Chapter 10 commercial war dun decision-making model and the principle of a negotiation

A, the relationship between the negotiation and decision making

1, what is business negotiation

Business negotiation refers to people in order to achieve goals, trading mutually agreed commercial activity.Business negotiation is an important content of social market economy activities.With the success in China joined the WTO, the development of the socialist market economy, the real promotion and with international practice of modern enterprise system as soon as possible to connect and make business negotiations in the modern business management, development, sales and after-sales service plays an increasingly important role.

2, business negotiation and decision-making

Decision-making ability is more important in negotiation of a kind of ability.When negotiators trading consultation discussion, the specific content of the entering the clappers decision-making stage, the need to negotiations personnel according to the actual situation to make rational decisions.Decisions not only reflected in the final stage, but in the process of negotiation, so negotiations is the process of the decision-making process.

3, the subject and object in business negotiations

Subject and object of business negotiation with our normal life of the Lord and guest, is just the opposite here refers to the body of the passive accept waiting, but the object refers to offered conditions, proactive, etc., in order to be able to image the understanding of this relationship, we can simply understand the Lord give priority to people, is static, is passive, is negative, is after the move;The guest for the guest, for the dynamic, to active, positive and for the first move;From commercial war dun armour decision-making model, day dish for the guest, turf.

In business negotiations, if take the initiative to invite customers, take the initiative to call customer behavior belongs to the scope of the guest, if wait for customers booking, waiting for the customer the door consulting behavior belongs to the scope of the main;If the initiative on the battlefield against attack enemies, which is given priority to, if you take defense, defensive tactics are mainly.

Second, the business decision to paraphrase a negotiation skills and principles

Commercial war dun armour negotiation decision model can be widely used in the project cooperation, agents, sales, bidding, bidding, auction and other large talks, for through commercial war dun armour negotiation decision model can effectively help enterprises in the negotiating process to choose the best of time and space information, best negotiation decision scheme, rational control of the whole negotiation process play a major role, the following our business dun armour negotiation decision applied in the actual combat skills to introduce in detail.

1, choose the most advantageous information of time and space

Information of time and space for a planned talks would be to display the effect to the best state, the sponsors of role especially in negotiations.Our development agent negotiation as an example to explain the choice of time and space information, agent for production enterprise is A product in the middle of the circulation, is A production-oriented enterprise level of A customer, can develop good agent directly related to the production of products can be very good circulation in the market.Talks, held in product agent in space and time information in the dry agent, to dry for product release enterprise, dry year for the national macroscopic policy, in order to dry for the competitors.In general, if the selected model show the agent to come to help production enterprise, is the agent negotiation results to production enterprises, if the two ratio and, the negotiation is a win-win result, if the production enterprise to help agents, is for the agent, the agent returns and support more generous, negotiation results to the agent.Choose the time and space information depends on production enterprise product market strategy, product can play at the same time to the market still need according to the project investment, human resources, such as advertising model to comprehensive judgment.

2, choose the best negotiation scheme

Negotiations or negotiation strategies in model in door to represent the scene, negotiating skills use d to represent.Negotiation scheme the palace or dickics his palace in the magnetic field and dry palace combination for the negotiations both sides will have the effect of different, the one who has the brake power, the one who had the winning rights, negotiation result is conducive to the side, in the operation of actual negotiations, we can choose the best negotiation scheme in order to achieve a satisfactory effect.Best negotiation choice not only including decision-making best solution, but also to choose the best negotiator, negotiator's comprehensive ability is also very important, in the model in jing door represents the eloquence of the negotiations, teng snakes, basaltic represents a random strain capacity at the negotiating table.

Negotiations will be involved

3, rational control of the whole negotiation process

Business negotiation is in order to negotiate with each other in many cases and achieve the goal of trading, so the business negotiations under more embodied in the principle of win-win, but not all all the negotiation result will be a win-win, so whatever we do negotiation sponsors or invited to party, should be the rational control of the whole negotiation process, fully select favorable information of time and space and negotiation role between subject and object, if can't choose the advantageous under the premise of spatial and temporal information, you can select the master and guest role to control the negotiation process.

Three cases, some engineering firm bid hotel

The Gregorian calendar time: 2005-5-15 12:39:00

According to the lunar calendar time: YiYou years (chicken) April 8th lunar month

Power: YiYou sheen have hai GengWu

The ten-day empty: afternoon (in) not ShenYou tatsumi (month) (day) xu-gou hai (when)

This bureau for Yang dun game operator: straight day peng star make straight: take the door

┌ ─ ─ ─ ─ ─ ─ ┬ ─ ─ ─ ─ ─ ─ ┬ ─ ─ ─ ─ ─ ─ ┐

│ │ lunar │ liuhe │ teng snakes

│ day Ren Bing auxiliary symplectic │ │ │ day rush g day

│ death door symplectic │ jing door b │ the door │

├ ─ ─ ─ ─ ─ ─ ┼ ─ ─ ─ ─ ─ ─ ┼ ─ ─ ─ ─ ─ ─ ┤

│ straight operator │ │ │ white tiger

│ │ a tianpeng e English b │ │ day

│ │ scene door g nonyl │ Hugh door-keeper │

├ ─ ─ ─ ─ ─ ─ ┼ ─ ─ ─ ─ ─ ─ ┼ ─ ─ ─ ─ ─ ─ ┤

Basaltic │ │ │ │ nine days nine

│ │ as decanoic │ sky column butyl poultry day RuiJi │

│ │ injury and went c e door │ decyl nonyl born door │

└ ─ ─ ─ ─ ─ ─ ┴ ─ ─ ─ ─ ─ ─ ┴ ─ ─ ─ ─ ─ ─ ┘

First, from the perspective of the bid negotiation decision analysis

The bid unit: soil

Competition unit: XinJin

The bid projects: the door

Bidding strategy: door scene

Second, from the perspective of project investment analysis

For inviting party, is the process of a project sold - positive understanding of project and capital

For competitive bidding party, is a process of buying, the reverse understanding of projects and capital, unexpectedly buyers need to use minimum capital will be the biggest benefit.

The key to understand the price negotiation is the most difficult part of the bid negotiation, to understand the timing of the space and time information in the quotation is more important than the content of the offer

Three, the view of landscape

F add decyl: called punishment basaltic, men's and women's disease in critical condition, a prison prison legal cases.

Heptyl add b: for taibai every star retreat into bad, seeks for the adverse.