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Skills in Business Negotiation
Ⅰ.Introduction
Entering into the 21st century, the economical express of China has been developed dramatically and driven into the roadway of canonical marketing economy; business negotiation had been to the leading actor in the social economical activities and become the bridge of business relation between personal and enterprise. In the circumstance, do you feel that someone is continually taking advantage of you? Do you seem to have to fight your corner aggressively, or ally with others, to win the resources you need? Or do you struggle to get what you want from people whose help you need, but over whom you have little direct authority? If so, business negotiation is really necessary, the skills are earnestly needed. That is why I start this paper and be dedicated to show you some skills.
Ⅱ. The new version of negotiation in economical domain
Whether you do realize everyday each of us is carrying on the negotiation in the real life. And negotiations exist commonly. Where there are differences, contractions, interest conflicts, and balance benefit, there are negotiations. So what is negotiation? There are wide divided opinions in the academic circles, but still no conclusion. Some believed, the negotiations are fraud that let opposite party accept own viewpoint; some thought the negotiations as approaching mutually beneficial process which by means of negotiating by each participator. In this paper, I will discuss the negotiation in economical domain, which is business negotiation we usually say. So, what is negotiation?
USA negotiation institute chairman Gerard I. Nierenberg explains in his book Art of Negotiation (1968), “Negotiation is an action that people keep consulting consistently and being in progress as long as people exchange a viewpoint to change interrelation or seeking for being that some is hit by purpose.” And he thinks a successful negotiation is a limited victory to every one side. He takes negotiation as the process of “co-operation of self-product.”
The other two says I consider as follow:
First, if you want to pass your business partner, negotiation needs to utterance to show your purpose, requirement, conception, and efficiency in negotiation, you should master excellent utterance to approach the communication purpose. Spoken for this meaning, negotiation is about which the two sides’ thought, will, power etc that displayed by utterance. That is also about of utterance.
Second, negotiation is settled up on the basis of each other’s demand. It is a two-way communicative activity depends on the information inter-communication. And win-win negotiation is a successful one which two sides get what they need.
Above all, we can define the business negotiation as following, business negotiation is an activity that people in order to solve the disagreement of economy, satisfy personal physical production and the life demand, so that to exchange opinions to seek economical interest.
Negotiation is an art. Holding the art of negotiation has quite important meaning to strive for negotiation success. We often heard such signs: “Talk to somebody is quite easy and pleasant”, that is an appreciation for opponents’ high level negotiation art itself. On the contrary, “Talk to somebody is bored”, that is dissatisfaction to the opponent who know nothing about negotiations.
In practice, we often meet such an affair, a quite nervous atmosphere suddenly become relaxed for the negotiators’ some words, and the requirement of the negotiation which seemed hardly realized by others has settled after a long time discussion by well-qualified negotiators. However, why some succeed while some still have no development although they spend much energy on it?
That is negotiation art. A superb negotiator can always seize any chances communicating with opponents, and then influence the opponents’ opinions.
Actually, negotiation respected benefit exchange, so it’s complex. Because one is dealing with both faces and people. It’s clear that negotiations must above all have a good understanding of the subject. They must also be aware of the general policy of the company or institution in relation to the issues and they must be familiar with the organizational structure and decision-making process.
However, awareness of these facts may not necessarily sufficient to read a successful outcome. Personal, human factors must be taken into account. The approach and strategy adopted in negotiating are influenced by attitudes as well as by a cool, clear logical analysis of the facts, and one’s interesting. We should clear that negotiator is not born. In fact, most people don’t have a clue about how to get what they want, other than to make demands and dig in their heels. Therefore, employing the righting tactic is more important than even in today’s vibrant business environment.
Do you feel that someone is continually taking advantage of you? Do you seem to have to fight your corner aggressively, or ally with others, to win the resources you need? Or do you struggle to get what you want from people whose help you need, but over whom you have little direct authority? If so, you may need to brush up your win-win negotiation skills.
How can we do a successful negotiation under above said environment? That needs so-named negotiation skills. Competition in business world as well as in battlefield, only use any of strategy skillfully at the negotiation table, could we beat the opponent. Of course, the most satisfied outcome is win-win.
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