Business negotiations: preparation, conduct, analysis.

To know the types and forms of business communication, to be able to apply negotiation tactics - these are the competencies of a modern successful person.

Business negotiations is a type of business communication, the purpose of which is to find a solution (solution) of problems that is acceptable to all parties.

Business negotiations differ in several ways: a) official - unofficial; b) external - internal.

The negotiation process consists of three stages: 1. Preparation for negotiations. 2. Negotiating. 3. Analysis of the results and implementation of the agreements.

In anticipation of negotiations, it is worth identifying one’s own interests and formulating the intended goal, the result of negotiations. You need to think about what in case of a disagreement of interests with a partner you can give up. Analysis of the upcoming interaction will help to specify the purpose of the negotiations.

It matters on which territory business negotiations are held. Negotiating on its territory makes it possible to equip the premises in such a way as to use non - verbal means of communication, psychological advantage, the possibility of saving, using the advice of your employees or manager.

Business negotiations on foreign territory provide an opportunity not to be distracted, to hold information, not to be responsible for organizing negotiations, to study a partner in his behavior “within his native walls”.

In preparation for negotiations, it is necessary to collect information about the opposite side. What is the purpose and interests of this company? What is a company (in terms of professionalism, social status, economic status)? Has anyone negotiated with this partner, what is your impression? What issues can cause confrontation on the opposite side? What information does the future interlocutor have? What are the resources of the other side to implement the proposed solution? These and similar analytical questions provide a good basis for effective negotiations and partnerships.

During the negotiation process, unexpected conflict situations may arise due to differences of opinion. Communicative skill involves negotiation, given the varying degrees of conflict between the parties. If we approach the negotiations from the point of view of confrontation (only victory and nothing more), then the conflict will increase. If you choose partnership as the basis of negotiations (that is, a joint analysis of problems and the search for a mutually acceptable solution), then the conflict decreases, the needs of all parties are satisfied.

The art of business communication requires the use of certain strategies for interacting with negotiating partners. If you intend to object, teach, justify your actions, persuade, affirm, insist, provoke, ignore, ironic, then, no doubt, your strategy is aimed at conflict. If you are interested in cooperation and reaching a mutually beneficial solution, you will ask questions in order to find out the opinion of the interlocutor, state the facts, use the "I-message", listen carefully, argue for the benefit.

The behavior in the negotiation process can be built according to the following scheme: motivation of the interlocutor, receiving information, transmitting information, prompting to make a decision, actually making a decision.

The final stage of negotiations - performance analysis - involves a discussion of the following points: what contributed to success in communication, the reasons for the difficulties encountered, ways to overcome them, comments on preparation for negotiations, surprises, partners' behavior, successful strategies. Such a “debriefing” creates the art of business communication, contributes to the further establishment of relations with partners.


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