Business negotiations: preparation, conduct, analysis.

Know the types and forms of business communication, be able to apply tactics of negotiation - this is the competence of a modern successful person.

Business negotiations are a kind of business communication, the purpose of which is to find solutions (working out solutions) problems acceptable for all parties.

Business negotiations differ on several parameters: a) official - unofficial; B) external - internal.

The negotiating process consists of three stages: 1. Preparation for negotiations. 2. Negotiating. 3. Analysis of results and implementation of agreements.

In the threshold of negotiations it is necessary to define own interests, to formulate the supposed goal-result of negotiations. It is necessary to reflect, than in case of a mismatch of interests with the partner it is possible to refuse. An analysis of the forthcoming interaction will help to specify the purpose of the talks.

It matters in what territory the business negotiations are held. Carrying out of negotiations on the territory gives the chance to equip a premise in such a way that to use nonverbal means of dialogue, psychological advantage, an opportunity of economy, use of advice of the employees or the head.

Business negotiations on foreign territory provide an opportunity not to be distracted, to hold information, not to be responsible for organizing negotiations, to study a partner in his behavior "in his native walls."

When preparing for negotiations, it is necessary to collect information about the opposite side. What is the purpose and interests of this company? What is the firm (in terms of professionalism, social status, economic status)? Did someone negotiate with this partner, what was left? What issues can cause confrontation in the opposite side? What information does the future interlocutor have? What are the resources of the other party to implement the proposed solution? These and similar analytical questions provide a good basis for effective negotiations and partnership.

In the negotiation process, unexpected conflict situations may arise due to a mismatch of opinions. Communicative skill involves negotiating, given the varying degree of conflict between the parties. If we approach negotiations from the point of view of confrontation (only a victory and nothing more), then the conflict will increase. If we choose as a basis for negotiations a partnership (that is, a joint analysis of problems and the search for a mutually acceptable solution), then the conflict is reduced, the needs of all parties are met.

The art of business communication requires the use of certain strategies for interaction with partners in negotiations. If you intend to object, teach, justify your actions, convince, assert, insist, provoke, ignore, ironic, then no doubt your strategy is aimed at conflict. If you are interested in cooperation and the achievement of a mutually beneficial solution, you will ask questions in order to find out the interlocutor's opinion, state the facts, use the "I-message", listen carefully, and argue for profit.

Behavior in the negotiation process can be constructed according to the following scheme: the motivation of the interlocutor, the receipt of information, the transfer of information, the motivation to make a decision, the actual decision-making.

The final stage of the negotiations - the analysis of performance - involves discussing the following points: what contributed to the success in communication, the reasons for the difficulties encountered, the ways to overcome them, comments on the preparations for the talks, surprises, the behavior of partners, successful strategies. Such "debriefing" creates the art of business communication, contributes to the further development of relations with partners.

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