into another direction that does not interest you? It is necessary to return the attention of the people present at the meeting. A simple question will help with this: “Does something bother you? Please voice your position and we will make a worthy decision.”

Listen

Negotiations with a client or partner/competitor involve the practice of " active listening". It will help to avoid unpleasant situations and painful reactions to what was said by the opposite side.

Active listening helps improve communication skills. It will be very useful if you need to negotiate often enough.

• Listen carefully to the speech of the interlocutor. You will have time to think about your answer later.
• Visualize your interest, such as nodding your head to indicate that you are listening to your opponent.
• Demonstrate that you have understood all the information - voice the essence of what was said and make sure that you understood everything correctly.
• Enter the position of the interlocutor. You must be able to put yourself in the place of another person and see the situation through their eyes.
• Ask questions that require a detailed answer, clarify the information.
• Don't be afraid of pauses. A two- or three-minute break in a conversation—an awkward pause—can give you time to gather your thoughts and think about the next question.

breaks

If you need to take a break, then take it. Sometimes a pause of 10-15 minutes can save the situation if the meeting takes place in more difficult psychological conditions than expected.

This time period will help both parties to restore balance and replenish the spent moral energy. In addition, it will help to look at the issue under discussion from the other side and sit down at the negotiating table with new ideas. This will help a lot if the meeting has reached an impasse.

Agreement

During the discussion, pay close attention to the verbal cues given by the other party. These can be the words "possibly", "perhaps". In most cases, this is a clear sign that an agreement will soon be reached.

Information will also be provided by tacit verbal signals in. The laying of the paper laid out on the table indicates the end of the bidding stage: it's time to take stock.

Summary

A summary is an important part of the negotiation process. A short summing up of the results of the meeting allows you to understand that all participants in the negotiations received the necessary information. At this stage, you can ask clarifying questions, since this will not be possible later.

After the completion of the negotiations - in a few days - the opposite side must be sent a message containing the decision taken during the meeting.

Typical negotiator mistakes

How to negotiate cooperation correctly? There are several common mistakes made during business meetings, which should be avoided.

• The beginning of negotiations with an offer unacceptable to both parties. It must be clearly understood that during the meeting, each side can get the desired result. But, by initially putting forward unacceptable proposals, the deal can be ruined in the bud.
• Lack of information. If you negotiate with partners/competitors without having full information about the needs of the opponent, you can lose the deal. TO business meeting prepare and collect the necessary information. This will help you understand what concessions are acceptable and what you can get for it.
• Loss of self-control. The ability to negotiate is a talent that not all opponents possess. If the other side is being overly aggressive, don't stoop to their level. Maintain a business-like style of communication and do not be afraid to politely point out to the negotiator from the other side the inadmissibility of his behavior.
• An attempt to shorten the course of negotiations. The pace at which the meeting proceeds should suit both parties. Representatives should have time to reflect on certain points of the conversation before other questions are raised. You must give the opponent this opportunity, but at the same time strictly follow the time frame. Negotiating with a client who is unable to make a decision is a waste of time and effort.

The ability to negotiate is a serious science, having mastered it, you can take your business to a whole new level.

Successful negotiation is a real art, which is worth mastering not only for an entrepreneur. It will also come in handy in normal Everyday life to resolve conflict issues, and even if a businessman has conceived a new business, he definitely needs to know how to negotiate so that everyone contentious issues resolved within minutes.

Rules for mutually beneficial agreements

The art of negotiation brings the most important results - it not only allows you to achieve a solution to any problem, but also improves communication between people. And to do this is easier than it seems, you just need to know 5 basic rules.

Rule #1: Separation

When starting negotiations, it is necessary to separate the attitude towards the person and the attitude towards the business: one should be gentle with people, regardless of who they are and what the entrepreneur's attitude towards them is, but firm in relation to business principles. To show gentleness towards a person, you just need to look at the situation through his eyes.

