How Can I Become More Assertive During Business Negotiations?

Business negotiation psychology refers to various psychological activities of negotiators in business negotiation activities. It is the subjective and active reflection of business negotiators on various realities and conditions in the negotiation activities.

Business negotiation psychology

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Business negotiation psychology refers to various psychological activities of negotiators in business negotiation activities. It is the subjective and active reflection of business negotiators on various realities and conditions in the negotiation activities.

Chinese name

Business negotiation psychology

Reflection

Subjective initiative

Features

Relative stability

Meaning

Psychological contest

People are psychologically active. Generally speaking, when a normal person faces magnificent rivers and mountains, beautiful scenery, kind and enthusiastic people, it will produce affection and joy, and then form beautiful memories; The bloody atrocities of the weather and war will cause disgust, escape, and leave a bad impression. These are human psychological activities and psychological phenomena, that is, human psychology. Psychology is the subjective and active reflection of the human brain on objective reality. Human psychological activities generally include feeling, perception, memory, imagination, thinking, emotion, emotion, will, personality and so on. Human psychology is complex and diverse. In different professional activities, people will produce a variety of psychology associated with different activities.

With other

Business negotiation is both a negotiation of business issues and a psychological contest. It is not only influenced by the actual business conditions, but also influenced by the psychology of business negotiation.

In business negotiations, use the psychological knowledge of the negotiation to study the negotiation, and analyze "What does the opponent's speech and behavior reflect?" "What are their expectations?" "How to induce the counterparty properly?" necessary. Grasp the characteristics of psychological phenomena in business negotiations, understand the laws of psychological occurrence, development, and change of business negotiations, develop good psychological qualities for business negotiation personnel in business negotiation activities, maintain a good attitude, and correctly judge the psychological state and behavioral motivation of negotiating opponents It is of great significance to predict and guide the negotiation behavior of negotiating opponents.

In addition, the psychological strategies of business negotiation, which are false, true, and true, have a great influence on the outcome of the negotiations. Familiarity with the psychology of business negotiation will help improve the artistic quality of the negotiators, and thus deal with various complex negotiation issues flexibly and effectively.

Studying and mastering the psychology of business negotiation has the following effects on business negotiation:

The psychological role of business negotiation

1. It helps to cultivate the good psychological quality of negotiators themselves

The good psychological quality of the negotiators is an important basis for successful negotiations. Negotiators believe that the firm confidence in the success of the negotiation, the sincerity of the negotiation, and the patience in the negotiation are all the necessary psychological qualities to ensure the success of the negotiation. Good psychological quality is the condition for negotiators to resist the psychological setbacks of negotiations and to lay the foundation for the success of negotiations. Negotiators can strengthen the cultivation of their own psychological qualities and can grasp the psychological adaptation of negotiations.

Negotiators who have a correct understanding of the psychology of business negotiation can consciously cultivate and improve their own excellent psychological qualities, abandon bad psychological behavior habits, and thus build themselves into talents engaged in business negotiation. The basic psychological qualities that a business negotiator should possess are:

(1) Self-confidence. The so-called self-confidence is to believe in your own strength and ability. It is a prerequisite for negotiators to reach their full potential. Lack of self-confidence is often the cause of failure in business negotiations. Without self-confidence, it is difficult to face pressure and setbacks bravely, and in the face of difficult and tortuous negotiations, only with the confidence to win can the negotiators move to the other side of victory through unremitting efforts under difficult conditions.

Self-confidence is not blind self-confidence and self-respect. Self-confidence is based on full preparation, full possession of information, and scientific analysis of the strengths of both parties in the negotiation. They believe in the reasonableness of their requirements, the correctness of their positions, and the possibility of persuading their opponents. Self-confidence has amazing courage, and can be generous, chic, not afraid of difficulties, and perseverance.

(2) Be patient. The status of business negotiations is various and sometimes very difficult and tortuous. Business negotiators must be prepared to resist setbacks and fight protracted wars. In this way, patience and tolerance are essential psychological qualities. Patience is a necessary quality for negotiation to resist pressure and a prerequisite for negotiation to seize opportunities. In a protracted negotiation contest, anyone who lacks patience and endurance will lose the initiative to win in business negotiations. With patience, we can regulate our own emotions, not being restrained and influenced by the emotions of our opponents, so that we can always rationally grasp the correct negotiation direction. With patience, you can effectively pay attention to listening to the other person's report, observe and understand the other person's behavior and various performances, and get more information. Having patience can help improve your resilience and perseverance in participating in difficult negotiations. Patience is also a strategic weapon against negotiating opponents. It can achieve good results with Rouge.

In addition, in the face of the deadlock, we must have sufficient patience to wait for a turnaround. Whoever has the patience and complacency may gain more benefits after breaking the deadlock.

