Practical Business Negotiation Encyclopedia

Author: Sun Qing and Zhang Fuchun (editors)
Publisher:
Publishing Date: 2005-05-01
Features: A competent negotiator should be perceptive, quick-witted, and agile. Business negotiation is a contest of strength and wisdom, a clash of knowledge and eloquence, and a battle of charm and performance. This book aims to help readers navigating the business world grasp the key aspects of business negotiation and become victorious negotiators. Business negotiation is a contest of strength and wisdom, a clash of knowledge and eloquence, and a battle of charm and performance. The fundamental theory of business negotiation is that both parties are winners. The success of negotiation largely depends on the ability to "make the pie bigger," meaning both parties should work together to determine the proportion of the share they each receive. The complexity of business negotiation. Business negotiation is a highly complex and serious economic activity that requires attention to every aspect of the negotiation, maintaining reasonableness and courtesy, employing strategies, and striving to win with evidence. For example, in the strategy of haggling, Party A might say, "If the delivery is delayed by three months, the price should increase because of price fluctuations." Party B can respond, "Price increases are acceptable if prices rise, but decreases are necessary if prices fall. We will refer to authoritative reports from third countries." Party B's response is targeted, fair, rigorous, and forceful. The practicality of business negotiation. Business negotiation is an applied science that emphasizes practice, focuses on practicality, and prioritizes solving real-world problems. Harvard professor and American linguist York Ken said, "Survival is a long-term negotiation with society and nature. To obtain your own interests and the maximum benefits you deserve, it depends on how you articulate it and how you persuade the other party." Business negotiation is exactly like this. A competent negotiator should be an expert in persuading the other party. "The Complete Guide to Practical Business Negotiation" provides a comprehensive and in-depth analysis of the entire process and of business negotiation, combining theory with examples, making it very easy to operate. It aims to help readers navigating the business world grasp the key aspects of business negotiation and become victorious negotiators.