What Does a Contract Negotiator Do?

Business negotiators are the main participants in business negotiations.

Business negotiator

Right!

Business negotiators are the main participants in business negotiations.

Chinese name

Business negotiator

Object

Business negotiation

Attributes

Knowledge

Nature

Trade theory

1. The quality of knowledge ^[1]

I. Training requirements ^[1]

The division of labor refers to the nature and professional division of labor of the people participating in the negotiations. The division of labor requires that each negotiating participant has a position and professional authority in the negotiation, but also has some kind of constraint. At the same time, the division of labor also exerts and respects the strengths of each participant, and at the same time draws a line between respect for others and self-esteem. These include: ^[1]

When discussing the division of labor of negotiators, collaboration between them must be considered. Here are collaborations in several common situations. ^[1]

(1) The case of multiple hosts.

This refers to the situation where the person in charge of the negotiation is separated from the person who negotiates or there are both technology and business speakers. When the person in charge is separated from the person in charge of the talk, the contradiction is dominated by the person in charge, and his cooperation is the main contradiction. In the negotiation, the role of the talker should be maximized. The specific method is: in the concierge occasion, the main role can appear; in the negotiating occasions, you can appear as an observer, in order to give full play to the enthusiast's enthusiasm, maintain the author's authority, and strive for the effect of negotiations. However, in the event of a deadlock in negotiations, you can come forward. The overall negotiation process is closely followed and guided at any time. As far as the technical and business talkers are concerned, they should take the initiative to assist the person in charge to formulate an overall negotiation plan, implement it separately, and maintain communication with the person in charge during the implementation process. When there is no general manager and the technical and business talkers are jointly responsible, the two should work more closely together.

(2) Negotiation of technical annexes.

At this time, the technical talker is responsible for convening the technical personnel, management personnel, engineering designers who participate in the negotiation to prepare technical attachments, and at the negotiating table, organize professionals to conduct counterpart negotiations with each other. The technical presenter shall only be responsible for the completeness and accuracy of all attachments. Business personnel and legal personnel both play the role of staff and protection. When negotiating technical annexes, the technology talker is authoritative, but if obvious changes are made to the technical goals set in advance, they should also discuss with the business talkers, solicit opinions, and effectively link "technology and price". If business talkers do not participate in certain technical negotiation sessions, they should report after the meeting.

(3) Negotiation of contract terms.

Business talkers or lawyers preside over the talks and prepare the necessary documents, and are responsible for the legitimacy, rigor, enforceability, and fairness of the contract terms. Technicians can participate in and make recommendations on relevant terms such as price, payment, packaging, transportation, service, acceptance, fines, etc. Under the unified arrangement, technicians can also participate in the negotiations and turn observation into active input.

(4) Negotiation of transaction price.

The business owner is in charge of negotiating the transaction price, but from the perspective of participants, it has the characteristics of phase cooperation. In the initial stage of price negotiations such as price interpretation and price comment, there were a wide range of participants, including business talkers, technology talkers, and others. The cooperation principle is: business talkers preside over and plan negotiations, technical staff or administrative staff, etc. analyze the price and speak at the meeting according to the deployment, so as to form a situation of "everyone crusade and unity in the city" in the price negotiation. The mood of the scene is high, and the psychological effect is obtained. Experts are familiar with commodities, analyze the value of commodities, and have rich manpower, making it easy to investigate the market. As long as the director is good, its power is huge on the price negotiation field. In the middle and later stages of the price negotiation, the number of participants was relatively reduced, mostly 1-3, including business talkers, technical talkers or managers. The main business talker is the main person, and other people can only speak and express their opinions in accordance with the plan discussed in advance. Any new opinions and attitudes must be discussed with the business talker before they can go out. Even if you think you have an excellent idea, you can't blurt out. You can ask for a temporary adjournment, and talk to each other later. The expression of opinions outside the bill without permission is tantamount to disrupting price negotiations. Of course, business talkers should seek the opinions of other participants and create opportunities to discuss in order to draw the smartest and most effective solution.

(5) Talk about the situation of people with poor ability.

For various reasons, the business negotiator's organizational ability and negotiating ability are not as good as those of the technical talker or manager, or vice versa, this situation is called capacity imbalance. At this time, the strong do not discriminate against the weak, especially in the presence of opponents, they ca nt show discrimination at all, otherwise they are tantamount to self-destructing the lineup; the weak are not ready not to play, and the strong are not invited to play without the invitation of the weak; At times, it only seeks partial help instead of replacing the full responsibility of the weak.