Cross-border e-commerce negotiations require the formulation of negotiation strategies.
Negotiation strategies include a variety of strategies, such as opening strategies, inquiry strategies, quotation strategies, concession strategies, counterattack strategies, deadlock-breaking strategies, “red-face and white-face” strategies, return strategies, and silence strategies. According to the possible situations in the negotiation process, we should be prepared in advance, have a clear mind, and use them flexibly in the negotiation. The so-called strategy is the overall countermeasures and the application of skills in specific links in the negotiation, which is weighed and formulated based on the comparison of the negotiation advantages of both parties and the importance of interests. Different opponents will have different negotiation styles. It is particularly pointed out that the negotiation style is determined by the situation of the opponent, and it is not the personality or consistent style of the representative of one’s own party.
Some more casual or temporary negotiations may not require or have time to formulate a formal negotiation plan, but this does not mean that the negotiator can talk about anything at will. At least the negotiator should anticipate the goals, main links, and coping methods of the negotiation in his mind. Even if you imagine these contents one minute before the start of the negotiation, it will be beneficial to achieve the negotiation goals.