What are the principles for international business negotiation pragmatics

International Negotiation American is for you.

The principle of cooperation, the principle of equality and mutual benefit, the principle of doing things according to law, the principle of win-win, the principle of seeking common ground while reserving differences, the principle of serving interests from a standpoint, and the principle of adhering to the use of objective standards.

The basic meaning of the principle of equality and mutual benefit is: in business activities, the strength of both parties should be on an equal footing in mutual relations, regardless of strength or weakness; In the exchange of commodities, the voluntary transfer of commodities is exchanged, and the equivalent exchange is made; The two sides of the negotiation should have contacts with each other according to their own needs of the century and the possibility of a successful transaction, so as to achieve mutual benefit for both sides.

As a basic norm in China's foreign economic and trade relations, the principle of equality and mutual benefit must be implemented in all aspects of international business negotiations. This is also a reasonable premise for negotiations.

Principles and strategies are combined:

The negotiation process is a process of adjusting the interests of both parties and seeking a compromise. Due to the different positions and interests of the two sides of the negotiations, it is inevitable that conflicts and struggles will arise, and bargaining is very natural in the negotiation process, and there are a lot of them. However, in international business negotiations, we must not only adhere to principles, but also leave room for improvement.

We must not budge an inch on all issues of principle concerning China's foreign economic and trade activities and the fundamental interests of the state or enterprises, but we must also avoid being simple and rude, and we must patiently and repeatedly explain and guard the scene with an attitude of neither humility nor arrogance, proceeding from reality. Strive for acceptance. On certain non-principled issues, concessions may be made when necessary without harming fundamental interests.

The principles that should be followed in the language of international business negotiation are:

1. The principle of cooperation.

2. The principle of equality and mutual benefit.

3. The principle of doing things according to law.

4. Win-win principle.

5. The principle of seeking common ground while reserving differences.

6. The principle of position serving interests.

7. Adhere to the principle of using objective standards.

<> In business negotiations, language expression requires a high degree of accuracy, clarity, conciseness, decency, and politeness, and the following points need to be considered:

Use precise words and do not use vague or ambiguous language to avoid misunderstandings or unnecessary controversy.

Speak at a moderate pace, not too fast or too slow, so as not to affect the other person's understanding and acceptance.

Be logical and coherent so that the other person can clearly understand your intentions.

Pay attention to polite language in conversation, respect the identity and status of the other person, and establish good interpersonal relationships.

Pay attention to the grasp of tone and intonation, and do not be too tough or too tactful, so as not to arouse the other party's disgust.

In the negotiation, we should pay attention to communication, not only focus on our own interests, but respect the needs and interests of the other party, and seek a win-win situation for both parties.

Business negotiation is a complex communication activity, and the following points need to be noted:

Be well prepared: Before business negotiations, you should fully understand the background, needs, and interests of the other party, and prepare your own negotiation strategies and negotiation points.

Build good relationships: Business negotiation is not only a transactional activity, but also an interpersonal activity. Pay attention to the language and attitude in the negotiation, and establish a good interpersonal relationship to facilitate the cooperation between the two parties.

Stay calm: In business negotiations, various issues and challenges may arise, and it is necessary to stay calm and not be overly emotional or agitated in order to deal with the problem rationally.

Pay attention to the pace of the negotiation: In the business negotiation stage, you need to master the rhythm and not be too impatient or procrastinating, so that you can make decisions at the right time.

Take a long-term view: Business negotiation is not only a short-term transaction, but also a long-term relationship. In the negotiations, it is necessary to focus on long-term interests and seek a win-win situation for both sides.

In short, business negotiations require attention to detail, focus on interpersonal relationships, remain calm and rational, and also need to focus on long-term interests in order to achieve cooperation and win-win results for both parties.

In business negotiations, both parties express their own wishes and requirements in their respective languages, so the negotiation language should be highly targeted and targeted. Here are some business negotiation tips:

The language of the negotiation should be targeted

In business negotiations, both parties express their own wishes and requirements in their respective languages, so the negotiation language should be highly targeted and targeted. Vague and wordy language will make the other party confused and disgusted, reduce the prestige of the other side, and become a negotiator'Barrier.

For different commodities, negotiation content, negotiation occasions, and negotiation opponents, it is necessary to use language in a targeted manner to ensure the success of the negotiation. For example, the use of short and clear language may be popular with an irascible and straightforward negotiation partner; For opponents who are slow and reasonable, it may be better to use a long heart-to-heart conversation like a spring breeze and rain.

In negotiation, it is necessary to fully consider the differences in the personality, emotions, habits, culture and needs of the other party, and appropriately use targeted language.

Be tactful in your negotiations

Try to use euphemisms in the negotiation so that it is easy for the other party to accept. For example, when vetoing the other person's request, you can say, "You have some truth in what you say, but the actual situation is slightly different," and then make your own point without leaving a trace.

This will not damage the other party's face, but also allow the other party to listen carefully to their opinions calmly.

In the meantime, master negotiators often try to disguise their opinions as the other party's opinions in a tactful way to improve their persuasiveness. Ask your opponent how to solve the problem before giving your own opinion. When the other party proposes it, if it agrees with your own, you should convince the other party that it is his own opinion.

In this case, if the other party feels respected, he will think that opposing the plan is against himself, so it is easy to reach an agreement and succeed in the negotiation.

Be flexible in your negotiations

Changes in the negotiation situation are unpredictable, and often encounter some unexpected and embarrassing things, requiring negotiators to have flexible language adaptability, link with emergency measures, and skillfully get out of the predicament. When your opponent forces you to make a choice right away, if you say:"Let me think about it"，"It's hard to decide for the time being"will be perceived by the other party as lacking assertiveness, and thus be at a psychological disadvantage.

At this point you can look at the table and politely tell the other person:"I'm sorry, it's 9 o'clock, I have to go out and talk to an agreed friend**, please wait five minutes. "So, you've gracefully earned five minutes to think.

Use silent language appropriately

In business negotiations, the negotiator's silent language expressed through posture, gestures, eyes, expressions and other non-articulatory organs often plays an important role in the negotiation process. In some special environments, silence is sometimes required, and just the right amount of silence can achieve unexpected good results.