Business negotiations: types, rules, stages
Posted: Mon Jan 20, 2025 3:39 am
What is it? Business negotiations are conversations during which the parties try to come to a mutually beneficial agreement. To achieve their goals, negotiators can make concessions, compromise, and use psychological techniques.
How to conduct? Business negotiations are, first of all, rules. Be honest, punctual, respect your opponent, keep your word. Following these and other requirements does not guarantee the achievement of the desired results, but it will definitely not become a reason for "declaring war" and spoiling business relations.
The article explains:
Functions of business student database negotiations
Types of business negotiations
General principles of conducting business negotiations
Distribution of roles in business negotiations
3 Styles of Business Negotiations
Rules for conducting business negotiations with partners
Rules for Conducting Business Negotiations with Investors
Rules for conducting business negotiations with clients
Rules for conducting business negotiations by telephone
Stages of business negotiations
Techniques and methods for conducting tough business negotiations
6 Common Mistakes in Business Negotiations
Completion of business negotiations
5 Scenarios for Using Neural Networks to Increase Website Conversion by 40%
Download for free
Functions of business negotiations
In general, negotiations can be called any situation in which the parties want to come to an agreement on something. This could be businessmen clarifying the procedure for selling a business, or neighbors deciding not to carry out repair work on weekends.
Business negotiations include three functions:
Informational – related to the exchange of information. It enables the parties to understand what the opponents are doing. For example, the customer discloses the input data of the planned project or a member of the development team describes the results of the week's activities.
Communicative – allows you to discuss the information you have received. This is a very important function, since in order to resolve contentious issues, the parties must exchange opinions.
Controlling – synchronizes the actions of negotiators when they discuss figures, deadlines, project stages, implementation of agreements, etc.
Functions of business negotiations
In addition to the listed main functions, conducting business negotiations also includes a number of secondary ones:
Propaganda – is associated with the desire of opponents to convince the other side to change its position. Often, during negotiations that include this function, no agreement is reached.
Distraction of the opponent's attention. This function does not contribute to the formulation of agreements, but is used to shift the focus of attention.
For example, the owner of a warehouse does not like the tenant. When the contract is about to expire, the latter initiates a meeting to extend it. In turn, the owner of the warehouse will come to the negotiations, but will not be interested in reaching an agreement, since he has already found another tenant.
How to conduct? Business negotiations are, first of all, rules. Be honest, punctual, respect your opponent, keep your word. Following these and other requirements does not guarantee the achievement of the desired results, but it will definitely not become a reason for "declaring war" and spoiling business relations.
The article explains:
Functions of business student database negotiations
Types of business negotiations
General principles of conducting business negotiations
Distribution of roles in business negotiations
3 Styles of Business Negotiations
Rules for conducting business negotiations with partners
Rules for Conducting Business Negotiations with Investors
Rules for conducting business negotiations with clients
Rules for conducting business negotiations by telephone
Stages of business negotiations
Techniques and methods for conducting tough business negotiations
6 Common Mistakes in Business Negotiations
Completion of business negotiations
5 Scenarios for Using Neural Networks to Increase Website Conversion by 40%
Download for free
Functions of business negotiations
In general, negotiations can be called any situation in which the parties want to come to an agreement on something. This could be businessmen clarifying the procedure for selling a business, or neighbors deciding not to carry out repair work on weekends.
Business negotiations include three functions:
Informational – related to the exchange of information. It enables the parties to understand what the opponents are doing. For example, the customer discloses the input data of the planned project or a member of the development team describes the results of the week's activities.
Communicative – allows you to discuss the information you have received. This is a very important function, since in order to resolve contentious issues, the parties must exchange opinions.
Controlling – synchronizes the actions of negotiators when they discuss figures, deadlines, project stages, implementation of agreements, etc.
Functions of business negotiations
In addition to the listed main functions, conducting business negotiations also includes a number of secondary ones:
Propaganda – is associated with the desire of opponents to convince the other side to change its position. Often, during negotiations that include this function, no agreement is reached.
Distraction of the opponent's attention. This function does not contribute to the formulation of agreements, but is used to shift the focus of attention.
For example, the owner of a warehouse does not like the tenant. When the contract is about to expire, the latter initiates a meeting to extend it. In turn, the owner of the warehouse will come to the negotiations, but will not be interested in reaching an agreement, since he has already found another tenant.