Case study of business negotiations

In this case, it is obvious that the Chinese engineers are more appropriate and accurate in their use of negotiation skills, and it is inevitable to win a negotiation result that is favorable to their own interests

First of all, from the American side. It can be said that there are the following problems, or where the negotiations failed.

Relying on its technological superiority and a large amount of experience in conducting similar transactions on many occasions, US businessmen despise their opponents and fail to do a good job of collecting information before the negotiations, so they fall into passivity in the face of the other party's large amount of information step by step during the negotiations, and lose the initiative in the entire negotiation from the beginning.

2. The design of the negotiation plan is not diverse and diverse. In the opponent's many counterattacks, he responded in a hurry. It is estimated that there are several reasons for the simplification of the design of its negotiation method:

1) Premature judgment of the issue, it can be inferred from the article that the US side believed from the beginning that the trip would not be difficult, and the outcome of the negotiations should be more favorable to its own interests; (2) It only cares about its own interests, and the United States will definitely sell a good product with its advanced combination furnace technology, but it does not take into account China's urgent needs and corresponding negotiation preparations, and frequently makes concessions under the information attack of the other side.

3 In the negotiation process, the other party tried to force the other party to make concessions by pretending to withdraw from the negotiation, but this strategy failed when the other party identified the pretense on the basis of information.

Second, from the perspective of the Chinese side, the most crucial point of victory is to fully collect and sort out the information of the other side, and use a large amount of objective data to exert pressure on the other side, from which it can be seen that not only the negotiations between the US side and other countries are found (citing precedents), but also the content that the other side may refute and use relevant data to counter (citing conventions, such as 6%), making just the right use of objective criteria. It can really be said that it has achieved the old Chinese saying, "Know yourself and know your opponent, and you will not be defeated in a hundred battles". Of course.

In addition to this reason, China's victory also lies in the use of a variety of negotiation techniques: (1) Before the negotiation, the dependency of the two parties was assessed, and the other party's receiving area and initial position (including expectations and bottom line) were more accurate**, so that the other side could not give in to the other party's feigned withdrawal in the subsequent negotiations. (2) During the negotiation, relying on data to grasp the initiative of negotiation changed the unreasonable initial position of the other party.

3) In terms of the counter-order, it can be inferred from the fact that the result price is slightly lower than half of the other party's opening price, and the Chinese side has also used the counter-order strategy well.

Summary: A variety of skills in business negotiation play an extremely important role in winning a favorable position for themselves in various business wars and maximizing their own interests, but we must also note that skills are not the same as tricks and tricks. Only in this way can the use of negotiation skills be truly proficient.

Example: A Brazilian company went to the United States to purchase a complete set of equipment. Members of the Brazilian negotiating team were delayed by shopping on the streets.

When they arrived at the place of negotiation, it was 45 minutes later than scheduled. The representative of the United States was extremely dissatisfied with this, and spent a long time accusing the Brazilian representative of not observing the time and not having credit, and if this continues, it will be difficult to cooperate in many tasks in the future, and wasting time is a waste of resources and money. The Brazilian representative felt guilty about this and had no choice but to apologize to the US representative incessantly.

After the start of the talks, it seemed that he was still angry about the late arrival of the Brazilian representative, which for a time made the Brazilian representative at a loss and spoke passively everywhere. He had no intention of bargaining with the US representatives, and did not calm down and seriously consider the many demands put forward by the US side, so he signed the contract in a hurry.

It was only after the contract was signed that the Brazilian delegates calmed down and ceased to be hot-headed that they realized that they had suffered a big loss and had fallen for the US side, but it was too late.

Case Study: This is a critical opening strategy that creates a low-key atmosphere and forces the opponent to give in by blaming them for a mistake or mistake in etiquette at the beginning of the game. In this case, the U.S. negotiators successfully used a picky opening strategy to force the Brazilian negotiators to rush into a contract that was favorable to the U.S. because they did not have time to think it carefully.

But at the same time, we need to pay more attention to the fact that this is also an international business negotiation, which does not make good use of the points we made above: we should understand the culture of the other party before the negotiation, and we should think about how to deal with this cultural difference if we are late. Let's take a look at another example, also of how Japanese negotiators behaved in the face of such a late situation

When a well-known Japanese automobile company had just "landed" in the United States, it urgently needed to find an American first-class merchant to sell its products to make up for their lack of understanding of the American market. When a Japanese car company was preparing to negotiate with a company in the United States on this issue, the negotiators of the Japanese company were stuck in traffic jams and were late. Representatives of American companies seized on this matter and wanted to use it as a means to obtain more favorable conditions.

The representative of the Japanese company found that there was no way out, so he stood up and said: "We are very sorry for delaying your time, but this is by no means our intention, we do not know enough about the traffic situation in the United States, so it has led to this unpleasant result, I hope that we will not waste precious time on this indifferent issue, and if the sincerity of our cooperation is doubted because of this matter, then we will have to end this negotiation." I don't think we're going to find a partner in the U.S. on the preferential** conditions that we're proposing.

The Japanese representative's remarks left the United States speechless, and the Americans did not want to lose this opportunity to make money, so the negotiations proceeded smoothly.