Bilateral negotiations and multi-party negotiations have different characteristics because of the different number of participants. Generally speaking, the division of responsibilities, rights and interests involved in the negotiations between the two sides is relatively simple and clear, so the negotiations are easier to grasp. Multi-party negotiations, the more participants, the more complicated the negotiation conditions, the more aspects to be considered, and it is difficult to coordinate the interests of multiple parties, which will increase the difficulty of negotiations. However, no matter whether the negotiation involves two parties or many parties, there must be a specific interest relationship between the negotiating parties. Generally speaking, the interests of bilateral negotiations are clear and specific, and it is easier to coordinate with each other. In contrast, the interests of multilateral negotiations are more complicated, and it is much more difficult for all parties to coordinate. For example, in the negotiation of establishing a Sino-foreign joint venture, if the Chinese side is an enterprise and the foreign side is also an enterprise, the relationship between them will be easier to coordinate. If there are several China enterprises and several foreign enterprises, the difficulty of negotiation will obviously increase. Because there are conflicts of interest between several China enterprises, they should negotiate with each other and reach an agreement; There are also conflicts of interest among several foreign companies, and they also need to negotiate. During the negotiation, both China and foreign countries should constantly adjust their demands and make some concessions. Whether it's
Concessions made by China or foreign countries will involve the interests of China enterprises or foreign enterprises, so China enterprises and foreign enterprises must seek mutual coordination through constant consultation. The final agreement must also take into account the interests of each negotiating party, so that all enterprises involved in the negotiations can get corresponding interests and satisfaction. Compared with bilateral negotiations, the interests of multilateral negotiations are complicated, it is difficult for all parties to reach an agreement, and the formation of agreements is often very
Difficulties. (2) According to the scale and the number of participants in the negotiation, it can be divided into large, medium and small negotiations, or into group negotiations and single-person negotiations. The more complex the structure of the negotiation topic, the more projects involved and the more participants. In this way, there will naturally be large, medium and small negotiations. But this division is only relative, and there is no strict boundary. Usually, the scale of negotiation is divided according to the number of negotiators at each stage. Those with more than 65,438+02 participants are large-scale negotiations, those with 4-65,438+02 participants are medium-sized negotiations, and those with less than 4 participants are small-scale negotiations. 1. Scale negotiation Generally, large and medium-sized negotiation is also called scale negotiation. Due to the complexity of the contents of the negotiations and the background of the negotiations involved, the negotiations last for a long time, and it is necessary to make full preparations for all aspects of the negotiations. For example, organize a negotiation team (its members should consider various functional experts), understand and analyze the relevant negotiation background and the strength of all parties, formulate a comprehensive negotiation plan and choose effective negotiation strategies, and make material preparations for negotiations. 2. Small-scale negotiation should be prepared and taken seriously because of its small scale, but the content, background and strategy of negotiation are relatively simple. 3. One-on-one negotiation is also called individual negotiation, which means that only 1 person is present during the negotiation, and it is "one-on-one" negotiation. For large-scale negotiations, sometimes "one-on-one" single-person negotiations can be arranged between the chief representatives to discuss some key or thorny issues as needed. In addition, single-person negotiation is an independent operation, so it has higher requirements for negotiators. Sometimes, according to the size of the participants, business negotiations are divided into individual negotiations and collective negotiations. In the former, only one person from both sides participates in one-on-one negotiations; In the latter type, two or more people from both sides participate in the negotiation. Of course, in collective bargaining, the number of participants need not be exactly the same. Due to the different number of negotiators, there are different requirements in the selection of negotiators, the organization and management of negotiations and many other aspects. For example, the choice of negotiators, if it is an individual negotiation, then the participants in the negotiation must be all-round, and he needs to have knowledge of all aspects involved in the negotiation, including trade, finance, technology and law. At the same time, he must have all the abilities needed to complete the negotiations. Because for us, the whole negotiation is always centered on him, and he must grasp the development trend of negotiation behavior according to his own knowledge and experience. He must analyze and deal with all kinds of problems in the negotiation in time and make decisions independently; If it is a collective negotiation, you can choose a multi-functional negotiator, who