The Skills Of International Business Negotiation

The second important skill of negotiation is to ask questions skillfully. By asking questions, we can not only get information we can't get at ordinary times, but also confirm our past judgement. Exporters apply open-ended questions (that is, the answer is not "yes" or "no", which needs special explanation) to understand the needs of importers, because such problems can make importers freely and freely talk about their needs. For example, "Can you tell me more about your campany?", "What do you do"?
　　
After the offer, the importer often asks, "Can not you do better than that?" on this question, we should not give in. Instead, we should ask: "What is meant by by" or ""? " For example, the importer said: "Your competitor is offering better terms." at this time, we can continue to ask questions until we fully understand the offer of competitors. Then we can tell the other side that our offer is different, actually better than our competitors. If the other side gives us a vague answer to our request, such as "Noproblem", we should not accept it, but we should ask him to give a specific answer. Besides, before asking questions, especially at the beginning of negotiations, we should seek agreement from the other side. This has two advantages: first, if the other side agrees to our questions, we will cooperate more when answering the questions; two, if the answer is "Yes", this affirmative reply will create a positive atmosphere for the negotiation system and bring a good start.

Editor in chief: Du Jun