For cross-border e-commerce negotiations, consider the following questions in advance:
(1) Do I have a comprehensive understanding of the client? Is there anything missing from my preliminary preparations?
(2) How should we start the negotiation after the meeting?
(3) What are the key questions raised by the client? How should we answer these questions?
(4) Do we have enough arguments and information to support our views and requirements? If not, what information should be added?
(5) What difficulties and deadlocks may be encountered in the negotiation? How should they be resolved?
(6) What is the negotiation style of the other party’s main negotiator? What are his hobbies? How should we deal with it?
(7) If the other party does not agree with our first plan, what other alternatives or substitutes are there?
After considering the above questions, you can make a rough process arrangement for the negotiation. The process progress of the negotiation is arranged in a targeted manner according to the specific matters of the negotiation content. Sufficient discussion time is left for important topics, and smaller topics can be quickly agreed and passed. It is also necessary to consider the order of the various topics, and generally grasp the principles of compactness and order.
When drawing up the process, pay attention to the following principles:
(1) When drawing up a timetable, reserve appropriate thinking time based on the importance of the topic.
(2) Try to take the lead in the process, so that the rhythm and direction of the negotiation are under our control, and we can also appropriately consider the customer’s needs and proposals.
(3) Generally, it is in chronological order, or in the order of easy first and difficult later.
When formulating a negotiation plan, another very important thing is to determine your bottom line in the negotiation. This way you will know when to end the negotiation, when to say “yes”, when to say “no”, when to be tough, and when to terminate the negotiation. That is to say, if you reach this bottom line, you must be clear about what you should do. In addition, you should consider what will happen if you do not get the expected results and what the best option is.