Rule number 2. Concentration

When negotiating, it is necessary to focus on common interests and values, but at the same time push the views of the parties to the background. Let be main task communication will achieve a result beneficial to all.

Rule number 3. Originality

It is very difficult to discuss some issues, and even knowing how to negotiate correctly, you can “slip” on the spot. To prevent this from happening, you should try to think outside the box. Unexpected decisions can lead to unexpected results.

Rule number 4. Objectivity

When making a decision, one should not be guided by subjective motives and personal motives. It is enough to turn to objective criteria, and it will never be unprofitable.

Rule #5 Collaboration

Even if the negotiations are very difficult, and the opponent is annoying, you should not conduct a conversation in a competitive spirit. It is better to discuss the issue in a spirit of cooperation - then all parties will be interested in considering various proposals.

Tricks: how to negotiate, knowing some tricks?

Communication with potential customers, customers, competitors, partners can be very difficult, especially if they also know how to negotiate correctly. And in order not to give up their positions, the other side can simply be outwitted. Rule 5 again.

Rule #1

This is the Socratic method - it is enough for an entrepreneur to pretend that some information is not known or incomprehensible to him. This will force the other side to more fully express their point of view and, perhaps, even reveal some secrets. Later they can be used.

Rule number 2. Time is a helper

Properly appointed negotiation time will help create the right impression for the other side. So, the meeting should not be scheduled earlier than 10:00 and later than 16:00. In the first case, it will give the impression that these negotiations are too important for a businessman. In the second, that he had already lost all hope of holding them. Both that, and another, will not promote acceptance of the decision, favorable to it.

Rule #3

The special art of negotiating if the entrepreneur is asked for something is to first refuse the partner, and only then gradually make concessions. At first, this somewhat “demoralizes” him, forcing him to try harder and agree even to less favorable terms of the transaction. A businessman will be able to spend it with greater profit for himself.

Rule #4 Trade

To put an idea into practice, it must not be timidly proposed, but sold. It is the fact that the subject of discussion is sold and has a price that will make the other side look at it with great interest. At the same time, the desire to “buy” can drown out doubts when discussing controversial issues.

Rule #5

This rule directly concerns the technique itself - how to negotiate, observing all their rules. Every discussion needs:

• a personal meeting
• pleasant manner of communication - the discussion should suggest ease of conversation
• specifics - no "water", only ideas and suggestions
• interest in the second party - the needs of the client should be inquired in advance
• delayed consent - even if everything is perfect, you should not immediately say “yes”, it is better to say “I'll think about it”

All this will not only tell you how to negotiate competently, but will also allow you to “increase the price” of the negotiator himself. He will be able to present himself in the best light even under the most ambiguous circumstances and get even what he himself did not count on, agreeing to this meeting.

The ability to speak persuasively and win over interlocutors helps to establish and maintain contacts. If in domestic business the command style of management looks like a ridiculous relic, Western partners from such manners fall into a stupor and break ties.

He who owns the word, owns the situation. The ability to convince the interlocutor, win him over, reasonably defend your position and find compromises will be useful both in business communication and in everyday life.

The authoritarian bossy style of communication no longer inspires awe or respect in anyone. And when dealing with Western partners, the habit of the administrative-command style of negotiating can cause a break in relations.

Success in the business world is achieved by holistic individuals who are able to make quick decisions, clearly see the future and abandon stereotypical thinking. In our time, it is unthinkable to successfully conduct business negotiations without knowledge of business etiquette (see "").

"Diseases" Russian entrepreneurs- uncertainty associated with increased aggressiveness and unwillingness to seek mutually beneficial solutions. Many businessmen, unfortunately, do not consider it necessary to work on the image, constantly develop. Another feature Russian business: the desire to find acquaintances and "moves", instead of making new contacts yourself.

A modern manager must have a sense of tact, be able to formulate his thoughts concisely and clearly, maintain goodwill and be impeccably polite. Presentable appearance is also an important part of the culture business communication. It is necessary to learn to listen carefully to the interlocutor, not to put pressure on him, to take into account the national and cultural characteristics of each person.

