[China Glass Network] The existing theory of business negotiation is formed in Europe and the United States. Most of the textbooks on business negotiation are explanations and case descriptions of negotiation strategies, negotiation skills, negotiation pressures, and their understandings and cases are mostly from the West, and the way of thinking is more westernized. These theories are not suitable for domestic use, but they are not suitable for the country, but because of China's special human condition, business etiquette and other environments have further enriched the theory of business negotiation.
This Chinese-style business negotiation is aimed at the specific humanities environment, business environment, legal and regulatory environment in China, and the business negotiation theory is flexible and flexible in China.
First, kung fu is outside the poem
Business negotiations are mostly business customers' business activities, such as the development of sales contracts, such as arrangements for mutual cooperation, such as business transactions. Therefore, in the Western concept, business is business, work is work, human condition is human condition, and life is life. These are no intersections, they will definitely not talk about family and talk about life in business negotiations. This is the former characteristic of Chinese-style business negotiation: Kung Fu is studying poetry outside poetry, and can't learn poetry on poetry. Instead, it should take the time to master profound knowledge and participate in social practice. Business negotiations are not just business negotiations, but also the integration of human feelings and life.
A foreign trade company in Hangzhou talked with a customer about the business of a cotton polyester fabric. The two sides refused to let go of the price, and they stayed together for about two months. The foreign trade company couldn’t talk about it anymore. Glued state. Later, the salesman of the foreign trade company learned that the customer had just been happy, so he prepared a gift for the customer. The customer was very happy and expressed willingness to cooperate on the spot. It can be known from this case that in the Chinese-style business negotiations, it is not simply business dealings, perhaps mixed with humanity and family life.
When we Chinese talk about business, when we start, we will not negotiate immediately, but we will talk to each other and ask where the other person is, where to live, what experience, and so on. Often, people are now looking for common ground in the world and getting closer to the distance between the two sides. In particular, the relationship between fellow villagers, relatives, alumni, and comrades-in-arms is a factor that can affect the psychological distance between the two sides. We often hear certain people say: The other party’s Wang is very familiar with me. We are all from Guilin, Guangxi, etc. In fact, this is the negotiating advantage in the formal Western negotiating theory.
Second, the wine market is the mall
China's wine culture has a long history and has deeply influenced domestic business activities. It has also deeply imprinted in the business behavior of each of us. For example, when we are negotiating with each other, we often say: This way, we will put this problem down and go to dinner first. It is already twelve o'clock.
In the movie "Quitting smoking and not drinking alcohol", there is such a scene, Liu Deli has organized a legendary "aircraft carrier", bringing together 50 famous wines at home and abroad. Liu Deli put forward such a condition: an advertising company that has a long-term guarantee of 5 million yuan. Yan Baojiu, for every drink, Liu Deli gave 50,000 yuan. After drinking 50 glasses of wine, Liu Deli gave 2.5 million shares to Yan Baojiu. In fact, this scene is exactly in line with the second feature of Chinese-style negotiations: the wine market is the mall, I believe many people have encountered these scenes.
The winery is a relatively unique place for business reception in China. Therefore, the knowledge of the winery has become the knowledge of business. Who should do what position, who should first move chopsticks, who should be toasted, etc., is a matter of learning. Not only wineries, but also cafes, tea houses, mahjong fields, and KTV are places for business negotiations.
There is an industrial sales company that negotiates with a customer. First, at a coffee shop near the company, I went to a restaurant at noon to eat, from 12 noon to 6 o'clock in the evening, then went to the tea house to drink tea. Later, I went to KTV to sing. It was only until 12 o'clock in the middle of the night to end the business. It became. Therefore, the Chinese will say that the work is tired. In fact, it is not only the reason for the work, but also the reason for the entertainment. If you do not want to go, you must go.
Third, I ask the leader
Sometimes, I ask leaders to be a skill in negotiation. Sometimes, I ask the leader that it really happened.
For example, domestic business negotiations will obviously feel a drag. Because, in many cases, it is necessary to report to the leader, to ask the leader, to get the leadership's mouth or handcuffs before further negotiations. For Western business negotiations, they will be why Chinese people are so troublesome, asking for business to ask for directions. Because for foreign businessmen, they are responsible for this single business, they have the fullest to decide their choice. Unlike the country, the leaders will not give you clear instructions before the negotiations. In the negotiations, the negotiators have to say: I asked the leaders.
In fact, the reason is that the bottom line of leadership negotiations is constantly changing. Leaders need to make decisions based on the situation on the spot and the other party’s reaction. These require uninterrupted feedback from the negotiators, which will cause the Chinese business negotiations to take many times. Negotiations can be reached.
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