Basic principles of the use of negotiating language

There is a clear distinction between negotiating language and general language expression. Negotiation is the exchange of opinions and opinions between the two sides. Negotiators must express their opinions clearly and clearly, and must listen carefully to each other's opinions, then find out the breakthrough, convince the other party, and coordinate. The goal of both sides is to reach an agreement between the two sides. In order to master and use the language of negotiation, we should first understand the basic principles of the use of negotiation language.

First, the motivation for instigating negotiations is the need and interests. The two sides negotiated to persuade the other party to understand and accept their own views, and finally to coordinate and adapt the two sides in terms of needs and interests. So this is an important activity related to individual and collective interests, and the accuracy of language expression is crucial. The negotiating parties must accurately convey their own positions, opinions and demands to each other and help each other understand their attitudes. If the information conveyed by the negotiators is not accurate, then the other party cannot correctly understand your attitude, which will inevitably affect the communication and exchanges between the negotiating parties, and the negotiations will be transformed in an unfavorable direction, and the negotiators' needs will not be satisfied. If the negotiator sends the wrong information to the other party, and the other party has reached an agreement by mistake, it will incur huge losses of interest.

In negotiations, negotiators often deliberately use a vague language for the tactical needs of expression, but when using vague language, it is also required to be accurate. Because fuzzy language reflects the negotiator's certain degree of understanding of an objective thing, and the degree of performance must be relatively accurate. In other words, the use of fuzzy language is precisely to convey more complex information and express intricate ideas. Fuzzy language stipulates a certain scope of understanding. If the principle of accuracy is put aside, beyond the scope of its understanding, vague language becomes a confused language.

Second, targeted negotiations are ubiquitous, and the negotiating objects are also different. To achieve the success of the negotiations, the negotiators must follow the principle of pertinence, and must adopt different communication strategies for different negotiating objects.

Due to differences in gender, age, education level, occupation, personality, interest, etc., the ability to accept language and the way in which the habits are used is completely different. Language workers find that men use more linguistic rational elements and prefer rational speculative expressions, while women prefer emotional bursts and use emotional appeals. People with straightforward character like to speak directly, and it is difficult for them to strike sideways. The utility, while the introverted and sensitive person, likes to sing the sounds of the strings when talking, and even the meaning of what is not in the words. If you ignore this personal difference in the negotiations, what you want to say is that it will be difficult to achieve good results, which will affect the smooth progress of the negotiations.

In addition to personal differences, the negotiating parties also have differences in relationships between young and old, close to each other, up and down, and so on. Negotiators also need to consider the impact of various differences on language applications in the negotiations. Transnational negotiations must pay more attention to the pertinence of language. Different cultural backgrounds determine different understandings of language. Therefore, the ability of the other party to accept must be considered in the negotiation.

Third, flexibility negotiations cannot be carried out independently by one person or one party. At least two or two parties must participate together. During the negotiation process, you asked me to answer the two sides. You said a word, word of mouth, and communicated face to face. There is no time to calm down and carefully consider the language. Moreover, the negotiation process is often fluctuating and complicated, even though the negotiating parties have made great efforts to make full preparations in advance and have formulated a set of countermeasures. However, no one can know in advance because the negotiating opponents say that, therefore, either party It is impossible to design every sentence in the conversation in advance, and the specific verbal response still needs the negotiator to be on the spot and adapt to it.

The negotiators should pay close attention to the output and feedback of the information, and carefully examine the reaction of the other party after they have finished speaking. In addition to listening carefully to the other party, analyze the feedback from the words, but also observe the color, from the other person's eyes, posture, movements, expressions to speculate on the other party's feelings about their own words, to see if it is interested in the topic, whether it is correct Understand the information obtained, can you accept your own statement. Then, according to the results of the investigation, the negotiators should adjust their language in a timely and flexible manner, transfer or continue the topic, reset the content of the speech, speak, and even terminate the negotiation to ensure that the language is better served for the purpose of negotiation. . If unexpected changes occur in the negotiations, you must not be constrained by the established countermeasures. It may be feasible to proceed from the actual situation and adapt to the reaction of the other party within the scope of the prescriptive permission of the negotiation purpose. If the mind is rigid and rigid, and it is not possible to deal with the changed situation in a timely manner in a changed way, it will lose its advantage in the negotiations and be passively beaten.

4. Adaptation As the saying goes, "Which songs to sing on the mountain" and "when to say anything" is to tell people that speech must adapt to a specific speech environment. The so-called speech environment is mainly the time and occasion, the location and other factors on which the speech activities are based, and also includes the preface of the speech. The speech environment is an important background factor for verbal expression and understanding, which restricts and affects the effect of language expression. Mastering the language of negotiation language must pay attention to the factors of speech environment. If you don't look at the occasion when you negotiate, you can say whatever you want, not only can the language not exert its effect, but it can even lead to resentment and side effects. It is necessary to adjust the language expression strategy at any time according to different occasions, and adopt an expression that is more compatible with the environment. If the environment is found to be unsuitable for negotiation at all, it is necessary to change the environment or change the negotiation plan to suspend the negotiations in time to avoid the negotiation failure.

Under certain conditions, the speech environment can also be used as a talk, and negotiators can use it to highlight the expression of the theme. For example, if the negotiation takes place on a memorable day and a place of special significance, the negotiator can link it to the content of the negotiation while speaking, and let the environment help to speak.