Negotiations are a business form of communication. History is rooted in the distant past. Negotiations are a key form of business contacts, not a single deal can be done without them, as well as solving complex issues.
Instruction manual
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In business communication between the two parties, it is important not only to possess information about the subject of discussion, but also to have knowledge and negotiation skills. Methods and tools depend on the goals, the general model of the process.
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When negotiating, it should be borne in mind that they can take both a positive connotation - within the framework of cooperation, and a negative one - conflict.
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The negotiation process includes three components:
1. Perceptual - the perception and evaluation of the other side. Neglect is an obstacle to a positive conclusion to negotiations.
2. Communicative is a direct exchange of information between participants.
3. Interactive - the direct organization of joint activities of process participants.
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Distinctive features of negotiations as a form of business communication:
- communication of people with diverse interests. This feature is that the goals of the parties can be absolutely identical or opposite;
- due to the diversity of interests, the parties to the process are interdependent. Negotiators are limited in their ability to achieve their goal unilaterally;
- when negotiating, the efforts of the parties are aimed at a joint search for an optimal solution that does not contradict the goals of the participants.
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Types of negotiations as a form of communication depending on the types of communication:
1. A personal meeting is the most effective way to negotiate.
2. Negotiations through intermediaries. This type is used in the presence of personal hostility between the participants or insufficient competence of one of the parties.
3. Telephone conversations. This type of negotiation is necessary when the parties are in different cities, countries or on different continents.
4. Written negotiations. This type is similar to the previous one when it is impossible to meet in person. If the information contains trade secrets, then courier delivery and encryption are used.
5. Multistage or complex negotiations. This type is relevant if it is necessary to coordinate not two participants, but many, in the event that negotiations stretch for a long time.
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Stages of business communication in the form of negotiations:
- preparation is one of the most important stages during which it is necessary to outline a program, to determine the lower and upper thresholds of compromise;
- conducting - at this stage, the main goal is to establish contact with the other side. On it, proposals are made and a solution is sought. Do not neglect your interlocutor;
- completion - summing up and completion of the transaction.
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Negotiations are a specific effective form of communication that facilitates the joint search for solutions and establishing contacts in order to achieve optimal balance.
Useful advice
Respect for the interlocutor. Preliminary preparation.