What is the object of negotiation and what is the subject of negotiation? What is the purpose of the

The object of negotiation refers to the topic of negotiation.

The three elements of negotiation include the subject of negotiation, the object of negotiation and the topic of negotiation, which are the most basic components. The so-called negotiation subject refers to the negotiation by actively understanding the other party and influencing the other party.

The so-called object of negotiation refers to the party that the subject wants to understand and exert influence in the negotiation. The so-called negotiation topics refer to issues that are of common concern to both sides and hope to be resolved during the negotiations.

It refers to the topic of negotiation, that is, the subject matter of negotiation.

Negotiation is the act or process by which the parties come together to inform or consult with each other in order to find a solution to a major problem, or to reach a certain degree of agreement or compromise on something through discussion.

There are broad and narrow senses of negotiation. Negotiation in a broad sense refers to all consultations, negotiations, consultations, consultations, etc., which can be regarded as negotiations, except for negotiations in formal settings. Negotiation in the narrow sense refers only to negotiations in a formal setting.

Characteristics of negotiations

1) Negotiation is a process of constantly adjusting their respective needs, and finally making the needs of each negotiating party reconcile and approach each other to reach an agreement.

2) Negotiation has the duality of "cooperation" and "conflict", and is the opposition and unity of "cooperation" and "conflict". The cooperative nature of negotiations is manifested in the fact that the agreements reached through negotiations are beneficial to both sides, and the interests of all parties are mutually premised. The conflictual nature of the negotiations is manifested in the fact that the parties to the negotiations want to gain as much benefit as possible in the negotiations, and to do so, they need to engage in active bargaining.

3) Negotiation is to achieve"Reciprocity"Under normal circumstances, mutual benefit and happiness are the general outcome of negotiations. The kind of negotiation that attempts to create a so-called win-or-lose situation for one side will inevitably lead to the failure of the negotiations and the interruption of future exchanges. A large body of practice has shown that this is not the trend of negotiation development.

The outcome of the negotiation should be reciprocal, but this reciprocity is not absolutely equal, and it is possible that one party will benefit more and the other party will benefit less.

4) Negotiation is"Fairness"Although the results of the negotiations are not absolutely equal. And no matter how uneven the outcome is, negotiation is a competitive activity, and both sides have their own degrees of freedom in the contest of intelligence, strategies, and skills. At the same time, both sides of the negotiation have veto power over the outcome of the negotiation, therefore, it can be said that the negotiation is"Fairness"Target.

As follows:

Interests are issues of interest and disadvantage, based on utility evaluation trade-offs, with great flexibility, concessions and exchange; The question of right and wrong is judged based on ethics and logic, reflecting the consistency of the subject's behavior, that is, the predictability of its behavior, with minimal flexibility, and the two sides need to cooperate to build consensus through their own self-defense and persuasion efforts.

Understanding the interests of the other side allows you to find a better entry point to achieve your own negotiation goals.

Note. Interest concerns are sometimes politically incorrect, where stakeholders need to indirectly steer each other through action to achieve their goals, and the logic of behavior is superficially puzzling, inefficient, and costly to achieve.

However, it cannot be stated to the other party (which will cause one's own passivity in the negotiating position), but the achievement of the essence of such interests and concerns is often very cheap for the other party, and if the other party can judge and confirm its own substantive concerns, everyone will often be happy.

Summary: Contract negotiation is a negotiation activity carried out by two or more parties who are ready to conclude a contract in order to understand each other and maximize their own rights and interests, and finally determine the specific rights and obligations of the parties in the contract. The formation of a contract requires a combination of offer and acceptance, and the negotiation process of the contract is generally a process of invitation, offer, counter-offer until the final commitment is agreed.

With the exception of a standard contract that does not allow any change in content, the conclusion of any contract is the result of repeated negotiations between the parties to the contract on the content of the contract. A complete contract negotiation process needs to be composed of four factors, namely, the subject of negotiation, the purpose of negotiation, the content of negotiation and the form of negotiation.

1) The subject of negotiation is the parties to the negotiation, that is, the parties who have the right to participate in the negotiation. For the parties, they can either come forward to participate in the consultation in person and express their opinions, or they can entrust other professionals to participate in the negotiation on their behalf. If the subject of the contract is two parties, the subject of negotiation is the manuscript of the two parties, and if the subject of the contract is three or more parties, the subject of negotiation will be increased accordingly.

Sometimes there are many parties with the same interests, and a representative can be sent to participate in the negotiation, and the contract signed binds each party.

2) The purpose of the negotiation is the goal that you hope to achieve in this negotiation. It is very important to clarify the purpose of the negotiation, the purpose of the negotiation is the criterion for judging the success of the negotiation, and it is also the yardstick for the parties to remind themselves not to be interfered with by the other party or a third party or to prevent the negotiation from deviating from the topic.

3) The content of the negotiation refers to the specific topics and steps of the negotiation determined in order to achieve the purpose of the negotiation. Generally speaking, one's own rights are often the obligations of the other party, and the rights of the other party are also their own obligations, so for the specific content of the negotiation, it is often how to expand one's own rights and amplify the obligations of the other party. At the same time, in order not to miss the main points of the negotiations, it is also necessary to arrange the procedure for the negotiation of the topic in advance.

4) The form of negotiation, including external factors such as the time, place, and mode of communication of the negotiation. The time and place of negotiation mainly refer to the process and space arrangement of the negotiation, and the communication mode of the negotiation mainly refers to the face-to-face oral method or other methods. Negotiations are usually held in a formal conference room, but if the number of people is small, you can also choose a tea room or café with a relaxed atmosphere, as long as it is quiet.

Benefits

The essence of negotiation is interest. Negotiation is always aimed at satisfying certain interests, which is based on the needs of people, which is the motivation for people to negotiate and the reason for negotiation. In the work, it is essential that we can make corresponding judgments about negotiators according to different scenarios.

Nirenberg points out that people start negotiating when they want to exchange ideas, change relationships, or argue for consent. Here, exchanging opinions, changing relationships, and seeking consent are all needed by people. These needs come from a certain interest that people want to satisfy themselves, and these interests encompass a wide range of things:

There are material, spiritual, organized, individual, etc. When a need cannot be met only by oneself and with the cooperation of others, it must be achieved by means of negotiation, and the stronger the need, the more urgent the need to negotiate.