can be experts in trade, technology and law respectively, and cooperate with each other to form a negotiating team with complementary knowledge and close cooperation. Individual negotiation has obvious advantages, that is, negotiators can effectively put their ideas and intentions into actual negotiation behavior at any time, but it is not difficult to coordinate internal opinions and a certain degree of internal friction in collective negotiation. However, because he is the only one who can handle the overall situation independently, it is not easy to get timely and necessary help from others who stand on his side. Although he can also get instructions from his boss in the negotiation, the whole negotiation is always centered on one person. He must analyze, judge and decide whether the negotiation is true or not according to his own experience and knowledge. Collective bargaining is conducive to giving full play to the strengths of each negotiator and forming the advantages of overall cooperation. However, if negotiators do not cooperate properly, it will increase the difficulty of internal coordination and affect the efficiency of negotiations to some extent. Generally speaking, most important and complicated negotiations are collective negotiations, on the contrary, individual negotiations can be used. (3) According to the place of negotiation, it can be divided into home negotiation, away negotiation and neutral negotiation. Home negotiation refers to the negotiation where one's own side is located and one's own side is the host. Home negotiations, occupying a "geographical location", will bring a lot of convenience to the host. For example, being familiar with the working and living environment is conducive to the preparation of negotiations and is convenient for asking for instructions and consulting on issues. Therefore, home negotiation has natural advantages in negotiators' self-confidence, adaptability and coping means. If the host is good at using the convenience and advantages of home negotiation, it will often bring favorable influence to the negotiation. Of course, as the host, the main party to the negotiation should be polite to the guests and make all preparations for the negotiation. 2. away negotiation away negotiation refers to the negotiation at the location of the negotiating opponent. The away negotiators will be constrained by various conditions and need to overcome various difficulties. When facing the negotiating opponents, the away negotiators must assess the situation, carefully analyze the negotiation background, the advantages and disadvantages of the main party, so as to correctly use and adjust their negotiation strategies, give full play to their advantages and strive for satisfactory negotiation results. This situation has always been valued by negotiators in diplomatic and foreign trade negotiations.
In order to balance the advantages and disadvantages of home and away negotiations, if the negotiations need multiple rounds, home and away rotations are usually arranged. In this case, negotiators should also be good at seizing opportunities at home to make them have a favorable impact on the whole negotiation process. 3. Neutral negotiation refers to the negotiation held at a place other than the negotiating parties (or parties). Neutral negotiation can avoid some influences from home and away, and provide a good environment and an equal atmosphere for the negotiation. However, it may lead to the intervention of the third party and make subtle changes in the relationship between the two sides. Different negotiation places make the two sides have different identities, which leads to certain differences in their negotiation behaviors. If the negotiation is held in one party's place, then that party is the host, and it will be convenient for him to obtain information and arrange the time and place of the negotiation, so that he can effectively allocate all the resources needed for the negotiation and control the negotiation process. For the other side, he negotiates as a guest, and his own behavior is often influenced by the host side. Especially in the case of lack of understanding of the social and cultural environment where the negotiations are held, the difficulty is even greater. Of course, sometimes negotiators don't have to care about the differences in status at all, and they can adopt flexible strategies and skills to guide the development of negotiation behavior. However, the differences in negotiation environment between the two sides due to their different identities are objective after all. In order to eliminate possible adverse effects, some important business negotiations are often conducted in a neutral way. (4) According to the status of business transactions, it can be divided into buyer negotiation, seller negotiation and agency negotiation 1. The main features of buyer's negotiation are: (1) paying attention to collecting relevant information and "shopping around". This kind of information collection should run through all stages of the negotiation, and its purpose and function should be different. (2) Try to keep the price down. "It is difficult to save money." The buyer is the payer, and generally the transaction will not be made at the same price. Even if they buy again, buyers always pursue more favorable prices for various reasons. (3) oppress people by force, "the buyer is God". Negotiators in the buyer's position often have a sense of superiority, even arrogance.
At the same time, "praise is the buyer", and the buyer often participates in the negotiation as a picky person, so it is reasonable to "criticize the head and criticize the feet" and "criticize the fault".
