6 negotiation stages summarized by negotiation experts

By justchinait
January 4, 2021

Business negotiation is an activity carried out by buyers and sellers to facilitate transactions or to resolve disputes between buyers and sellers and obtain their own economic benefits. Business negotiation is produced and developed under the conditions of the commodity economy, and it has become an indispensable part of modern social-economic life.

It can be said that without business negotiations, economic activities cannot be carried out. Business negotiations are inseparable from bargaining in daily life, cooperation between corporate legal persons, and financial and technological exchanges between countries.

The formal negotiation is divided into 6 stages, namely the introduction stage, the generalization stage, the explicit stage, the confrontation stage, the compromise stage, and the agreement stage.

1. Import phase

We believe that the introduction stage is mainly for people involved in economic and trade negotiations to get to know each other through introductions. Regardless of formal or informal occasions,self-introduction is generally used, and the relevant background information of the negotiator can be learned from the introduction.

The introduction phase is a short phase before the topic. Mainly the two sides exchanged greetings and introduced themselves. At this time, a good atmosphere for negotiation should be created, which should be frank, harmonious, relaxed, serious, methodical, and creative. If such a good atmosphere is lacking, it is not conducive to the smooth progress of negotiations. More neutral topics should be discussed at this stage, such as visitors’ journey experience, international news, sports news, personal hobbies, and the experience of cooperation between the two parties.

Guangzhou professional eloquence training institution reminds you that the introduction stage is the key to forming a negotiation atmosphere, so try to create a relaxed and happy atmosphere.

2. Overview stage

This stage is also called the exploration stage. The purpose of this stage is to let the other party understand your own goals and ideas and at the same time hide information you don’t want the other party to know, and don’t confess all your own situation. When you start speaking, keep the content short, grasp the key points, and express your emotional tendencies appropriately.For example, “Today’s discussion about the contract, I hope that the conclusion will satisfy both parties.”After speaking, you can leave some time for the other party to express their opinions and thoughts and get a preliminary understanding of the difference between the other party’s purpose and motivation and yourself.

At this stage, try not to arouse the other party’s anxiety and anger with the eloquence or attitude of the negotiation. Otherwise, it will only make the other party hostile, build a defensive wall, and lose the opportunity to negotiate or support yourself.

3. Explicit stage

In this stage, the two parties in the negotiation will inevitably have different opinions. Negotiations generally focus on such issues, what they ask for, what the other party asks for, what each other asks for each other, and the inherent needs that are not revealed. In order to reach an agreement, the two parties should discuss it peacefully. Pursuing the realization of their own needs is the principle of negotiation but in order to meet the needs of the other party.

4. The confrontation stage

In the negotiation process, in order to obtain the benefits they need, the two sides will have an obvious state of confrontation during the confrontation stage. At this time, both sides want to have an advantage, and naturally, they argue with each other fiercely and the atmosphere is tense.

Confrontation is the lifeblood of negotiation. In a confrontation, negotiators should show their wit, fortitude, and decisiveness and move forward courageously toward pursuing the goal. At the same time, they must be fully psychologically prepared to answer each other’s inquiries wisely at any time.

5. Compromise stage

In the negotiation, the two sides calmly entered the compromise phase after ending the confrontation phase.

When the confrontation ends, it is the time to seek compromise. Compromise is an indispensable part of foreign economic and trade negotiations. Who should compromise with the other party first is sometimes a tricky issue. If one party knows the scope and degree of possible compromise, and at the same time, has a certain estimate of the degree of the other party’s compromise, the compromise may be appropriate.,And get compromising compensation in some ways.

6. Agreement stage

After the confrontation and compromise phase, the two parties believe that their ideal goals have basically been achieved, and they agreed to the agreement. The two parties then sign the agreement, shaking hands and saying joy, and the negotiation is over.

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