Registered Company Trilogy

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At this time, we think there are two important reasons leading to the above results. One is that at least one side of the negotiations has no high sincerity in the negotiations.

We will not discuss this reason for the time being. We assume that the two sides have good faith in long-term cooperation.

Another reason is that the two party negotiators have not been able to fully grasp the negotiations in the limited negotiation time.

Under the precondition that each side of the negotiation has long-term cooperation sincerity, we propose a concept of "the three step of the registered company", that is to say, the steps of negotiation should be the three processes of Claiming value, Creating value and Overcoming barriers to agreement.

Our goal is to provide every registered company negotiator with a framework to effectively master the negotiation process.

Many famous business schools follow such a "three step" to train students' negotiating skills and abilities.

Many successful negotiations also follow the steps and principles of such a negotiation.

The following three steps are discussed as follows:

1. declare value.

This stage is the initial stage of negotiations, and the two sides should fully communicate their respective interests, and affirm the ways and advantages to meet the needs of the other side.

The key step in this stage is to find out the real needs of the other side. Therefore, the main technique is to ask the other party more questions and to inquire about the actual needs of the other party. At the same time, we must state our interests according to the circumstances.

Because the more you understand the real needs of the other party, the more you know how to meet the needs of the other person, and at the same time, the other party knows your interests to meet your requirements.

However, we also see that many so-called "negotiation skills of registered companies" induce negotiators to confuse each other in the process of negotiation, let the other party do not know your details, do not know where your real needs and interests are, or even try to mislead the other side, for fear that the other party will know your details and will ask you for wild speculation.

We believe that this is not the general principle of negotiation. If you always mislead the other side, you may end up losing yourself.

2. create value.

This stage is the intermediate stage of negotiations, and the two sides communicate with each other, often affirming their respective interests and understanding each other's actual needs.

However, this Agreement does not necessarily maximize the interests of both sides.

That is, interest often does not balance effectively.

Even if the balance is reached, the agreement may not be the best solution.

Therefore, both sides in the negotiations need to find ways to find better solutions and find maximum benefits for the negotiators. This step is to create value.

The stage of creating value is often the most easily neglected stage in the negotiation of registered companies.

In general, there are few negotiators in a registered company who can fully create, compare and measure the best solution from a global perspective.

As a result, negotiators often feel that the negotiation results are not satisfactory, and they fail to achieve the feeling of "winning" or there is always a little regret.

In view of this, it is very important to take the best way to maximize the interests of both sides.

3. overcome obstacles.

This stage is often the crucial stage of negotiations.

The obstacles to negotiation generally come from two aspects: one is the conflicting interests between the two parties; the other is that the negotiators themselves have obstacles in the decision-making process.

The first obstacle is the need for the parties to coordinate their interests in accordance with fair and reasonable objective principles. The latter requires the negotiated barrier free party to take the initiative to help the other party make a smooth decision.

The above mentioned "three step negotiation of registered companies" is the principle applicable to negotiators in any registered company.

As long as both sides of the negotiations bear in mind the steps of the negotiations and effectively follow the appropriate methods, they will be able to achieve win-win results and maximize the interests of both sides.

As for the methods and techniques to be applied in the three steps, we will give you a systematic introduction later.

The negotiation of registered companies should avoid extremes.

In the negotiations of registered companies, negotiators' attitude and basic principles of negotiation have a very important impact on the success or failure of negotiations.

Sometimes negotiators are in a variety of reasons and considerations, often fall into the extreme situation of negotiations, and even take some extreme methods to deal with the conflict of interests simply.

Soft and hard negotiation are two extreme examples.

The soft negotiation method means that the negotiator overemphasizes the importance of maintaining relations, and even if he sacrifices his best interests, he must reach an agreement or even succumb to the pressure of the other side.

That is, negotiators take a very mild attitude towards people and problems.

The hard negotiation method is that negotiators often encounter conflicting interests in negotiations, especially when negotiating partners are very tough when they are very tough. Sometimes they can not help but adopt other extreme negotiation methods. They regard their opponents as opponents, blindly insist on their negotiating positions, and never compromise with the other party until they win the negotiation.

Sometimes even when the other side gives in, he still takes aggressive attitude, regardless of the interests of the other side, and wants to beat the other team.