Only when a commodity is in short supply or in a monopoly position can the buyer bow to his knees. 2. Seller negotiation Seller negotiation refers to the negotiation as a supplier (providing goods, services, technology, securities and real estate, etc.). ). Similarly, the seller's land
The position does not depend on the place of negotiation. The main features of the seller's negotiation are: (1) taking the initiative. The seller is the supplier. For its own survival and development, its negotiation attitude is naturally positive, as are all kinds of performances in the negotiations.
All showed initiative. (2) the actual situation sets each other off. The seller's performance in the negotiation is often sincere, eager to trade, carrot and stick, waiting for the price to sell, true or false, if.
It's both bright and dark. When you are a seller, you should pay attention to using this feature to win a good selling price. When the other party is the seller, we should also pay attention to identify which one is true.
This is virtual. (3) the combination of "urgency" and "stop". The seller's negotiations often appear in full swing from time to time, as if eager to achieve success; Step back from time to time and observe the movement.
Quiet. It is helpful to overcome the pressure of the buyer and strengthen the position of the seller to defeat the enemy without fighting. Fully consider the negotiation plan and its details, so as to
It is necessary to strive for the success of the negotiations. 3. Agency negotiation refers to the negotiation entrusted by the parties. There are two kinds of agents: full-power agents and agents who have the right to negotiate payment but have no right to sign contracts.
The main characteristics of agency negotiation are: (1) negotiators have a strong sense of authority and generally act cautiously and accurately within the scope of authorization. (2) Not the owner of the transaction, the negotiating position is detached and objective. (3) Entrusted by others, negotiators take a proactive attitude in order to show their abilities and get commissions. (5) According to the attitude and mode of negotiation, it can be divided into soft negotiation, hard negotiation and principled negotiation. Soft negotiation is also called relationship negotiation or concession negotiation. This kind of negotiation does not treat each other as opponents, but as friends; The point is not to get the upper hand, but to establish and maintain good relations. Soft negotiators want to avoid conflicts and are prepared to make concessions to reach an agreement. I hope to sign a happy agreement through negotiation. People who adopt this negotiation method regard each other not as enemies, but as friends. Their purpose is to reach an agreement, not to win. The general practice of soft negotiation is: trust each other-make suggestions-make concessions-reach an agreement-maintain relations. Of course, if all parties can focus on "relationship" and conduct mutual understanding and friendly consultation with tolerance and understanding, there is no doubt.
With high negotiation efficiency and low cost, the relationship will be further strengthened. However, due to values and interests, sometimes this
It's just a beautiful wish, an idealized realm. The fact is that blindly giving in to some hardliners will often only lead to inequality or even
An unreasonable agreement. Today's "loss" is between mutual trust partners with long-term friendly relations, or cooperation is higher than local short-term interests.
For tomorrow's "win-win" situation, it is meaningful to use soft negotiation. 2. Hard negotiation Hard negotiation is also called position negotiation. This kind of negotiation regards the other side as a strong enemy, emphasizes the firmness of the negotiating position and emphasizes tit for tat; It is believed that negotiation is a contest of willpower, and only reaching an agreement according to one's own position is the victory of negotiation. Hard negotiations are often characterized by mutual distrust and mutual accusations, and negotiations are often prone to deadlock and protracted, and no agreement can be reached. Moreover, even if a compromise is reached in such negotiations, it will be negative because of one party's concession, or even tear up the agreement and counter the agreement, thus falling into a new round of confrontation and eventually leading to the complete breakdown of mutual relations. Playing with each other's negotiating tools, we should expose their conspiracy. Hard negotiation should be used when one's fundamental interests are involved and there is no room for concession, in competitive business relations, in one-time communication without considering future cooperation, and when the other party is naive and lacks the ability to see the pros and cons. In hard negotiations, the focus of both sides is how to maintain their own position and deny the other side's position. Negotiators only care about their own needs and the benefits they can get from the negotiations, but ignore each other's needs and the pursuit of benefits. They only see the inherent conflict side of the negotiations, and always use or even create all possible conflict opportunities to put pressure on the other side, ignoring the search for ways of cooperation that can take into account the needs of both sides. There is an example: there are two people arguing in the library. One wants to open the window, and the other wants to close it. They argued endlessly about whether the window should be opened and how big it should be. No solution can satisfy both sides. At this moment, the librarian came in. She asked one of them why he opened the window. The other party replied: let the air circulate. She asked the other why she closed the window, and the other replied, I want to avoid noise. The administrator thought for a while, went to the opposite room and opened the window there, which not only let the air circulate, but also avoided the noise, and both sides' needs were met. From this example, it can be seen that if all parties only pay attention to their own switch window position, then things will not be solved. If we avoid the position and see what the other side needs, can we unify the needs of both sides and find a solution that can meet the needs of both sides, then the problem will be easier to solve. 3. principled negotiation principled negotiation is also called value negotiation. This kind of negotiation was first put forward by the negotiation research center of Harvard University in the United States, so it is also called Harvard negotiation.
