Cross-border e-commerce negotiations have the general characteristics of negotiations, but their negotiation subjects, purposes and contents are obviously different from other military or political negotiations. They reflect business relationships and aim at profit and win-win cooperation.
1. Diversity of negotiation objects and economic situations
Unlike other types of negotiations, the object of trade negotiations is often not unique. Instead, there are many options. Especially with the current global economic integration, with the continuous expansion of economic and trade cooperation areas and fields, and the increasingly fierce market competition, whether as a buyer or supplier, the objects and regions of trade cooperation are becoming more and more extensive. At the same time, due to the ever-changing market economy, the uncertainty of the negotiation object has also increased. This characteristic of trade negotiations determines the importance of choosing negotiation objects and strengthening one’s own strength.
Trade negotiations mainly face the global economic situation. The biggest feature of the economic situation is complexity and variability. Not only are there great differences in economic activities in various regions, but time also has a great impact on the economic situation. For example, waking up one night and finding that the global oil futures market has fallen by 20%, it will be a big blow to the world economy. Especially with the globalization and informatization of the economy, the speed of this change is accelerating, so-called “the only constant is change”. Changes in the economic environment have an important impact on trade negotiations, which fully illustrates the importance of analyzing the economic situation and choosing the right time for negotiations. We must “adapt to changes” in order to keep up with the situation and not be eliminated.
2. Focus on price and follow the law of value
Trade negotiations can promote the rapid production and circulation of products, and must follow the law of value. The negotiation of retention and exchange must be based on the principle of equal exchange between the two parties. Only on the basis of basic price equality can the negotiating parties reach an agreement. Trade negotiations are also affected by the supply and demand relationship in the market. The supply and demand relationship not only affects the comparison of the negotiating strength of the two parties, but also restricts the distribution of interests between the two parties. It can be said that the specific results of each negotiation are the embodiment of the role of the law of value.
Price is almost the core content of all trade negotiations, because price reflects the interests of both parties in a concentrated manner. Price negotiations are affected by many factors, such as supply and demand, quality, quantity, payment, delivery time, etc. At the same time, the gains and losses and more or less of the negotiating parties in other interest factors can be quantified as a certain price, which is reflected by the rise and fall of price figures. Therefore, price is the interchanger and balancer of all interests. This characteristic of trade negotiations requires negotiators to always focus on price and stick to their own interests. On the other hand, they should not be limited to price, but should be good at broadening their thinking and strive for benefits from other interest factors.