What are the atmosphere factors that affect the start of business negotiations?
According to the level of negotiation atmosphere, the opening atmosphere of business negotiation can be divided into high-profile atmosphere, low-key atmosphere and natural atmosphere.
1. Create a high-profile atmosphere. High-profile atmosphere refers to the opening atmosphere in which the negotiation situation is relatively warm, the two sides are active, and the pleasant factor becomes the dominant factor in the negotiation situation. Usually, under the following circumstances, one party to the negotiation should strive to create a high-profile opening atmosphere for the negotiation; We have great advantages, and the main terms such as price are extremely favorable to us. We hope to reach an agreement and sign a contract as soon as possible. In a high-profile atmosphere, negotiators often only pay attention to their own favorable aspects and tend to be optimistic about the negotiation prospects. Therefore, a high-profile atmosphere can promote the agreement.
There are usually the following ways to create a high-profile atmosphere:
(1) Emotional attack method. Emotional attack method refers to a special event to trigger the emotional factors existing in people's minds, and make this emotion come out, so as to achieve the purpose of creating an atmosphere.
For example, a domestic color TV manufacturer is preparing to introduce a production line from Japan, so it contacted a Japanese company. The two sides sent a negotiating team to negotiate on this issue. On the day of the negotiation, as soon as the negotiators from both sides sat down, the Chinese chief representative (deputy general manager) stood up and said to everyone, "Before the negotiation, I have a good news to share with you. My wife gave birth to a big fat son last night! " As soon as this was said, the Chinese staff stood up to congratulate. The representative of Japan also stood up to congratulate him. The atmosphere of the whole negotiation venue suddenly rose.
Come on, the negotiations are going very well. China enterprises successfully introduced a production line at a reasonable price.
Why did the deputy general manager mention that his wife gave birth to a child? It turned out that the deputy general manager found in his previous contact with Japanese companies that the Japanese were willing to negotiate with a straight face, creating a cold negotiation atmosphere and giving the other party a psychological pressure, thus controlling the whole negotiation and taking the opportunity to raise prices or improve conditions. So, he came up with his own happy event, broke the cold face of the Japanese, and created a high-profile atmosphere that was beneficial to him.
2 praise method. Praise method refers to weakening each other's psychological defense line by praising each other, thus reviving each other's negotiation enthusiasm, mobilizing each other's emotions and creating a high-profile atmosphere. Pay attention to the following points when using compliment method:
1) Choose the right compliment object. The basic principle of choosing the object of praise is: give whatever you like. That is, choose the goals that the other party is most proud of and want to pay attention to.
For example, a China company in a country in Southeast Asia wants to be the agent of a famous Japanese electronics company. The two sides failed to reach an agreement after many consultations. At the last negotiation, the negotiators of China enterprises found that the Japanese representative's posture of drinking tea and taking cups was very special, so he said, "Judging from the posture of XX Jun (the Japanese negotiator) drinking tea, you are very proficient in tea ceremony. Can you tell us about it? " This sentence just hit the Japanese representative's interest, so he went on and on. As a result, the subsequent negotiations went smoothly, and the Chinese enterprise finally got the regional agency he hoped for.
2) Choose the right time to praise. If the timing is not good, praise often backfires.
3) Choose an appropriate compliment. Praise must be natural, don't let the other person feel that you are deliberately flattering him, otherwise it will arouse his disgust.
③ Humor method. Humor method refers to the use of humor to eliminate the defensive psychology of negotiating opponents and make them actively participate in negotiations, thus creating a high-profile opening atmosphere for negotiations.
4 question teasing method. The question teasing method refers to asking some sharp questions, inducing the other party to argue with themselves, and gradually letting the other party enter the negotiating role through argument. This method is usually used when the other party's negotiation enthusiasm is not high, and some of them are similar to the "provocation method". However, this method is difficult to grasp the temperature, so it is necessary to use it carefully and choose a good retreat.