(3) Sincerity (sincerity). Generally speaking, business negotiation is a constructive negotiation that requires sincerity on both sides. With sincerity, not only the starting point of business negotiations, but also the psychological qualities of negotiators. Sincerity is a spirit of responsibility. The intention of cooperation is a sincere attitude. It is the basis of cooperation between the two parties in the negotiation. It is also a strategic weapon that affects and impresses the opponent's psychology. With sincerity, the two sides can have a solid foundation in their negotiations; they can truly understand and understand each other and gain their trust; they can seek common ground while reserving small differences to achieve reconciliation and concessions, and promote excellent cooperation. It is necessary to be sincere, and to respond to the questions raised by the other party in a timely manner in specific activities; the other party s approach has problems, and it must be pointed out in a timely and appropriate manner; its own approach is inappropriate, and it must be brave to admit and correct; After fulfilling the promise, we must earnestly fulfill our promise. Sincerity can enable the two parties in the negotiation to achieve good psychological communication, ensure the harmonious and stable atmosphere of the negotiation, eliminate some minor details and interference, and maintain the psychological activities of the negotiators on both sides in a better state, establish a good relationship of mutual trust, and improve the efficiency of the negotiation. Make the negotiations go smoothly.

The psychological role of business negotiation 2

2. Helps to figure out the opponent s psychology and implements psychological induction

Negotiators have an understanding of the psychological aspects of face-to-face negotiations. After practice, they can observe and analyze the negotiating opponent's speech and behavior, and try to figure out the state of the negotiating opponent's psychological activities, such as their personality, psychological pursuit, psychological motivation, emotional state, etc. During the negotiation process, negotiators must listen carefully to the other party s speech, observe their expressions, and pay attention to their behavior including subtle actions to understand the negotiating opponent s psychology, understand their substantive intentions, ideas, and identify their strategies or offensive intentions. Technology to prevent negotiating traps set by opponents and make their own negotiating decisions correctly.

Human psychology is related to behavior, and psychologically guides behavior. Psychology is inducible. It can guide people's behavior through psychological induction.

The British philosopher Francis Bacon stated in his "The Negotiations": "To work with others, you need to know their habits to guide them; know their purpose to persuade them; cripple their weaknesses to intimidate them; check their Advantage to restrain it. "Bacon's remarks are still useful for engaging in business negotiations.

Understand the psychology of negotiating opponents, you can adopt different strategies for different psychological conditions of opponents. Knowing the characteristics of the negotiating thinking of opponents and their attitudes to negotiation issues, they can carry out targeted negotiation preparations and take corresponding countermeasures, grasp the initiative of negotiations, and transform the negotiations into a direction that is beneficial to our side. For example, need is the basis for the generation and development of human interest. Negotiators can observe the other party s interest performance analysis in the negotiation to understand their needs; on the contrary, they can also induce psychologically based on the needs of the opponent to stimulate their interest in something Interest in contributing to the success of business negotiations.

The psychological role of business negotiation 3

3. Helps to properly express and disguise our psychology

Business negotiations must be communicated. Understanding the psychology of business negotiation can help express our psychology and can effectively promote communication. If the other party is unclear about our psychological requirements or attitude, we can express to the other party through various suitable channels and methods when necessary to effectively promote the other party to understand and value our psychological requirements or attitude.

As the other party to the negotiation, the negotiating party will also analyze our psychological state. Our mental state often contains important information about business activities, and some cannot be easily exposed to the other party. To cover up our psychology is to cover up the emotions, needs, motivations, expectations, behavioral tendencies, etc. that I have to cover up. In many cases, these are the core secrets of our side in business negotiations, and the loss of these secrets leads to the loss of initiative. If these secrets are known to the other party, they become a hotbed for the other party to breed negotiating tricks. Research on business negotiation shows that no matter the use of red and white faces, the coercion of withdrawal from negotiations, the deadline for communication, the use of delaying tactics, etc., it is the premise that one party understands some important information of the other party, The other party's psychological attitude is fully grasped, so it cannot be taken lightly.

In order to prevent the negotiating opponent from knowing some of our true psychological state, intentions and ideas, the negotiators can exercise control over their behaviors, information dissemination, negotiation strategies and other aspects based on their own understanding of the negotiation psychology, and psychologically motivate themselves (Or intention), emotional state, etc. make appropriate cover. If you are forced to make a concession during the negotiation process and have to withdraw on an already decided issue, in order to conceal the real reason and psychological intention of concession on this issue, you can use something like "Since you have a grace period in terms of delivery time" , We can make appropriate adjustments in terms of price "and other words to cover up; if we are facing time pressure, in order to cover up our psychological state of attaching importance to delivery time, we can use multiple members to make different requests, To disrupt the other person's sight or intentionally cover up the agenda.

The psychological role of business negotiation 4

4. Helps create a negotiating atmosphere

The knowledge of business negotiation psychology also helps the negotiators to handle the communication and negotiation with each other, and forms a good communication and negotiation atmosphere.

In order for business negotiations to successfully achieve the desired purpose, the cooperation of an appropriate negotiation atmosphere is required. An appropriate negotiation atmosphere can effectively affect the mood and attitude of negotiators and facilitate the smooth progress of negotiations. A master of business negotiation is also a master of creating a negotiating atmosphere, and will control the adverse negotiating atmosphere. The regulation of the negotiation atmosphere often changes according to the negotiation attitudes of the two sides and the strategies and methods adopted. Generally speaking, negotiators should try their best to create a friendly and harmonious atmosphere to facilitate negotiations between the two parties. But the proper atmosphere for negotiation does not always mean a warm and harmonious atmosphere. Out of the need of negotiation interests and negotiation situations, it will also deliberately create an atmosphere of tension or even disharmony when necessary to counter the coercion of the other party, put pressure on the other party, and force the other party to make concessions.