[China Glass Network] Whether in the life of employees, families or businesses, we conduct some formal and informal "negotiations" every day. For example, seek leadership from the salary, ask the supplier for better service, and even solve the unreasonable demands of the child. The following 10 practical negotiation skills and strategies can be applied to work and life to help you handle the negotiation process more smoothly.
Know ourselves and know each other
When you are negotiating, do a "personal reflection" and "results test." What is your opinion on this negotiation? If you are eager to negotiate, you will easily give up your original position. If you win at any cost, you will be resisted by your opponents and will eventually damage each other.
2. Do your homework
Know who the negotiating opponent is before negotiating. What is his/her reputation in the negotiations? In the past, was the result of a win-win situation, a zero-sum or a loss? Is this person eager to negotiate with you, fear negotiations, or a neutral situation? The opponent's position must be clearly grasped.
3. Have dual or triple thinking
It is not enough to know only what you want to get from the negotiations. You also need to know what they want from the perspective of the opponent (double thinking). Smart negotiators even know what "the opponent thinks you want" (triple thinking).
4. Establish basic trust
Negotiation is a highly complex form of communication. If the two sides lack basic trust, there is no way to communicate, and you will get communication and manipulation of disguise. To win trust, you must fulfill your promises, tell the truth, and stay strictly behind the negotiating table.
5. Hear the sound outside the string
Most people often talk in the heart. When you communicate with others, the inner conversation of the other party becomes a problem you can't hear. When you are negotiating, turn off your inner voice, listen carefully to the external voice, don't miss important information, and listen to the meaning of the voice from the opponent's speech or body expression.
6. Don't act recklessly
It is dangerous to expose your weaknesses. Therefore, in the beginning of the negotiation, you should state your "position". Then, when the trust is deepened, you and your opponent can stand a more sincere dialogue and can clearly show your true interests. It is the responsibility of the negotiator to explore the needs and interests of the opponent. If you can create a good atmosphere for negotiation, the chances of a win-win result will be greatly improved.
7. Master your power
If you think that the other party has the power to position, you have the advantage of negotiation, then this is giving up your own rights! Sources of power can also be divided into two categories: internal forces and external forces. The former is your personal strength, that is, self-esteem and self-confidence. This is no one can take away. External forces fluctuate with your situation. For example, if you are sent or downgraded, you lose the power of your position. If new technology is available to allow training to be conducted online, training experts may lose their power. Because power often changes, but negotiations can always go on, so be patient, the power of the other party's power cannot last forever.
8. Know your better alternative
A better alternative (BATNA, BestAlternativetoANegotiatedAgreement), this acronym comes from the negotiation of Harvard negotiation planning.
Know what you have and what alternatives to make before negotiating. Can you suspend the negotiations? What are the advantages and disadvantages of each choice? You even have to know the opponent's BATNA.
9. Recognize your bottom line
What is your better and worse situation? In the middle of these two layers is your settlementrange. As long as you can reach an agreement in the compromise area, you have a chance to win! Don't fall outside the bottom line, because afterwards you will feel bad about yourself and this deal, and it is difficult to follow.
10. Try to enjoy the process
Negotiation is a process, not an event. There are steps to prepare, such as creating a negotiating atmosphere, identifying benefits, selection processes, and outcomes. After practicing, you will be more familiar with each step in the process. When your skills improve, you will find that the negotiations can be very interesting.
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