Chapter 60 Ninth and Fifth Skills: Language Skills for Foreign Trade Negotiations

Foreign trade negotiation is to do business, and it is to promote the development of the relationship between the two parties in the expected direction.To achieve the purpose of a reasonable transaction.In the negotiation, in order to obtain the benefits they need, both parties must always leave some room for achieving the goal beforehand.Therefore, differences and contradictions are inevitable in the negotiation.In order to eliminate differences, resolve contradictions, and achieve the goal of a smooth transaction, it is necessary to seriously consider, use strategies, use skills, and conduct conversations.

For example, in price negotiation, if you are the buyer, you should use the following methods to implement the strategy. ·Find out This means that at the beginning of the negotiation, we should use modest inquiries and provocative language to insinuate and guide the other party to reveal the intention of the transaction, so as to grasp the bottom limit of the price of the item, so as to introduce further negotiations in a targeted manner. ·Fiction This means that among the negotiators participating in the buyer, some people should play the bad face and insist on the price they can accept with decisive and uncompromising language; Willing to make a small concession.This kind of hard and soft, soft and hard method is to cooperate with reality, so as to achieve the purpose of exchanging less concessions for oneself in exchange for greater concessions of the other party.

· Stick to This is backed by strength, using confident, decisive and tough language to declare that if the other party still insists on its own point of view, the negotiation will be terminated immediately in order to force the other party to accept the deadlocked situation in the negotiation. ·procrastination This is to grasp the other party's anxiety and eagerness for success when the market changes are unfavorable to the other party during the negotiation, and use words such as casually answering irrelevant questions, or asking the company president for instructions, delaying time, refusing to make concessions, and making the other party feel uncomfortable. The pressure of time had no choice but to submit.

·Compromise This means that the two parties have reached an agreement during the negotiation, but there is still some distance between the quotation or the counter-offer, and both parties are unwilling to reveal the bottom line, one party should take the initiative to express its willingness to make a certain level of cooperation with words such as focusing on friendship and hoping to cooperate again in the future. Concession, so as to urge the other party to make a certain degree of concession, in order to reach a compromise agreement. ·Be considerate That is, when the negotiation has obviously developed in a direction beneficial to Party A, or an agreement has been reached due to Party B's repeated concessions, Party A should appropriately use words of thanks for cooperation and understanding to save Party B's face and eliminate Party B's unpleasant emotions , laying the foundation for further cooperation in the future.

Of course, foreign trade negotiation is a highly strategic business activity. In addition to paying attention to the proper use of the above-mentioned skills, you should also learn to use various rhetorical methods such as implicitness, humor, contrast, and metaphor, which will have special effects. .If it is confidential or it is not appropriate to speak out, you can use implicitness to prevaricate, etc. This must be used flexibly in practice.