Talk: refers to talking and discussing

Judgment: refers to distinguishing and judging

clear purpose

Cooperation and conflict

Equality of status and inequality of interests

Interactivity in the negotiation process

The result of the negotiation is that the needs of both parties are met

theme

object

issue

time

Place

objective environment

Business

negotiation

economy of purpose

convertibility of value

Tightness and accuracy of contract terms

Diversity of evaluation criteria

Promote the development of commodity economy

Strengthen economic ties between enterprises

Promote the development of foreign trade

Characteristics: Emphasizing emotion over righteousness, weak legal concept, strong administrative intervention, and not paying attention to contract performance

Agricultural and sideline products, industrial and mining products

Projects, technology, labor services

Negotiation business is relatively simple

Encounter sensitive topics or key issues in large negotiations

It is relatively difficult and requires high quality of negotiators.

The company sets up a negotiation team with a number of 3 to 7 people.

Suitable for negotiation projects with complex situations and large negotiation content

Shorten negotiation time and improve negotiation efficiency

The topic structure is complex, involving many projects and a large number of participants, more than 12 people

long table negotiation

Negotiation is easier

long table negotiation

Negotiation is more difficult

at one's own place

Have advantages for oneself

at the other party's location

Have an advantage over the opponent

Used when buying in bulk or introducing complete projects

Can balance the pros and cons of home negotiations and away negotiations

It is mostly used in negotiations where the two parties have opposing positions, do not give in to each other, and have serious conflicts.

Advantages: Conducive to negotiations between both parties

Disadvantages: High cost, troublesome to choose a place

Both sides focus on defending their positions

Disadvantages: increase the time and cost of negotiation, reduce negotiation efficiency, one person sticks to his position and ignores the interests of both parties

Make concessions to reach an agreement,

Advantages: Improve negotiation efficiency and reduce costs

Disadvantages: only emphasizes the relationship between the two parties and ignores the acquisition of benefits

Generally, the cooperation relationship between the two parties is friendly and there is long-term business relationship.

Both parties to the negotiation respect each other's basic needs and find common ground in their interests.

Emphasize the value achieved through negotiation

Discuss multiple issues at the same time, find common points of agreement first, and then discuss conflicts last

Generally used for large-scale negotiations and negotiations involving more than two parties.

Negotiate according to the order of issues, suitable for issues of cause and effect.

Generally used for small-scale, simple business negotiations, especially when both parties have a history of cooperation.

The two parties communicate face to face, and both parties can see each other's appearance, etc.

Generally used in formal, important, and high-level negotiations

The strategies and techniques studied in business negotiations are all based on it

Generally suitable for negotiations involving regular economic exchanges, purchase and sale negotiations with large product batches and wide supply range, and long-distance negotiations.

Often used in conjunction with face-to-face negotiations

Advantages: Both parties have ample time to consider

Disadvantages: There are stipulated deadlines

evidenced by contract

Emerged based on the emergence and development of e-commerce

Procedure: inquiry, offer, counteroffer, acceptance and signing

Advantages: Improve customer satisfaction, reduce costs, increase flexibility, shorten negotiation time, and improve work efficiency

Similar to verbal negotiation, but it is a face-to-face negotiation

The conversation needs to be recorded and recorded, and the contract has legal effect.

Features: Convenient and fast

Negotiations are made public

Rarely used

Selective disclosure of negotiations

More commonly used in business negotiations

Keep negotiations confidential

Reduce the loss rate of business opportunities and reduce the interference of undesirable factors

Negotiation takes a long time

Negotiation time is short