In the end, the success of the whole business depends not least on the ability to establish contacts, negotiate and maintain trusting relationships with clients.

Features of business communication

Business communication differs from other communications in its purpose - you need to establish joint work or to improve it qualitatively. At the same time, business negotiations are always formal and require strict adherence to established rules and compliance with the role of each negotiator.

You can choose one of several styles of business communication, and behave in accordance with the norms of this style:

1. Authoritarian

The side of the negotiations, which has a higher position, rigidly dictates its will, openly demonstrating its own advantages.

This style can only be appropriate from the standpoint of law enforcement when it comes to law enforcement. Representatives of authority, regardless of level, and monopolists, and, most surprisingly, managers, like to use this style when communicating with their subordinates. Suppression almost always leads to the failure of business negotiations. You can justify the use of this style only in a situation where:

• gross violation of the rights of one of the parties;
• disobedience, threatening serious consequences;
• reprimand to a delinquent employee, etc.

2. Democratic

Assumes communication on an equal footing. The parties listen and discuss each other's positions, seeking to find a compromise solution and choosing the best option from the possible ones. This style is very promising and leads to excellent results if all parties to the negotiations adhere to the rules of the democratic style. Such negotiations are possible in an intellectual environment.

3. Problem-target

Communication caused by a situation that needs to be resolved quickly, possibly in a non-standard way. In rapidly changing conditions, it is necessary to be able to subordinate the interests of each of the parties to common tasks and, at the same time, to maximally observe all interests.

In most cases, business negotiations are conducted according to the standard scheme:

• Preparatory stage (see ""). The negotiations are held in a semi-formal setting, and their purpose is preliminary agreements.
• initial positioning. An open and reasoned statement of intentions, opinions and wishes by all parties.
• Search for a solution. Joint discussion of tasks and methods for their implementation.
• The final. Making a final decision.

It happens that negotiations reach an impasse. In this case, the parties must abandon their decisions and move on to working out new ways.

By type of business negotiations are divided into:

• Official. Strictly regulated negotiations involving the recording and signing of documents.
• Unofficial. A casual conversation that does not involve making decisions with legal force.
• External. Communication with clients and business partners.
• Internal. Interactions with employees.

On the basis of the form of business communication is quite diverse:

• oral;
• written;
• greeting speech,
• advertising message,
• report,
• dialogue (conversation);
• discussion,
• meeting,
• conference,
• interview;
• telephone conversation, etc.

When choosing the form and type of business negotiations, it is necessary to take into account the national identity of the partners. For example, the French often choose a rigid, almost authoritarian style of communication.

The Japanese, on the contrary, do not accept pressure and tough upholding of their positions. When doing business with punctual Germans (see ""), be sure to come to negotiations without delay, in impeccable clothes, and formulate your thoughts clearly and concisely. Americans cannot stand strict observance of formalities, with them it is necessary to start solving the problem without introductions.

When preparing for a business meeting, carefully study the norms of business communication adopted in the country with whose representatives you will cooperate, and take into account the peculiarities of their culture. It is not uncommon for the style of negotiation adopted with American businessmen to lead negotiations with the Japanese into a dead end.

Business Communication Technique

To acquire the skills of conducting business negotiations, one cannot do without knowing business etiquette, the ability to enter into the right psychological attitude, understanding the methods and techniques that help achieve the desired results.

Here are some basic rules to follow in business negotiations:

Prepare in advance for communication, think over and write down the questions that you would like to talk about, outline a possible plan for the development of business relations. Formulate very clearly your arguments and the position that you will adhere to in the negotiations.

Maintain eye contact with the interlocutors, be moderately relaxed, do not abuse gestures. Formulate your thoughts in such a way that the interlocutor does not get the impression that your statements are ambiguous.

Strive for democratic style conducting negotiations. As practice shows, this style never raises objections from business partners. Do not try to suppress the interlocutor, listen carefully to him and hear what he wants to tell you.

