Conducting business negotiations with customers and partners of the online store

Negotiating the Right Way: A Guide for Newbie Entrepreneurs

It's no secret that communication skills are of key importance in the business world: the ability to easily and naturally conduct business negotiations, the ability to convince partners of the rationality of your proposal, the ability to conduct presentations, seminars and conferences.

For modern business, it is important that all these skills are supported by the knowledge of foreign languages: this is the only way you can successfully represent your company on the international market.

“Let us never negotiate out of fear But let us never fear to negotiate”

“Let's never discuss fear. But let's not be afraid to negotiate. "

In our article we will tell you about the main secrets of successful business negotiations, as well as how to properly prepare for them in order to reach the necessary agreements.

Stages of business negotiations

By and large, negotiations are present in the life of every person in different forms, i.e. we all have to negotiate with someone from time to time. But business negotiations have their own characteristics, because you need to reach an agreement even with conflicting interests, while maintaining a friendly relationship.

Important!

To reach agreements during business negotiations, you must be able to:

There are three fundamental stages in the negotiation process:

  • Preparing negotiations
  • Negotiating process
  • Reaching Agreements

Tips for successful business negotiations with the British

To establish positive relationships with partners, it is important to adhere to more than just the legal framework. One of the secrets of success is negotiating in accordance with established customs and rules. All of these norms of business etiquette have been developed over the years. And it is not accepted to neglect them among business people and diplomats.

Each person from time to time participates in negotiations - goes to interviews when looking for a job, concludes contracts, sells goods or negotiates a service. The task of negotiations is to exchange views and achieve the planned result.

Regardless of the level at which negotiations are held, whether it is a discussion of business issues between a boss and a subordinate, a meeting of business partners or even heads of state, business etiquette provides for three main stages of negotiations:

  • preparation ;
  • negotiation process;
  • reaching agreement.

Preparation of negotiations

The success of the negotiation process is largely determined by its preparation.

It includes both organizational and content components. Since controversial situations often arise both in everyday life and in business and in the interstate sphere, issues of observance of etiquette always remain relevant. Violation of the established norms entails negative consequences.

In order to avoid mistakes, it should be borne in mind that the etiquette of business meetings and negotiations requires the negotiators to be polite and tactful, adhere to the dress code, as well as a positive attitude and friendliness. The host should take the initiative. Starting a conversation, filling in awkward pauses, and overall leadership of the conversation is her prerogative. Guests should be treated like partners, not enemies.

Determination of place and time

Business etiquette requires that the date and exact time of negotiations have been agreed upon by its participants in advance. Having coordinated them with your partner, you cannot be late. This creates a negative image and shows a disrespectful attitude. If you could not avoid being late for some reason, you must apologize.

It is not worth scheduling work negotiations early in the morning or at a later time, as well as during the lunch break. The first half of the day is considered the best choice. In addition, serious business meetings are usually not scheduled in the last weeks of the year, when many are busy taking stock and financial matters. The meeting place, for example, in an informal setting or in a meeting room, is chosen in such a way that it reflects the overall concept.

Collecting and analyzing data required for negotiations

Stages of business negotiations. Secrets of Successful Negotiation

Negotiation is an important skill and a fundamental success factor for ecommerce staff. The possibility of concluding profitable deals, the level of labor productivity, the profitability of the company depends on this. A competent employee is a spectacular face of a company, and a beautiful and correct business speech is the most effective way to persuade partners, suppliers, customers to cooperate.

Main stages and forms of business negotiations

Business negotiations are a special form of communication between parties with opposite or identical interests. The main goal of the process is an agreement on subsequent mutually beneficial cooperation, exchange of information and experience, settlement of relations, clarification of different positions on acute topical issues.

During the conversation, the specialists try to reach the planned agreements - the purchasing manager negotiates with the manufacturer of the goods the possibility of deliveries at a certain price, the consultant gives the client recommendations on the choice of products, explains the benefits of cooperation with the company, and persuades them to buy.

In order to achieve the set goals, it is not enough to know the "hanging tongue". You need to understand the tactics, ethics, psychology of the multifaceted negotiation process, be able to use this knowledge at each stage of the dialogue.