Negotiation in principle requires both sides to regard each other as colleagues working side by side, not enemies. Pay attention first
The interpersonal relationship between Italy and the other side, however, the principled negotiation does not emphasize the relationship between the two sides, but ignores the acquisition of interests, like the concession negotiation.
It suggests and requires both sides to respect each other's basic needs, seek common interests of both sides, and imagine various ways to make both sides gain something.
Keith. When the interests of both sides conflict, we should insist on making decisions according to fair standards, rather than fighting through the willpower of both sides.
It absorbs the advantages of soft negotiation and hard negotiation, avoids their extremes, and emphasizes the principle and value of fairness. Its main characteristics are as follows: (1) It is gentle to people, tough to things, and separates people from things. (2) advocate reaching an agreement based on the objective and fair principles and fair values accepted by both parties, rather than simply bargaining on specific issues. (3) Be open and honest in the negotiation, and pursue interests without losing grace. (4) Try to find similarities, eliminate differences and strive for a satisfactory negotiation result. The principled negotiation holds that there are * * * same-sex interests and conflicts of interests behind the opposing positions of the two sides in the negotiation. We often think that all the interests of the other party conflict with our interests, because the other party's position is opposite to ours. But in fact, in many negotiations, an in-depth analysis of the interests implied or represented by the opposing positions of both sides will reveal that the same-sex interests of both sides are more than conflicting interests. If both sides can recognize and attach importance to same-sex interests, it will be easier to mediate conflicts of interest. Principle negotiation is a rational and humanized negotiation attitude and method. The requirements of applying the principle of negotiation are: all parties concerned should focus on the overall situation, respect each other and negotiate on an equal footing; Adhere to fair and objective standards when dealing with problems and put forward mutually beneficial negotiation plans; Treat each other sincerely, adopt a constructive attitude and base on solving problems; Seek common ground while reserving differences, mutual understanding and accommodation, and strive for a win-win situation. This attitude and method of negotiation is consistent with the purpose of realizing mutually beneficial cooperation emphasized in modern negotiation, and it is more and more respected by society. Principle negotiation emphasizes the value gained through negotiation. This value includes both economic value and interpersonal value. In reality, negotiation is often different from the above three methods, or a combination of the three methods. When using the above negotiation methods, it is influenced by the following factors: (1) Is it possible to continue business relations in the future? If we want to maintain a long-term business relationship with each other, and it is possible, then we can't take position-based negotiation, but should adopt a principled negotiation method that pays more attention to establishing and maintaining the relationship between the two sides. On the contrary,
If it is a one-off and accidental business relationship, you can properly consider using position-based negotiation. (2) The comparison between the other party's negotiating strength and ours. If the strength of the two sides is close, the principle negotiation method can be adopted; If Ben
If China's negotiating power is much stronger than China's, we can consider adopting a position-based negotiation method. (3) the importance of trading. If a transaction is very important to us, we can consider negotiating in principle or position. (4) Capital and time constraints. If the negotiation cost is huge, and our expenses in manpower, financial resources and material resources are greatly limited, and the negotiation time is too long, which is bound to be unbearable, then we should consider adopting concession negotiation or principle negotiation.
