How to establish a good negotiation atmosphere?
Before entering the topic of negotiation, there is usually a transitional stage. At this stage, the two sides usually exchange greetings or talk about some irrelevant issues. Previous experiences, personal problems, previous experiences and successes, etc. So that the two sides can find a common language and prepare for psychological communication. Remember not to touch on depressing topics.
Second, the action is natural and appropriate.
Actions and gestures are also important factors that affect the negotiation atmosphere. It is particularly noteworthy that due to the different cultural customs of different countries and nationalities, their responses to various behaviors are also different.
For example, the handshake at the first meeting is quite exquisite, which some foreign guests think is a friendly gesture, giving people a sense of intimacy; And some foreign guests will feel that the other party is mystifying and deliberately flattering, which will produce a sense of disgust. Therefore, negotiators should know each other's background, personality and other characteristics in advance, distinguish different situations and adopt different body language.
Third, the topic is fascinating.
If the opening is the key stage of the formation of the negotiation atmosphere, then breaking the topic is the key, just like the "Tianwangshan" in Go, which is not only the main point of the opponent, but also our just-needed point. Because both sides should show their views and positions by solving problems, and also get to know each other by solving problems.
As the negotiations are about to start, it will inevitably make people feel nervous, so they will be tongue-tied, insincere or blindly cater to each other, which will have a bad influence on the formal negotiations later. In order to prevent this phenomenon, we should make full preparations in advance and come prepared. For example, you can take 5% of the estimated negotiation time as the "get down to business" stage. If the negotiation is ready 1 hour, you can spend 3 minutes meditating.
Fourth, pay attention to the expression language.
Expression language is the expression of silent information and inner feelings, including images, expressions, eyes and so on. Whether the negotiator is confident or suspicious, relaxed and happy or nervous and sluggish, can be revealed through his expression. Honesty or cunning, liveliness or nobility can also be expressed through eyes. Negotiators should always pay attention to their expressions and express their confidence and desire for friendship and cooperation through expressions and eyes.
Fifth, observe words and feelings.
The task of the opening stage is not only to create a good atmosphere, but also to keenly capture all kinds of information, such as the other party's personality, attitude, intention, style, experience and so on. , to provide help for future negotiations.