Ask for a case of personal negotiation! Seven of them!

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 their own prestige, and become an obstacle to negotiations.

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.

The expression is tactful.

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 to take the courtyard and make a good deal about the dry sac, the Yuan is more noisy, the Yuan is more noisy, the dry tomb is about the dry tomb, the Yan An, the wisdom of the squid, the general unloading, the squid

Be flexible. 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.

The best example of this is Lenovo's acquisition of IBM's PC division. But detailed information is hard to come by, and the only way to put together a picture is from fragments of IBM, Lenovo Enterprise, and others.

Nowadays, with the close business exchanges between China and the United States, the boundaries between Eastern and Western cultures, ways of thinking, and customs in business negotiations have become very blurred. With the intensification of globalization and the concept of a global village, business negotiations between China and the United States are now as common as Hebei people and Zhejiang people doing business, everyone is already familiar with each other, and it is easier for negotiations to directly cut into the topic, which is also the development trend of international business negotiations in the context of globalization and China's rapid economic development.

Here is only an older case, but more classic, analysis of international business exchanges more than 30 years ago, compared with the current situation, can more clearly understand the characteristics of the development trend, for reference only.

At the end of the 80s, a Chinese company wanted to cooperate with an American company, but because of long-term conceptual problems, the representatives of the Chinese company have always maintained a serious attitude in the negotiations. During the negotiations, the attitude of the US negotiators was very enthusiastic, but the Chinese side acted on behalf of the Chinese side.

The watch has always been with a straight face and an expressionless face, and this lukewarm and serious attitude has caused the US companies to have a misunderstanding that Chinese companies are coming.

The U.S. investigation is real, but the cooperation is fake. The plan was to terminate the negotiations, but the American boss still did not want to give up and consulted several ethnic Chinese.

After friends, he got a good idea, and the American boss held a small party, and the participants were all Chinese and American negotiations.

Representatives, and the party is dominated by Chinese cuisine, the background **is also Chinese**, and even the tableware uses Chinese chopsticks.

This move made the Chinese delegates feel at home all of a sudden, and the psychological defense line was gone, and everyone spent a happy time.

A dinner, and everyone's relationship is also a lot closer. Through the exchanges, the US delegates also felt that there was a strong sense of solidarity among the Chinese representatives.

Since then, the negotiation process has been much faster, and the two sides have cooperated smoothly.

Case Study** Book of Business Negotiation.