(5) The art and skills of negotiation between the two sides. Negotiators have a set goal, and there are many ways to achieve it. Some negotiators have high negotiation skills, are good at controlling and guiding negotiation behavior, and are often relaxed, soft and hard, and do not stick to a certain negotiation type. (6) Negotiator's personality and negotiation style. Some negotiators are aggressive by nature, and they like to work hard at anything. In this way, the negotiation is more competitive, and the negotiation method is more inclined to adopt the position-based method; Some negotiators are easy-going, so they are more inclined to compromise in negotiations. Therefore, according to the other party's personality and negotiation style, we should adopt targeted negotiation types. (6) According to the departments to which the negotiations belong, they are divided into official negotiations, non-governmental negotiations and semi-official and non-governmental negotiations 1. Official negotiation refers to negotiations between international organizations, countries, governments at all levels and their functional departments. The main characteristics of official negotiations are: the negotiators are of high level and strong strength; Fast negotiation speed and timely information processing; Pay attention to confidentiality and courtesy. 2. Non-governmental negotiations Non-governmental negotiations refer to negotiations between people. The main characteristics of non-governmental negotiations are: mutual equality, flexibility, attaching importance to personal relations and calculating gains and losses. 3. Semiofficial and Semicivilian Negotiation Semiofficial and Semicivilian Negotiation refers to the negotiation topics involving the interests of both the government and the people, or refers to the negotiations in which the government and the people participate together, and the negotiations organized by in the name of people. Semi-official and non-governmental negotiations have the characteristics of both official and non-governmental negotiations, which are generally manifested as follows: negotiations need to take into account the dual intentions and interests of the government and the people, and there are many restrictive factors; There is a lot of room for manoeuvre in solving various problems in the negotiations. (7) According to the communication mode of negotiation, it can be divided into oral negotiation and written negotiation. Oral negotiation refers to the direct face-to-face exchange of information and negotiation conditions by negotiators in oral language, or telephone negotiation in different places. Oral negotiation is the main way of negotiation activities, and its main advantages are: direct and flexible face-to-face statement and explanation, which also provides a stage for negotiators to show their personal charm; It is convenient for negotiators to complement and cooperate in knowledge, ability and experience, so that emotional factors can be integrated into the negotiation process. It is not difficult to find that in some business negotiations, the compromise of some trading conditions is entirely for emotional reasons. In addition, face-to-face oral negotiation helps both sides to make accurate judgments on the development and changes of negotiation behavior. Negotiators can not only analyze and grasp each other's motives and purposes through their speeches, but also understand their intentions by directly observing each other's facial expressions and gestures, so as to examine each other's integrity and avoid making unfavorable decisions. There are also some defects in oral negotiation, for example, it is helpful for the other party to observe words and deeds, infer their own negotiation intention, and firmly realize this intention; It is easy to be countered by the other side, thus shaking the negotiators' subjective will. However, these shortcomings are in turn advantages that can be utilized. Under normal circumstances, it is difficult for both sides to maintain an unshakable negotiating position and refuse the concession requirements put forward by the other side. 2. Written negotiation Written negotiation means that negotiators use written language such as words or charts to communicate and negotiate. Written negotiations are generally conducted by specific means such as letters, telegrams and telex. Written negotiation is usually used as an auxiliary way of oral negotiation, and its main advantages are: calm thinking is conducive to careful decision-making; Accurate and solemn expression is helpful to avoid deviating from the subject of negotiation; It is no more convenient and easier to talk to each other than verbally. Especially in the case of establishing a good interpersonal relationship with the other party, the written form not only directly shows our attitude, but also helps to reduce unnecessary contradictions, and the cost is low, which is conducive to improving the economic benefits of negotiations. The disadvantage of written negotiation is that it is not conducive to mutual understanding between negotiators. Moreover, the information that letters, telegrams and telex can convey is limited, and it is difficult for negotiators to respond to various problems in the negotiation in time and accurately only by various written materials, so the success rate of negotiation is low. Never be careless in written negotiations. Therefore, there are higher requirements for negotiators' written expression ability and work style. Generally speaking, written negotiations are applicable to those negotiations where the trading conditions are relatively standardized and clear, and both sides of the negotiations know each other better. For some negotiations with complex contents, changeable trading conditions and lack of necessary understanding between the two sides, oral negotiations are more appropriate. With the development of modern communication industry, telephone negotiation has gradually developed as a new negotiation method between oral negotiation and written negotiation. The advantage of this form of negotiation is that it is convenient for negotiators from both sides to exchange ideas and feelings. With the daily direct contact, the negotiators of both sides have gradually formed a kind of interpersonal affection, which will change from a "stranger" to an "acquaintance".
