Analyzing the practice of business relations, you can see that when solving problems through interpersonal contacts, a lot is determined by the organization of the business communication process, and directly depends on the ability of partners (interlocutors) to establish contact. Business communication, as a rule, is a favorable, not rarely the only opportunity to assure the interlocutor of the relevance of your position so that he supports it. Therefore, one of the main tasks of a business conversation is to convince a partner to accept certain offers.
In order for the meeting to be productive, the topics of communication and the basic concepts are built in the form of a list of pressing issues, while the meeting should flow smoothly through all the necessary stages of business negotiations. We list the stages of business communication:
• preparation for business communication;
• determination of the territory and time of the meeting;
• establishing contact;
• discussion of the problem, issue and exchange of information;
• argumentation;
• counterargument;
• search for a compromise or optimal option;
• decision-making;
• fixing of agreements;
• exit from contact;
• analysis of the results of the meeting.
It is not enough to know what stages of business communication should be. Therefore, we will analyze what exactly include the stages of a business conversation. Preparation is a rather responsible business, including the preparation of a plan based on the specific tasks of the conversation, finding the best ways to solve them, analyzing the expected opportunities, predicting the result of communication, collecting information about the interlocutor, determining good arguments, choosing the optimal tactics and communication strategy. Orientation by place and time is carried out differently and depends on the attitudes - the positions of the interlocutors: “from above”, “from below”, “on an equal footing”. Getting in touch, meeting interlocutors serves as the beginning of a conversation. The first spoken phrases often affects the unwillingness or desire to continue a conversation, to listen to a communication partner. At this stage, four main methods are used: stress relief, clutching, stimulating the imagination, direct approach. Discussion of the problem through the transmission of information depends on the nature of the goal.
1. goal is a problem
2. goal - task, task,
3. the goal is manipulation,
4. The goal is the transfer of responsibility.
Argumentation is intertwined with the transmission of information, forming a preliminary opinion. Neutralization or counterargument of comments of the interlocutor. The following tips may be useful here: listen to your opponent, take your time to answer, ask clarifying questions to understand the essence of the objection, delve into the essence of the objection, it may be caused by incompletely disclosed information, use open questions. Do not show your insecurity at the decision-making stage. Keep calm and ability based on strong arguments. Summarize the results of the meeting, determine the exact dates of the planned actions and the way of the subsequent relationship. Thank the person you are talking to. Out of contact, first non-verbally, and then by speech goodbye. Introspection allows you to analyze the mistakes made in the negotiation process and gain experience.
Moreover, the above stages of business communication is not the only way to divide such a process. They also use the division, which includes the following stages of business negotiations: focus on a specific partner, reflection of a specific partner, mutual information and mutual disconnection. In the process of business communication, the scheme, which includes the stages of a business conversation, can be either short, folded, or detailed, complete. It is the conscious determination of the necessary stages, as well as their regulation, that ensure the effectiveness of communication.
Having received such information, it is possible and necessary to work out all stages of business communication alone with yourself, without an opponent. Introduce yourself, state the essence of the issue, work out the argument. All this will help to gain practical experience before a serious test - business negotiations.