商业谈判技巧business negotiation skills

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Pay attention to your people skills
Four Dimensions of Behavior attributes
Dominant: Dominant people desire to control their environment. They are very direct and they are good at telling. They are self-confident but can sometimes be seen as intimidating and arrogant. They tend to move toward goals without considering multiple solutions or outcomes. For that reason, others often view them as impatient and uncaring. They are good at stating why something will not work. As a result, they may be seen as negative. To dominants, results are much more important than how people feel.
Four Dimensions of Behavior attributes
Conscientious: Like Steadiness, they are reserved. But, like the dominant, they are task and control focused. When negotiating, your statements must be factual and have a point. They are perfectionists. Their approach is indirect, reserved, business-like, and diplomatic. Unless you can provide them with reasons supported by facts, they do not readily accept change. They believe that if people will follow processes and procedures, many problems will be solved and change becomes unnecessary. Facts and processes are most important and people are a secondary consideration.
• Three important things you need to know First, you need to know how your behavior affects others. Next, understand that everyone has their unique preferred way of communicating and it may not be your way. Effective skilled negotiators are those of us who can change their communication style to meet the needs of the listener.
----Chinese will also expect their foreign business counterpart to behave properly and in good manners. -----maintaining a good relationship is always more important than one specific deal.
• Business negotiation • Business etiquette
Business Negotiation
• A process that in order to coordinate the relationship between business and • meet their needs, people try to find a • final settlement of the dispute to reach an agreement and sign the contract through the consultation and the dialogue.
Business Etiquette
• Referring to the suitable etiquette standard used in the business. It is a process that show ing the respects to the opposite party by the conventional procedure and method. • An art of communication among commercial personnel
/Negotiation-Etiquette.htm
Business Negotiation Etiquette in PRC
• Propriety : show good manners during the negotiation.
---- “try peaceful means before resorting to force”.
Negotiation Etiquette
The importance of negotiation etiquette International negotiation etiquette Negotiation etiquette in PRC
Two Concepts to be Clarified
Four Dimensions of Behavior attributes
Steadiness: Steadiness people, like influencers when looking at new ideas will see the positive aspects. Unlike the influencer, they do not like change even if it is positive. They are superb listeners, and consider things before responding. Like the influencer, they are focused on people. They are extremely dependable, solid team players. High Dominant and influence styles that negotiate with people who are in the Steadiness style have to be cautious as they like immediate responses. The Steadiness style likes to think before responding. They are opposites of dominants and influencers.
Four Dimensions of Behavior attributes
Influence: Like a person who is Dominant, influencers are good at telling but they use a less direct method. They want to convince and motivate you, rather than coerce you to do something. Influencers see the possibilities in a plan or concept, rather than the pitfalls. The influencer may see the Dominant as "negative" and the Dominant may view the influencer as "unrealistic" or even "political". Both want to make the decision, and are leaders. Influencers are social, and usually know a lot of people. They want to get results, but their focus is on motivating people to get the results, together.
International Business Negotiation Etiquette
Non-confrontational attitude Be attentive (being a good listener) Pick the right moment End gracefully Be sensitive to cultural differences
Business Negotiation Etiquette in PRC
• Mild & indirect ways: ---An important notion “面子 ” (face) in Chinese culture, closely associated with dignity, prestige, etc. --- Gain face: complimenting intelligence, attractiveness, skills, and helping them to avoid embarrassing situations