2. Create a low-key atmosphere. Low-key atmosphere means that the negotiation atmosphere is very serious and low, one side of the negotiation is passive and indifferent, and unpleasant factors constitute the leading factor of the negotiation situation. Usually, a negotiator should try to create a low-key opening atmosphere in the following circumstances: we have bargaining power, but we don't have an absolute advantage, and some terms in the contract don't meet our requirements. If we exert pressure, the other party will make concessions on some issues. A low-key atmosphere will cause great psychological pressure on both sides of the negotiation. In this case, which side is psychologically weak, which side will often compromise. Therefore, when creating a low-key atmosphere, we must be fully psychologically prepared and have strong psychological endurance.
There are usually the following ways to create a low-key atmosphere:
(1) Emotional attack method. The emotional attack method here is the same as the emotional attack method to create a high-profile atmosphere. They all use emotional induction as a means to create an atmosphere, but the action direction is opposite. Creating a high-profile atmosphere in emotional attacks is to arouse the positive feelings of the other side, which makes the opening of the negotiations full of warm atmosphere; When creating a low-key atmosphere, it is to induce the other party to have negative emotions, which leads to a low and serious atmosphere at the beginning of the negotiations.
② Silence method. Silence method is to cool the negotiation atmosphere through silence, so as to achieve the purpose of exerting psychological pressure on the other side. Note that the silence mentioned here is not silence, but we try to avoid discussing the substantive issues of the negotiations. The following two points should be paid attention to when using the silence method:
1) should have proper reasons for silence. The reasons people usually use are: pretending not to understand a technical problem; Pretend not to understand the other party's statement on a certain issue; Pretend to be very dissatisfied with one of the other's etiquette mistakes.
2) Keep quiet and fight back in time to force the other side to make concessions.
③ Fatigue tactics. Fatigue tactics are to instruct opponents to repeatedly state a certain problem or several problems, physically and psychologically fatigue opponents, reduce their enthusiasm, and thus control opponents and force them to make concessions.
Generally speaking, when people are tired, their mental agility decreases, they are prone to make mistakes, their enthusiasm decreases, their work mood is not high, and they are more likely to succumb to other people's opinions. Use fatigue tactics should pay attention to the following two points:
1) Prepare more questions, and the questions should be reasonable, and each question can play the role of fatigue opponents.
2) Listen carefully to each other's words, catch the mistakes and record them as a weight to force the other side to make concessions.
(4) the way of accusation. The accusation method refers to severely accusing the opponent of a mistake or etiquette mistake, making him feel guilty, so as to create a low-key atmosphere and force the negotiating opponent to make concessions.
For example, China XX Company purchased a large set of equipment from the United States. Members of the China negotiating team were delayed by traffic jams. When they arrived at the negotiation place, they were nearly half an hour later than scheduled. The representative of the United States was very dissatisfied with this and spent a long time accusing the representative of China of this mistake. Embarrassed, the representative of China frequently apologized to the representative of the United States. After the talks began, the representative of the United States still seemed worried about the mistakes made by the representative of China, which made the representative of China at a loss and unwilling to bargain with the United States. After the contract was signed, the Chinese representative discovered that he had suffered a big loss.
3. Natural atmosphere. The natural atmosphere refers to the emotional stability of both sides of the negotiation, and the negotiation atmosphere is neither warm nor depressing. There is no need to create a natural atmosphere, and many negotiations started in this atmosphere. This kind of negotiation opening atmosphere is easy to find opponents, because the information transmitted by both parties in the natural atmosphere is often more accurate and true than that transmitted in the high-profile atmosphere and low-key atmosphere. When one side of the negotiation knows little about the other side's situation and the other side's negotiation attitude is unclear, it is more beneficial to seek to start a dialogue in a mild atmosphere.
To create a natural atmosphere, we should do the following:
Pay attention to your behavior.
(2) listen more and remember more, don't have a premature dispute with the negotiating opponent.
(3) Prepare a few questions and ask them in a natural way.
(4) The answer to the other person's question must be affirmative. If you can't answer, avoid it in an appropriate way.
The atmosphere of the negotiations is not static. In negotiation, negotiators can create a suitable negotiation atmosphere according to their own needs. However, the formation of the negotiation atmosphere is not entirely the result of human factors, and objective conditions will also have an important impact on the negotiation atmosphere, such as holidays, weather conditions and emergencies. Therefore, when creating a negotiation atmosphere, we must pay attention to the influence of external objective factors.