Since both parties want to maximize their own interests in business negotiations, conflicts of interest are sometimes difficult to avoid. At this time, only by taking effective measures to solve the problem can the negotiation be successfully completed and successful.
(I) Pay attention to empathy
The etiquette conflict between the two negotiating parties is often not due to objective facts, but to different ideas. The two negotiating parties each hold their own opinions and consider the problem according to their own way of thinking. At this time, the negotiation often reaches a deadlock. In business negotiations, if there is a disagreement between the two parties, it is better to consider the problem from the other party’s standpoint and not speculate on the other party’s intentions with yourself as the center. When the cooperation is reached, you must respect the other party. The purpose of negotiation is not “you win and I lose”. The two negotiating parties must first establish the concept of “win-win”. What kind of negotiation means, negotiation methods and negotiation principles are adopted to make the negotiation results beneficial to both parties is the real pursuit of business negotiations. Therefore, in the face of conflicts of interest between the two negotiating parties, negotiators should pay attention to empathy, attach importance to and try to find the real interests of both parties, and on this basis, use some methods recognized by both parties to seek the realization of the greatest interests. Common interests mean business opportunities, and emphasizing common interests can make negotiations smoother.
(II) Use “standards” to avoid conflicts
In business negotiations, sometimes the two sides will argue over a certain issue and refuse to make concessions. Even if “win-win” is emphasized, it will not help. At this time, objective standards play a very important role. For price issues that are often encountered in negotiations, when the two sides cannot reach a consensus, they can refer to some objective standards, such as market value, replacement cost, depreciation, book value, etc. This method is very effective in actual negotiations and can quickly achieve negotiation results without hurting the relationship. On the issue of price, conflicts of interest can be resolved in this way, and other issues can also be resolved by using objective standards.
Negotiators will encounter many problems in business negotiations. As long as they use various negotiation skills and coping strategies flexibly and appropriately, they can resolve various conflicts and achieve their expected negotiation goals.
(III) Use the “reservation opening” strategy
For products with strong market competitiveness, if they are confident in obtaining orders, negotiators can adopt the “reservation opening” strategy at the right time. The reserved opening strategy refers to not giving a thorough and accurate answer to the key questions raised by the negotiating opponent at the beginning of the negotiation, but keeping some reservations, thereby creating a sense of mystery for the opponent and attracting the opponent to enter the negotiation. When using the reserved opening strategy, you should be careful not to violate the ethical principles of business negotiations, that is, honesty is the basis, and the information conveyed to the other party can be vague, but not false. Otherwise, you will put yourself in a very embarrassing situation. The reserved opening strategy is suitable for low-key and natural atmospheres, not for high-key atmospheres. The reserved opening strategy can also turn other negotiation atmospheres into low-key atmospheres. Therefore, it is necessary to judge the situation and adopt it at the right time.