Affecting negotiating human factors

[China Glass Network] 1. What is the problem with "Business is not done, righteousness and righteousness"?

In business negotiations, human factors sometimes play a considerable role in negotiations. Because negotiators are not abstract representatives of one party, and negotiations are made up of people. Human factors involve many aspects. For example, people should first be convinced that they are emotional; they have established values; different people have different cultural and educational backgrounds and different perspectives, and thus their behavior is sometimes unfathomable. Therefore, in business negotiations, we must first solve the human problem.

For any business negotiation, if the human problem is solved, the human factor will greatly promote the negotiation; if the solution is not good, it may make the negotiation fail. We often hear that some negotiators will say that "business is not good, righteousness and righteousness" is enough to see how much negotiators attach importance to human factors.

2. “Do I pay enough attention to human factors?”

In accordance with the basic principles of successful negotiations discussed above, we hope that human factors can play a role in negotiations, that is, to maintain long-term cooperative relations on the basis of mutual trust, mutual understanding, mutual respect, and friendship. Make the negotiations go smoothly and effectively.

We do not want human factors to have the following conditions in the negotiations: for example, there is a huge gap between the two sides in understanding issues; the negotiating party is extremely angry, the attitude is negative and low, and even fear or hostility, or feeling like being violated; we do not want In the negotiation, the other party misinterprets your meaning, or the two sides misunderstand and even blame each other.

The human factor is an unavoidable problem from the beginning to the end of the negotiations: you should always ask yourself during the negotiations, "Do I pay enough attention to the human factor?"

3. Can human factors be resolved in the negotiations?

In the whole process of negotiation, negotiators should always pay attention to whether the human factor is playing an active role in the negotiations, whether it has brought about a negative effect, how to avoid negative effects, and make the negotiation a success. We believe that a certain approach can solve people's problems. The human problem is also the problem to be solved in the framework of our negotiating principles.

One of the basic principles to follow first is to distinguish human problems from the substantive interests of negotiations. This is a basic principle that any negotiation must follow. This is also a basic prerequisite for solving human problems.

We know that the interests pursued by each negotiator are two-fold, that is, the interests of both the real interests and the relationship. And the relationship refers to the problem of people. Good negotiators focus on the combination of dual interests, but their combination is neither to confuse human problems with substantive interests, nor to align substantive interests with relationships. An extreme example of the former is that some people conduct "personal attacks" on people during negotiations, or "put a seat on certain" with negotiators; the extreme case of the latter is "to be related, or to benefit."

In some cases, relationships are more important than the outcome of any negotiation: long-term business partners, colleagues, relationships with the government, and diplomatic relations.

In order to facilitate the handling of human problems, we recommend that negotiators must distinguish between human problems and substantive interests.

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