The judgments you express should not be evaluative. Keep your emotions under control. The art of negotiation involves flexibility - if the situation requires it, change your position in the negotiations (see "").

After the negotiations are over, analyze how effectively you managed to conduct them. Celebrate your own miscalculations and successes so that you can use your own negotiating experience next time.

According to international company Miller Heiman Group, providing improvement services corporate sales, in 2016, only 57% of managers met their sales targets. Apparently, the remaining 43% are not so successful in transactions. The win-win strategy will help you sell in such a way that you can make a plan and make the client happy.

Why win-win?

In the win-win technique (won-win), cooperation is not at the forefront, but cooperation: both participants in the negotiations ultimately win: one sold profitably, the other bought profitably. Hard to imagine?

Oleg Tinkov, businessman, founder of Tinkoff Bank, noted in his LiveJournal:
- Unfortunately, there is no culture of business negotiations in our country. Everyone comes to kill the opposite side, squeeze something out of it, deceive and leave. It doesn't always have to be done. You can often make it so that both you and your partner receive added value. This is called a win-win situation, when both benefit from a business discussion.

The win-win strategy was developed in the 1970s by a Harvard professor Roger Fisher and Dr. William Ury and in a matter of years turned the world of sales upside down. Tips on how to negotiate in your favor, they outlined in the best-selling book "The Path to Agreement, or Negotiations Without Defeat".

Example: a manager needs a deal for 500 thousand, but the client reports that he cannot afford it now. According to the "win-lose" strategy, the manager will squeeze the client in order to get the largest possible amount in short term. The client may and will agree, but will remember this experience as negative. As a result, the manager, having won the coveted 500 thousand, loses a regular client. Following a win-win strategy, a manager may suggest a different approach: make a series of 5 trades of 100,000 - one per month. The manager receives 500 thousand, and the client wins: such terms of the transaction are comfortable for him.

How to negotiate successfully

David Goldwich, business coach and consultant, created practical guideWin-Win Negotiation Techniques how to negotiate in your favor. Let's use his recommendations and take a step-by-step look at the win-win strategy.

1. Preparing for a business meeting

Negotiations begin before the opponents sit down at the same table. Before negotiating with client or competitor, Goldwich recommends:

1. Formulate your own interests, desired outcomes and priorities.
2. Get maximum information about the interlocutor. And not only in the context of the issue under discussion, but also about its nature, behavior, needs and characteristics of the business.
3. Formulate your proposals (basic and a few spare).
4. Work out some of the most obvious scenarios for the development of the discussion.
5. Prepare an agenda for negotiations with a list of all issues for discussion.
6. Set a deadline to reach an agreement and implement it. Clear deadlines motivate for more productive negotiations.

Negotiations with partners And investors have their own characteristics. A mutually beneficial deal will become if you cause 4 reactions in your opponents:

1. The investor or partner must believe in the success of the project.
2. He must believe in the team. The professionalism and commitment of your employees can play a decisive role in making a decision.
3. He must see his benefit. Don't just talk about yourself. Tell him what he will get at the conclusion of the contract.
4. He should have a desire to enter the project. This usually happens when the connection between the perspective of the project itself and its own interests becomes clear.

2. Take your time

No need to get down to business from the first moment. Before negotiating, say hello, briefly discuss something neutral, for example, industry news. Start with the simplest questions on which agreement is easiest to reach. This will create an atmosphere of successful dialogue.

We're not in the world of Harry Potter and your opponent can't read minds. Express your desires, arguing why they are important. The chance that they will be at least partially satisfied is higher than if you keep silent.

David Goldwich advises asking questions as often as possible: this way you show your interest in the subject of the conversation and quickly understand the position of the interlocutor.

4. Think big

Another secret to successfully negotiating is to find additional ways to resolve the issue.

For example: advertising agency wants to purchase a building owned by a bank below set price. The owner cannot make a discount. It seemed to be a dead end. But the bank can provide an installment plan or a loan, bring large clients to the agency, who will give him the necessary funds. And the buyer can spend on favorable terms advertising campaign bank, which will cover the lost profit from the sale. In the end, everyone wins.