There are three generally accepted stages of negotiations:

  • Preparatory. Collection and detailed analysis of the necessary materials, the choice of the optimal means of conducting a conversation. Determining the main subject, the desired goal, developing an effective plan, establishing contact.
  • Main. The beginning of a direct dialogue, the establishment of a favorable atmosphere of mutual trust. Formation of proposals, the use of objective criteria, strong arguments, belief systems. Analysis and solution of controversial issues.
  • Final. Identification of options for solving the current problem, final discussion. Reaching agreements, analyzing the results of the process, monitoring the implementation of the reached oral or written agreements.

There are many forms of negotiation. In the field of e-commerce, they often use:

  • personal meetings;
  • telephone communication;
  • email correspondence;
  • videoconferences;
  • online chats;
  • instant messengers.

These forms have different advantages and disadvantages that affect the course of events in the negotiation process.

Negotiation is graceful fencing with words and arguments

Negotiation is a duel. Negotiation is a fight without weapons. Negotiation is a graceful fencing with words and arguments. The financial position, income and future of the company often depend on their outcome. How to learn how to negotiate correctly, use psychological techniques and business techniques - read the new article on our blog.

From this material you will learn:

Why negotiate?

What are negotiations?

"We are obliged to make customers happy by any means available!"

Alexey Molchanov, founder of the international IT company Envybox

The current situation in the country and the world is gaining more and more momentum every day.

Today every entrepreneur asks himself the question: “What will happen to my business now?”

If you succumb to general panic and "freeze" the company's activities, it will not lead to anything good. If you see that a crisis is inevitable and the company's income is already beginning to decline, do not suspend your activities. Do not under any circumstances reduce advertising costs or stop promoting (unless, of course, you were closed due to a government decree).

Very often the preparation and conduct of negotiations follow a similar scenario. Poor awareness, communication strategy, divorced from reality, rigidity, inability to be spontaneous and promptly adapt to changes in the course of dialogue and other mistakes in the negotiation process sometimes cost our companies very dearly.

In preparation for the Second World War, the French built an impressive system of fortifications, later called the "Maginot Line". She had to protect the country from the invasion of enemies. But when hostilities began, the Germans simply bypassed this wall and ended up on French soil. Relying on a passive military strategy, the French authorities were not ready for active military action. The construction of defensive structures was expensive, and the government invested money in it to the detriment of the development of tank forces and aviation. In addition, they did not have an alternative course of action. And it cost them dearly.

Many books have been written on how to negotiate, and more trainings are being conducted. But there are not so many good negotiators in the vastness of our country, and indeed around the world. Meanwhile, the ability to negotiate is not only a talent, but also a fairly small set of immutable truths that should be taken into account for a successful outcome of the case.

whale of successful negotiations

To begin with, let us note that any negotiations are unique, so it is important to remember about an individual approach with each new partner and refuse to use template techniques. Blindly following the rules can seriously fail.

Gather Information

A hackneyed postulate, which, however, does not lose its relevance. A lot of sales proposals and presentations of managers suffer from a lack of a clear structure and ease of perception. This hardly has a positive effect on potential partners. Therefore, the better prepared you are, the more successful negotiations will be for you. And vice versa. Be attentive to the details of not only your transaction, study the history of partners' transactions, the specifics of doing business, especially when you get into someone else's cultural space.

One day UN Secretary General Kurt Waldheim came to Iran to discuss the possibility of releasing American prisoners of war. He introduced himself to Iranian journalists as a "mediator", not knowing the meaning of this word in Farsi - "annoying, uninvited guest." The secretary general was stoned, and the head of the Persian people, Khomeini, never entered into negotiations with the "uninvited guest." In business, of course, you are not stoned, but not having a sufficient information base, you can easily get into a mess and lose money or reputation.

How to effectively prepare for business negotiations?

Preparing for a meeting can include: rehearsing a presentation, carefully choosing your negotiators, collecting and analyzing information about opponents, establishing preliminary contacts with them, determining their roles and personal motives that drive them (for example , career growth, expansion of business ties, fear of losing a job, etc.). There are many techniques out there that will make the prep process extremely structured. Here are some examples.

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