Office, a merchant according to the enterprise site information, dialed the contact phone:

"Hello, my side is xxx district/county government staff, see your xxx project in the search for plant, the main focus on the xxx area, have the intention to consider our side?"

A few minutes of simple communication, chatting clearly site needs, and have the appropriate conditions, will invite enterprises to negotiate face to face.

This kind of scene, we must not be unfamiliar.

Whether it is ten million, or hundreds of millions of project landing, all need to start from investment.

And the whole process of advancing, often do not get around the negotiation.

We and the enterprise game, in the scope of everyone can accept, looking for the maximum common denominator.

01 How to prepare before the negotiations

Before the negotiations formally began, the first and the enterprise online full communication, understanding and mastering the negotiation of the various aspects of the data and information, and fully study, the main figure out a few points.

For example, what are the matches between us and the enterprise's demands, or differences that cannot be met for the time being? Enterprises and our negotiations with the support points, especially the enterprise negotiation ideas, key points, concerns.

And, what is the goal of each round of negotiations, the scope of authority of the other party's personnel.

Tailor a reasonable strategy, using the principle of easy before difficult or difficult before easy. Do several dimensions of analysis, such as key person analysis, relevance of interest analysis.

Especially in terms of interest relevance, look at the problem from the perspective of the enterprise, see where their interests start from, what is the core demand.

Is it the market, or the supply chain, or the factors of production?

For example, when choosing a site, companies generally look at the location, and reasonably priced land. And manufacturing companies will also care about electricity prices and energy consumption targets.

Sometimes, companies will also ask us to allocate housing, give policies, or hope that we can be in the industrial part of the pocket.

To know your enemy and know yourself, you need to know your enemy and know yourself.

Investment decision-making is a long-cycle behavior. Merchants also need to set negotiation goals in stages, prepare in advance the negotiation schedule, terms and conditions of the table and other information.

At the same time, a clear result time, and the enterprise to reach agreement.

Different projects are in different stages, the negotiation goals are also different.

For example, the Merchants learned from the official website of the enterprise, its 5-year strategic plan, clearly will be through mergers and acquisitions, investment and other ways to expand fixed assets to three times the size of the 5-year period.

Then, the Merchants will have to analyze the corporate strategy, in detail.

The goal of this negotiation is very clear, one is the enterprise to leave a good impression, and the second is to find the combination of the enterprise and the local area, when the enterprise to make investment, to explore the possibility of combining with the local industry.

And then, for example, if it is understood that the enterprise has an investment plan and is expected to put into production by the end of this year. Then, when negotiating, it is necessary to design a relatively mature program by combining the details of the enterprise's investment project, resources and policy needs.

The goal of this negotiation is to ask the enterprise to visit the area.

In order to ensure the completion of the negotiation, you can set the target value, there are three main dimensions: the bottom line target (60 points and passing line), the main target (60 to 70 points), the optimal target (100 points).

At the same time, the calculation of their own, the customer's optimal and bottom line goals. At this time, there is a target difference, and this is the space that can be negotiated.

Based on this prepared information, project the negotiation process in advance and prepare multiple alternatives.

Summarized in one sentence, it is to select the negotiation goal, prepare a negotiation plan, planning negotiation strategy.

To be clear, all the behavior is around the goal, to avoid driving the process, gradually deviated from the core point.

02 The core points of the rounds of negotiations

Just as the job interviews, investment negotiation, rarely in a short period of time to facilitate, often need multiple rounds of negotiations.

We will think long and hard before negotiating, and conduct more than 3~4 rounds of negotiation.

The first round of negotiation, generally, is the process of building trust.

Build an alliance with the company, evolving from an outsider to a partner. Standing in the higher strategic perspective of the enterprise, to do analysis, so that we can maximize the common interests.

Roughly, the process is mainly understanding-recognition-interaction-private friendship.

The first time you meet and talk, show a good image of the individual. The atmosphere can be more relaxed, ask some resonance questions:

"A lot of companies over there come over here, have mentioned this to us, your side too, right?"

Or encouraging questions to maintain the relationship through praise:

"How did your side achieve such a fast growth rate in such a short period of time?"

Based on what the other person says, determine the claims and concerns behind it.

For example, if the other party says, "I need a cheap plot of land," they probably want to control the cost of moving in. If they say, "I want a location near the port," then shipping is probably the main channel for transporting their products.

To address these needs, provide valuable information and generate interest.

Don't just say, "What do we have," but "What can we offer for this project? For example, what range of land prices can be negotiated. This exchange builds initial trust.