5. Bargain

Goldwich advises not to accept the offer of the other side without discussion. Sometimes even a short discussion is enough to make the terms of the deal better for you. If you agree too quickly, it may even disappoint your opponent: he may think that he sold too cheap.

6. Don't Forget Your Interests

Sometimes even in a win-win strategy, you have to make small concessions. The key here is to keep your priorities in mind. When some part of the proposal of the other party does not suit you, report it. Be persistent and don't give in unnecessarily. Let's say until the last. You must know your product well and the demand for it in the market. If you have already set an adequate price, and the client still asks to lower it, then he is most likely just being capricious. Better offer him a bonus that is not too expensive for you, but valuable to him.

7. Cast your bait for the future

Discuss prospects for further cooperation.

According to the international consulting company Bain & Company, retaining an old customer costs 6-7 times less than attracting a new one. At the same time, the probability of selling him a product or service is approximately 60-70% versus 5-20%.

The main thing is not to yell

No matter how well prepared you are, the meeting can still go wrong. What to do then?

1. Don't push, don't threaten, don't be rude. Aggression is the worst enemy of the constructive.
2. Do not give in to emotions, they are unproductive. If experiences take over the mind, take a break.
3. Don't get personal.
4. Do not shift responsibility and making key decisions to the opponent, he will only look after his own interests.
5. Do not consider yourself obviously weaker than your opponent, he can only seem strong.
6. Don't make unrealistic demands or give ultimatums.
7. Do not lie to your opponent: a lie will be revealed sooner or later.

Having figured out how to properly negotiate cooperation, learn to see an ally in your opponent. And you will be surprised how much more successful your relationships with partners will become. And in order to know what to build on, you need to understand at what level they are now. Order an audit from a business analyst, and as a result, you will receive advice on what needs to be changed in the approach to doing business, and what should be left as it is.

IN modern world business, overflowing with information and communication, the ability to conduct a business conversation or negotiate with partners and customers is a determining success factor. It is possible to convince an opponent in a dispute, to be able to prove the importance and necessity of your project using certain tactics and strategies. We'll talk more about this in our article.

Business negotiations: secrets of communication

In the process of negotiating with partners and clients, everything is important:

• preparation for negotiations;
• ability to communicate with opponents and colleagues;
• understanding the psychology of negotiation processes and accepting the interests of another person;
• ethics of negotiation, the structure and stages of the conversation;
• facial expressions, gestures and literacy of speech are all determining success factors in negotiations at various levels.

What are business negotiations? Business negotiations are a form of communication and interconnection of two parties with opposite or coinciding interests, the purpose of which is to reach certain agreements or further mutually beneficial cooperation.

Accumulate, systematize information about a client or partner, offer individual conditions and thereby increase his loyalty to the company. The Business.Ru CRM system will help you with this. The program will save every phone call, sent message and concluded contract.

The importance of conducting business negotiations is also proved by the fact that today individual researchers and even scientific communities around the world are studying the ethics, tactics and psychology of negotiation processes.

What determines the success of negotiations? First of all, on how well the host, the party most interested in the success of the event, prepares for them.

We constantly encounter negotiations in everyday life when we need to reach an agreement or get some kind of benefit, and this is possible only after an exchange of views with another person.

Business negotiations, as a rule, are conducted in a political, business, sphere international relations and other areas where communication with opposite parties plays a crucial role. Most often, the parties sit down at the negotiating table when they pursue certain goals:

• Extension of existing agreements on current terms;
• Extension of existing agreements on new terms;
• Communications for parties that have not previously had agreements;
• Renewal of relationships;
• Termination of cooperation and discussion of its conditions.

Also, business negotiations can be conditionally divided into situational and strategic ones. In the first case, controversial nuances in the course of relations between the parties are discussed, and in the second, key issues are discussed and global tasks are solved, as a result of which the vector of development of the entire business or a certain area of ​​activity as a whole is “set”.

