Etiquette In Negotiation

　 Officially negotiation The various stages, conversations and others Ceremony They are very exquisite and play a very important role. Conversation is mainly conducted by listening, speaking and corresponding action. We can know each other about the conversation and other etiquette in the negotiation.

　 Listening and questioning in negotiation

Since conversation is the first step, we should be good at listening. Neal has clearly pointed out that listening is an important means to find the other party's needs. American negotiant Carlos also said: "if you want to give the other person a little compromise, you can easily do it. You just listen attentively to him and say that life is done. Listening is the most economical concession you can make." Proper questioning helps to listen.

In interpersonal communication, people who are good at listening tend to leave good impression of polite, respectful, caring, easy-going and understanding people. Listening is also a very important foundation and premise for most of them to achieve correct expression. Some negotiators often use listening to establish their own image of the other party's friends, so as to gain mutual trust and respect. When the other party regards you as his friend, it lays the foundation for persuasion and persuasion.

　 　 Listen for Etiquette demand

Listening refers to a process of listening carefully, attentively and carefully by the listener, observing the speaker's way of expression and behavior, timely and appropriate information feedback, and responding to the speaker so as to enable the speaker to make a comprehensive, clear and accurate exposition and obtain useful information. The etiquette of listening is:

(1) focus. Negotiators must keep awake and concentrate at all times in conversation. The speed of listening and thinking is about 4 times faster than that of speeches. Therefore, listening to other people's thoughts is very easy to leave. At the same time, according to relevant research materials, normal people can only remember 60% to 70% of what they hear when they are on the scene. If they do not concentrate, they will remember less. From then on, we must concentrate on listening to others and try to exclude the interference of environment and their own factors.

(2) pay attention to the way the other person speaks. The wording, expression, tone and intonation of the other person convey some information and pay close attention to it. They can find the hidden needs of each other and truly understand all the information conveys by the other side.

(3) observe each other's facial expressions. Observing and judging is a supplementary method to judge the speaker's attitude and intention.

Listening to the occasion of negotiation is the four comprehensive effect of "ear to eye, heart to heart, brain to". "Listening" means not only using ears to listen, but also using the eyes to observe, using their own heart to put forward the idea of putting oneself in the place for each other's words, and using their own brains to study and judge the motivation behind each other's words.

Standard listening is not allowed to listen to one's mind while thinking about what to say when it comes to your own speech. It's thinking about how the speaker should solve his or her problems, plan his own advice, think about some similar experiences that he associates with the content he heard, and plan how or whether to tell the speaker's own experience. We must concentrate and concentrate on getting the information of the speaker, so that the divergent thinking will disappear.

(4) through some appropriate ways, such as gaze, concern for sympathetic facial expressions, nod approval, forward posture and some voice of attention, prompting the speaker to continue.

(5) learn to be patient. If it is difficult to understand and avoid listening, especially when the other person says he does not want to listen or even annoy himself, he should listen to it as long as he does not say so. He must not interrupt his speech, or even leave or fight back, so as not to "hook" or impolite. For those problems that can not be answered immediately, efforts should be made to clarify his intentions, not to express hastily, and to seek other ways to solve them.

　　 Etiquette for asking questions

Asking questions is very important for understanding each other, getting information and promoting communication. A person who grasps the etiquette requirements and questions is not only able to master the process of conversation, control the direction of negotiation, but also open the heart of each other and stir up the heartstrings of the other person.

　 The etiquette requirements for questioning are mainly:

(1) seize the opportunity to ask questions.

The time to ask questions includes the following requirements: first, do not ask questions when the other side is explaining the problem; "interruption" is not respecting the other side's performance; two, in non debate situations, it should be objective, unbiased, without any restrictions, and does not imply, does not indicate any position of the declarative language questions. At the beginning of the meeting, some leaders said, "our position on this issue is... May I ask what is your opinion? "What is the change of the plan, what suggestions do you have?" Such an early and restricted question often gives people a false feeling. People will think that since the leader has decided, what is the significance of his own statement? Three, it is necessary to confirm the intentions of the other parties with tentative questions, and then adopt direct questions, otherwise the questions may be inappropriate or rejected. As a negotiator can say, "I don't know if I fully understand your meaning. I hear you say... If you are positive or negative, the negotiator can say, "if so, why do you not agree to this condition?" and so on. Four, it is necessary to prepare the important questions in advance (including the conditions, wording, questions and so on), and imagine several answers of the other party, and design strategies for these answers. Five, the question of new topics should not be put forward when the other party talks about a certain problem, so it should be induced to turn gradually.

(2) people should ask questions.

Questions should be adapted to the age, occupation, social role, character, temperament, educational level, depth of knowledge, knowledge breadth and life experience. The characteristics of the object determine whether we should be frank, concise, implicit, euphemistic, serious, witty, humorous, meticulous, and so on.

(3) to distinguish the occasion of asking questions.

Is it a public negotiation or a secret negotiation? Is it a human negotiation or an Inter Organizational negotiation? Is it a "field" desktop negotiation or a "private" negotiation on the sidelines, a question or a speech, etc., all of which require the questioner to pay attention to the influence of the environment.

(4) pay attention to the skills of asking questions.

Careful organization of sentences. In order to gain favorable negotiating position or respectful courtesy, the negotiator can change the word order and structure of the negotiation language in order to make the listener produce the illusion of semantic judgment and actively respond to it. As a typical example in many foreign negotiation theories, a priest asked the bishop, "can I smoke when I pray?" the bishop felt that the priest was extremely disrespecting to God and refused his request. Another priest also asked the Bishop: "can I pray when I smoke?" the bishop felt that he had never forgotten God. Even when he smoked, he thought of prayer, and his heart was so sincere that he readily agreed. The request of the last clergyman was granted because he carefully organized the sentence and played a game with the prefix adverbial "predicate".

Psychological research shows that it is difficult for people to accept actions or things that are offensive to themselves, contrary to social rules, and contrary to ethics. If people feel that the way and intentions of others are benign, gentle and respectful, they are willing to accept it. After that, a clergyman changed his meaning by changing word order under the condition that his real purpose remained unchanged, so that the hearer would have an illusion and form a positive response in his attitude, so as to reduce adverse reactions such as confrontation, alert and hostility. This technique can be used not only in questioning, but also in statements, speeches, persuasion and other languages.

Second, ask questions succinctly. Asking too much and too much hinders the reception and thinking of the other person's information. When there are many problems, ask one or two questions at most. After being clear or answering the questions, then ask questions again and again. Such a rhythm is polite.

Third, to ask questions about sensitive questions should be tactful. Because of the need for negotiation, sometimes we need to ask some sensitive questions which are usually taboo in public. It is better to give a brief explanation before asking questions. This is a skill that people avoid embarrassing.

If a woman is very sensitive to age, she can say, "can you ask your age in order to fill out this form?"

After questioning, allow the other party to have the time to think and answer. Do not disturb the other's thoughts at will.