(8) According to the matters to be negotiated, that is, the contents of economic activities involved, they are mainly divided into investment negotiations, trade negotiations on goods (services) and technical trade negotiations, and others are 1. Investment negotiation investment is to invest a certain amount of capital (including monetary capital, ownership capital, material capital and intellectual capital, etc. ) into and applied to a profitable activity. The so-called investment negotiation refers to the negotiation of an investment activity in which both parties participate in or involve the relationship between the two parties, the purpose, direction, form, content and conditions of investment, the operation and management of investment projects, and the rights, obligations and responsibilities of investors in investment activities and their mutual relations. Its main features are a good atmosphere and attention to the details of the negotiations. 2. Negotiation of the sale of goods (services) The negotiation of the sale of goods (services) is the negotiation of the sale of general commodities. That is, the negotiation between the buyer and the seller on the contents of buying and selling goods, such as quantity, quality, the way and time of goods transfer, the price terms and payment methods of buying and selling, and the rights, responsibilities and obligations of both parties during the transaction. Its characteristics are mainly based on price. Labor service negotiation is a negotiation between buyers and sellers on the form, content, time, price, calculation method and payment method of labor service expenses, as well as the rights, responsibilities and obligations of buyers and sellers. Because labor service is obviously different from goods, the negotiation of labor service sales is different from the general negotiation of goods sales, which mainly focuses on the time, quality and progress of performance and emphasizes the liability for breach of contract. 3. Technology trade negotiation refers to the negotiation between the technology receiver (i.e. the buyer) and the technology transferor (i.e. the seller) on the form, content, quality regulations, scope of use, price conditions, payment methods and certain rights, responsibilities and obligations of both parties in the transfer. As an object of trade, technology has its particularity. For example, the transaction process of technology is extensible; The market price of technology is completely negotiated freely by both parties to the transaction. Therefore, technical trade negotiations are not only different from general goods sales negotiations, but also different from service sales negotiations.
It's different. (9) According to the nature of the content of the negotiation, it can be divided into economic negotiation and non-economic negotiation. Economic negotiation refers to negotiations with certain economic interests as the theme, content and goal. Economic negotiation is the most common type of negotiation in modern society, which includes and involves economic interests among stakeholders in modern society, such as trade in goods, trade in services, project contracting, intellectual property transfer, investment, financing, leasing, agency, auction and claim. The main form of economic negotiation is business negotiation. 2. Non-economic negotiations Non-economic negotiations refer to negotiations with indirect economic interests as the topic, content and goal, such as negotiations involving political relations, foreign affairs, military issues, border demarcation, hostage release, cultural exchanges, scientific and technological cooperation, and family disputes. Economic negotiations and non-economic negotiations are sometimes intertwined, but due to the different nature of the contents of the negotiations, their principles, strategies and applications
Negotiators have different demands. (10) According to the national boundaries of the participants, it can be divided into domestic negotiations and international negotiations. Domestic negotiation means that all participants in the negotiation belong to the same country. International negotiation means that the participants in the negotiation belong to two or more countries or regions. The obvious difference between domestic negotiation and international negotiation lies in the great difference of negotiation background. For international negotiations, negotiators must first carefully study the political, legal, economic and cultural background of the other country or region. At the same time, we should also carefully study the personal background of negotiators in the other country or region, such as resume and negotiation style. In addition, there are corresponding requirements for negotiators in terms of foreign language proficiency, foreign affairs or foreign trade knowledge and discipline.