Midterm negotiations, mainly to talk clearly about the policy, to explore the other side of the bottom line.

This stage of communication, there are two kinds of formal communication and informal communication. Formal communication is mainly to have a consensus conclusion, to do a clear written.

Designing the agreement program, can not only focus on the immediate interests, but also have to calculate the long-term account.

For example, if you want to make more investment in the enterprise, spend less money, faster production, you need to talk about the "staging" cooperation: first rent a factory, the completion of the production target and then continue to take the land to expand the project.

Informal communication occasions, the atmosphere can be more relaxed, mainly to explore the bottom line, the card progress-oriented. Explore the other side of the bottom line, or to the bottom line of the enterprise.

You can take the enterprise to the site visit, whether it is consistent with the planning map. There are problems also have to communicate clearly in advance, to reduce the concerns of enterprises in the early stage, and further increase trust.

Later negotiations, mainly for decision makers to pave the way.

Here is the concession stage of the negotiations. Through the two sides of the game, there is always one of the concessions or both sides of the respective concessions, and then reach an agreement.

Of course, the concessions should also depend on whether they are within control, or whether they can give the other party appropriate compensation.

For example, when it comes to land prices, companies may say they are lower elsewhere.

If we really can't make concessions, we can say that the supporting facilities here are more mature, and the company can save the cost of building its own roads and factories after landing.

At this stage, we should try to narrow the gap between the two sides' demands, and the core game point should not be more than three. Mainly to solve the core demands of enterprises, try to negotiate in this round, it is best to leave only one game point.

This way, when it comes to the final negotiations at the decision-making level, you will be able to make a decision faster.

The final round of negotiations is the key moment to finalize the conclusion.

It is clear that this is the final round of negotiations and that a series of treaties will be finalized. Decision-makers on both sides, on the last point of the game, the final consultation.

Whether we can work together or not depends on the willingness of this round of decision-makers to give the go-ahead.

Our executives tend to put more emphasis on long-term cooperation and whether the project will have a driving effect on the local industry after it is implemented.

This time, the investment promotion people need to play a good cooperation, deal with all the details.

Through the game and concessions, the two sides reached agreement on the negotiation goal. Merchants need to clarify the subsequent nodes as soon as possible, by signing the contract, the verbal commitment to write clearly.

03 How to deal with the impasse

In the gaming process, it is inevitable that there will be a disagreement, the negotiations reached an impasse how to do?

The first thing to do is to avoid the conflict and shift the subject to other issues to reach an agreement.

Without touching the bottom line, within an acceptable range, you can make modest concessions on some small issues, a small profit for a big profit, so that the other side to get initial satisfaction, for the subsequent fight for a greater interest in laying the foundation.

But we also need to pay attention to determine the bottom line and principles of concessions. It can be loosened first and then tightened, rather than tightened first and then loosened, otherwise the opportunity to make concessions will be lost.

For example, if the other party concedes 20%, we can concede 10%, but when the other party asks us to make the same concession, it can be decided according to the bottom line. If it is difficult to meet, then "can not afford the loss", to politely refuse the other side.

When you are dissatisfied with the conditions proposed by the company, you can be silent, but keep eye contact, so as to regain the leading position in the negotiation, and look for the right time to start the next negotiation.

Aimed at the enterprise's negotiation goals, we can put forward a variety of negotiation conditions, so that the other party to choose acceptable conditions.

For example, in exchange for the conditions, the customer promises to reach the target annual output value, and we promise additional subsidies; we open up the industry chain resources, and the enterprise promises to localize the procurement rate.

If there is a serious impasse, informal negotiations can be taken off-site to exchange views. Find solutions from many sides and replace emotions with programs.

Entering the late negotiation stage, the negotiation progress has been completed 70% to 80%. At this stage, it is necessary to ensure that the consensus that has been reached, is the other side of the common recognition.

In other words, to ensure that the internal opinions of the enterprise up and down the same.

As an analogy, if you talk to the front-line staff, and later reported to the leadership of the time, for some reason failed to facilitate cooperation. Then, the early efforts will be wasted.

Finally, a brief summary.

The essence of investment negotiation, in fact, is the exchange of value.

Simply put, that is: you need my resources, I need your driving force.

If agreement is reached on cooperation, it means both sides win. Later, it may also bring expansion, or the opportunity to recommend other customers upstream and downstream of the industry chain.

Do not lose quality projects or potential projects because of obsessing over some details.