Also, business negotiations can be individual - when communications are carried out between two people, as a rule, officials or heads of enterprises tete-a-tete and collective - during which several specialists, employees or managers of different levels from each side participate.

Stages of business negotiations

Today, experienced entrepreneurs know firsthand that conducting business negotiations is a whole art, which can be comprehended indefinitely.

There are special trainings on conducting business negotiations, quite a few different technologies have been developed.

Why is it so important? First of all, because most often the parties during the negotiations have opposite points of view and goals, which means that each of the interlocutors in the communication process pursues the only goal - to convince the opponent and complete the negotiations in their favor.

In pursuit of this goal, the interlocutor must be firm, but flexible, must be able to give in, compromise, but at the same time remain of his opinion in order to achieve his own benefit.

To be competent in your field, to have high communication skills, competent speech, to be able to manage your emotions and have the gift of persuasion while using "body language" - all these skills must be possessed by a person for effective business negotiations.

As a rule, all negotiations are built according to a standard scheme within several main stages. Since there are a lot of types of business negotiations today, but nevertheless, their model can be generalized, and therefore experts distinguish several main stages.

1. Preparation for negotiations. This stage is really important because the outcome of the negotiations directly depends on how the parties prepare for them;
2. Beginning of negotiations. The "protocol stage", as it is often called, begins at the moment of the meeting of the parties, and this stage plays an important role, since it is the first impression, the meeting, that will play an important role in making a decision and affect the results of the meeting;
3. Discussion, problem solving. On the this stage the parties exchange information, remarks, express their views on certain issues, discuss prospects or try to convince opponents of something. This is the climax, the most important stage in the course of business negotiations;
4. Decision-making. Based on the results of business negotiations, the parties make a decision: this may be the signing of a document, the achievement of certain agreements, or, on the contrary, the decision to terminate cooperation and all past agreements;
5. Analysis of the results of the meeting.

The scheme presented above is quite general, it may contain additions (for example, additional events are organized within the framework of negotiations) and exceptions, depending on the specifics or area in which negotiations are conducted, but, in general, all business negotiations are built according to this model .

Preparing for negotiations

In order for negotiations with both partners and clients to take place at the highest level and in your favor, you need to carefully prepare for them. This is not an easy task, but the outcome of the meeting depends on it.

What is the purpose of negotiations? Of course, this is to convince the opponent of something. As you know, negotiations are held because the interests of the “negotiators” partially coincide.

That is, if they did not coincide at all, then negotiations would not be needed, and if they coincided completely, then the need for them would simply disappear.

At the initial stage, before negotiating, it must be remembered that business negotiations are not a “random conversation”, but a clearly planned sequence of actions within a certain plan.

To do this, at the stage of planning and preparing for negotiations, it is necessary to perform the following tasks:

• You must clearly know the subject of negotiations, the specifics of the problem under discussion, understand the issue "from and to" so that, firstly, the opponent cannot mislead you with his arguments or "confuse" you. As a rule, the one who better understands the problem and issue “wins” in negotiations;
• Model the beginning, the course and the end of the meeting in your head. In what way will the conversation take place? According to what plan will it develop? In what way should the interlocutors be set up? All this is up to you. One cannot do without an exemplary program, a conversation script;
• Think over all the questions to the opponent, sketch out the theses and basic phrases with which you will run away from the interlocutor. Prioritize and decide for yourself which points during the negotiations you will need to pay special attention to, and which aspects can be left “for later”;
• A business conversation should include both offensive and defensive. Consider the moments in which you are ready to compromise, and those aspects that you will defend to the last;
• Imagine yourself in the opponent's place. What are his motives, goals, interests? Find your opponent's "weak spot", that key point in the discussion that is most interesting and important to him. If the issue is price, then your “trump card” will be a profitable price reduction, but if a partner or client is interested in something specific, then always be ready to make concessions to him in these matters;
• In the process of conducting a business conversation, it is really important to conduct "reconnaissance" of your partner or client. What firm does the manager represent, what proposal might he be interested in? What is the urgent need for the partner firm today? Everyone must be competent in their partner's business when both parties sit down at the negotiating table;
• Rehearse your main speech. If within the business conversation a presentation is expected, it is necessary to prepare for it. Always speak clearly and to the point;
• Think over the number of participants in the negotiations on your part, try to attract the most competent specialists who are well-versed in the subject and the skill of persuasion, try to clearly explain to them the goals of the meeting.

Also, immediately before the negotiations, it is necessary to study and fully imagine such aspects as;

• purpose and subject of negotiations;
• what kind of company the second party represents;
• what kind of people are present at the negotiations and what level these specialists are;
• under what conditions the meeting will take place;
• What kind of relationship do the parties have - warm and mutually beneficial or cold and tense?

But, the most important thing to do before the parties sit down at the negotiating table is to identify the interests of the parties. When both parties clearly understand what goals and what benefits they pursue and what interests their opponent is guided by, this will greatly facilitate the process of negotiating.

The Business.Ru CRM system will also significantly facilitate the work. It is convenient for entrepreneurs whose activities involve a large number of meetings and important calls. Also always on hand a large number standard contracts and the ability to send sms and e-mail from any document.

11 Secrets of Successful Business Negotiations

Before starting business negotiations, it is necessary to understand several mandatory laws for conducting such meetings and a few secrets that will help achieve the desired result:

1. You won't get a second chance to make a first impression., which means that the meeting plays an important role. According to the ethics of business communication, you need to greet the interlocutor with a handshake, and the first to give a hand is the one who is the organizer of the meeting or the one on whose "side" it is held;
2. Turning to the essence of the issue, it is better to start with voicing and clarifying interests and positions of the parties. After it becomes clear what goals are pursued by the participants of the meeting, it will be easier to move on to substantiating their views, discussing "hot" issues;
3. Always remember that meeting times are limited.. It is necessary to do without long boring monologues, abstract stories. All arguments, thoughts, facts and points of view must be stated clearly, simply, understandably and as concisely as possible. This will help the other party understand your position immediately.
4. During business negotiations, always try to be polite, do not raise your voice even at the most critical moments, do not succumb to emotions and in no case go personal even in the most heated argument;
5. If an opponent asks you a question to which you do not know the answer, the best tactic is to divert his attention asking him a counter question. This, as a rule, confuses a person and he may no longer return to a “difficult” question for you;
6. If you know in advance that the negotiations are going to be difficult, that is, the reaction of the opposite side to your proposal or arguments is expected to be negative, then such a development of events need to prepare in advance. First, find out what solution to this issue will be ideal for your opponent, and what you can refuse without loss in order to “please” your opponent;
7. Try to always come to a compromise solution when there is a conflict of interest. The agreement must be approached in stages, when the negotiators will gradually move away from their requirements, by putting forward new proposals;
8. try tactfully "find out" the hidden needs of the client or a partner and offer a solution to their problems based on your product or service. Talk about discounts, bonuses that a partner can receive;
9. If the client or partner is not satisfied with the price, convince him that the product or service is "worth" the money if the client claims that your competitors offer a better offer, tell him about your advantages, put forward new convincing arguments in your favor;
10. In the final stages of business negotiations once again announce the results of the meeting, verbally or in writing fixing them. Once again, “describe” to the partner or client the course of your further actions after signing the contract or concluding an agreement;
11. During business negotiations, avoid basic mistakes: do not give false information to the other side, avoid an "instructive" tone during the conversation, listen to all the arguments and arguments of the second side as carefully and interestedly as possible.

In general, the success of business negotiations directly depends on the ability to manage the course of the meeting, on the correct formulation of questions, and most importantly, on the compliance of partners ethical standards negotiation, such as punctuality, accuracy, correctness, tact and honesty.

Negotiation tactics that guarantee results. Video