商務談判心理技巧

商務談判心理技巧TheMentalityskillofBusinessNegotiationAbstractBasedonthetheoreticalknowledgeofpsychologicalfactorsinbusinessnegotiation,thispaperdiscussesthesignificanceofbusinessnegotiation,andanalyzestheimportantroleofpsychologicalskillsinbusinessnegotiationbycombiningtheresearchresultsofexpertsandscholar;Intheend,accordingtotheactualproblemsthatmanypsychologicalfactorsaffectthenegotiationeffectinthenegotiationexampleofweddingservicesales,theauthorputsforwardhowtomakeuseoftherationalnegotiationpsychologicalstrategyandskilltosuccessfullyreachthenegotiationagreement.摘要本文以商務談判中心理因素研究的理論知識為基礎，論述了商務談判的意義；再結合專家學者們的研究成果，分析商務談判心理技巧的重要作用；最后根據(jù)本人在婚禮服務銷售工作的談判實例中，因多種心理因素影響談判效果所遇到的實際問題，提出如何做到利用合理化的談判心理策略及技巧成功地達成談判協(xié)議。ContentAbstractAbstractInChineseIntroductionTheimportanceofbusinessnegotiationmentality2.1CultivatetheNegotiator'sGoodPsychologicalQuality2.2FigureOutthePsychologyofNegotiationOpponents2.3ProperlyExpressandConcealOurPsychology2.4CreateaFavourableNegotiationAtmosphereTheApplicationofBusinessNegotiationMentalitySkillsinWeddingIndustry3.1NegotiationPerceptionCustom3.1.1FirstImpression3.1.2HaloEffect3.2TheStrategiesforPsychologicalNeedsofNegotiators3.2.1DominantNeeds3.2.2TheUrgencyofNeeds3.2.3TheSubstitutabilityofNeedGratification3.3NegotiationPsychologicalTaboos3.3.1Don’tlackofconfidence3.3.2Don’tbeexcessiveenthusiasm3.3.3Don’tlossofcontraindications3.3.4Don’tlosepatience3.3.5Don’ttakelightly3.3.6Don’tbeself-bindingConclusionBibliographyAcknowledgmentsIntroductionBeingin21stcentury,wearelivingalifewithcommercialization.Asourcountry’seconomydevelopingrapidly,especiallyafterwehavejoinedtheWTO,businessactivitiesbecomemoreandmore.Actuallyspeaking,theenterpriseswanttoachievethemarkinggoal,notonlydependontheproduct,butalsoneedaneffectivemarkingactivities.Inthewholeprocessofmarketingactivities,wehavetocommunicate,interchange,introduce,coordinateandpersuade,whichinfactisbusinessnegotiate.Nowadays,thebusinessnegotiateisubiquitousfortheenterprises.Businessnegotiateisbothanegotiateforbusinessproblems,andabattleformentality.Itisnotonlyaffectedbythebusiness-relatedconditions,butalsothebusinessnegotiatepsychologicalfactors.Tomakethenegotiationssuccessful,youhavetodoaresearchofthenegotiators’mentality.Thementalityofbusinessnegotiationisthevariouspsychologicalactivitiesofnegotiatorsinthebusinessnegotiation,subjectiveandinitiativereflectedinaseriesofthesituationsandconditions.Forexample,whenthefirsttimethenegotiatorsmeetthenegotiationrivals,iftherivalsarepolite,genuineandcommunicative,theywouldleaveagoodimpressionandmakethenegotiatorshopefulandconfident.Onthecontrary,therivalsmadness,bullyingandunkindwouldmakeasobadimpressionthatnegotiatorswillworryaboutthenegotiation.Studyingforthenegotiation,applyingfortheknowledgeofnegotiationmentality,ontheonehand,isbenefitofanalyzingsomemattersinthenegotiationlike,＂What’sthemeaningofrivals’behavior?”“Whatdothetheywant?”“Howtoinducetherivals?”andsoon.Ontheotherhand,italsocontributetograspingthebusinessnegotiationmentalitycharacteristicandperceivingtherulesofmentality’sgeneration,developmentandchangeinbusinessnegotiation.What’smore,thatisverysignificantfornegotiatorstobuildandkeepthegoodpsychologicalquality,correctlyjudgetherivals’mentalstateandmotivation,soastothenegotiatorsputintoeffecttheirmentalstrategies,sequentially,facilitatethetransaction.Lastbutnottheleast,mentalstrategiesofbusinessnegotiationsexertagreatinfluenceforthenegotiationresults,sothatyou‘dbetterfamiliarwithbusinessnegotiationmentality,whichimprovesyournegotiationskillsandhelpsyouneatlydealwithcomplicatednegotiationtrouble.TheimportanceofbusinessnegotiationmentalityThepsychologicalfactorsofbusinessnegotiationplayanimportantroleinthebusinessnegotiation,whichdirectlyaffectstheprocessofnegotiationandthefinalresult.2.1Helptocultivatethenegotiator'sowngoodpsychologicalqualityThegoodpsychologicalqualityofnegotiatorsisanimportantbasicconditionforsuccessfulnegotiation.Negotiatorsbelievethatthefirmconfidenceofbeingsuccessfulinthenegotiations,sinceritytothenegotiationsandpatienceinthenegotiationsarethethreeindispensablepsychologicalqualitytoensurethesuccessofthenegotiations.Goodpsychologicalqualityisthecornerstoneofthenegotiators'abilitytoresistthepsychologicalsetbackandpavethewayforthesuccessfulnegotiation.Tostrengthennegotiatorstheirownpsychologicalqualitytraining,cangraspthepsychologicaladaptationofnegotiations.Negotiatorswhohaveacorrectunderstandingofthepsychologyofbusinessnegotiationscanconsciouslycultivateandimprovetheirowngoodpsychologicalquality,andtoabandonthebadpsychologicalbehaviorhabits.2.2HelptofigureoutthepsychologyofnegotiationopponentsIfnegotiatorshavesomeunderstandingofthepsychologyofbusinessnegotiation,thenthroughpracticaltraining,theycanmakeclearthepsychologicalactivityofthenegotiatorsbyobservingandanalyzingthebehavioroftheiropponents,suchasitspersonality,psychologicalpursuit,psychologicalmotivation,emotionalstate.Inthecourseofnegotiations,negotiatorsshouldlistencarefullytoeachother'sspeeches,observetheirexpressions,andpayattentiontotheiractions,includingsubtlemovements,inordertounderstandthepsychologyoftheiropponents,thesubstanceoftheirintentionsandideasthatliebehindthem.Identifythetacticsorattacks,preventthenegotiationtrapsetbytheopponentandmaketheirownnegotiationdecisionscorrectly.Humanpsychologyisrelatedtobehavior,andpsychologicalguidancebehavior,andpsychologycanbeinduced,throughthepsychologicalinduction,canleadtohumanbehavior.TheBritishphilosopherFrancesBaconpointedoutinhisbooktheTheoryofnegotiation:"whendealingwithaperson,oneneedstoknowtheirhabitstoguidethem,tounderstandtheirpurpose,topersuadethem,tounderstandtheirweaknessesandtointimidatethem,andtoobservetheiradvantages."Keepitincheck."Bacon'swordsarestillusefulforbusinessnegotiations.Understandingthepsychologyoftheopponentcanadoptdifferentstrategiesaccordingtothedifferentpsychologicalsituationoftheopponent,understandthecharacteristicsoftheopponent'snegotiationthinking,attitudetowardsthenegotiationproblem,etc.,andcancarryouttargetednegotiationpreparationandtakecorrespondingcountermeasures.Seizetheinitiativeofnegotiationsandshiftnegotiationsinadirectionthatisbeneficialtous.Forexample,theneedisthebasisforthegenerationanddevelopmentofhumaninterest.Negotiatorscanobservetheotherparty'sinterestinthenegotiationsandanalyzetheirneeds;onthecontrary,Canalsoaccordingtotheneedsoftheopponentpsychologicalguidance,stimulatetheirinterestinsomething,leadingtothesuccessofbusinessnegotiations.2.3HelptoproperlyexpressandconcealourpsychologyBusinessnegotiationmustbecommunicated.Understandingthepsychologyofbusinessnegotiationhelpstoexpressourpsychologyandcaneffectivelypromotecommunication.Iftheotherpartyisnotclearaboutourpsychologicalrequirementsorattitude,Ifnecessary,wecanexpressittoeachotherthroughvariousappropriatewaysandmeans,soastoeffectivelypromotetheunderstandingandattentiontoourpsychologicalrequirementsorattitudes.Astheothersideofthenegotiation,thenegotiatorwillalsoanalyzeandstudythepsychologicalstateofourside.Ourpsychologicalstateoftencontainsimportantinformationaboutbusinessactivities,andsomecannoteasilybeexposedtotheotherside.Istocoveruptheemotions,needs,motivations,expectations,behavioraltendenciesthatIhavetohide.Inmanycases,theseareourcoresecretsinbusinessnegotiations,andifwelosethem,weloseourinitiative.Thesesecrets,ifknowntotheotherside,becomehotbedsthatencouragetheothersidetobreednegotiationtricks.Researchonbusinessnegotiationsshowsthat.Whetheritistheuseofredandwhiteface,thecoercionofwithdrawalnegotiations,thedeadlineultimatum,theuseofdelayingtactics,etc.,itallpresupposesthatonesidehaslearnedsomeimportantinformationfromtheotherside.Ithassomethingtodowiththepsychologicalattitudeofonesidetotheotherandshouldnotbetakenlightly.Inordernottoletthenegotiatorknowsomeofourtruepsychologicalstate,intentionsandideas,thenegotiatorcan,accordingtohisownunderstandingofthenegotiationpsychology,regulateandcontrolhisbehavior,informationdissemination,negotiationstrategy,andsoon.Makeaproperdisguiseofone'spsychologicalmotives(orintentions,emotionalstate,etc).Ifyouareforcedtomakeconcessionsinthecourseofnegotiations,youhavetowithdrawonamatterthathasalreadybeendecided,andinordertocoveruptherealcauseandpsychologicalintentoftheconcessiononthisissue,youcanusesomethinglike"sinceyouhavesomeconcessionsinmaterials,"Wemaymakeappropriatepriceadjustmentstocoverupsuchwordsas","etc.,ifweareunderpressureoftime,inordertodisguiseourpsychologicalstateofattachingimportancetodeliverytime,differentrequestsmaybemadebyanumberofmembers.Inordertodisturbtheotherparty'slineofsight,orintheagendatodeliberatelycoverup.2.4HelptocreateanatmospherefornegotiationTheknowledgeofbusinessnegotiationpsychologycanalsohelpthenegotiatorstodealwithandnegotiatewitheachother,andformagoodatmosphereofcommunicationandnegotiation.Inorderforthebusinessnegotiationtoachievethedesiredgoalsmoothly,itneedsthecooperationoftheappropriatenegotiationatmosphere.Theappropriatenegotiationatmospherecaneffectivelyaffectthenegotiator'smoodandattitude,andmakethenegotiationproceedsmoothly.Isalsocreatesthenegotiationatmospherethemaster,cancontroltheunfavorablenegotiationatmosphere.Theregulationofnegotiationatmosphereoftenchangesaccordingtothenegotiationattitudeandtacticsadoptedbybothparties.Generallyspeaking,negotiatorsshouldcreateasfriendlyandharmoniousanatmosphereaspossibleinordertofacilitatenegotiationsbetweenthetwosides.However,anappropriateatmosphereofnegotiationisnotalwaysawarmandharmoniousatmosphere.Tensionandevendiscordaredeliberatelycreatedwhennecessarytocountercoercionandpressureforconcessions.TheApplicationofBusinessNegotiationMentalitySkillsinWeddingIndustryInthebusinessnegotiation,establishthecorrectnegotiationconsciousness,masterthestrategicnegotiationskill,maximizingyourstrengthscanhaveaconsiderableimpactonthesuccessofnegotiations.Ifnegotiatorscanmasteranduseflexiblebusinessnegotiationstrategiesandpracticalskills,theymaytaketheinitiativeatthenegotiatingtable.Thefollowingcombinedwithmyweddingplanningcompanytodomarketingplanningexperienceandsummary,talkaboutthepsychologicalfactorsofbusinessnegotiationadoptedseveralstrategies:3.1HowtoutilizetheNegotiationPerceptionCustomLearningaboutperceptionrulesisconductivetoobservationandjudgmentwhenyouarenegotiating.Inbusinessnegotiation,businessrivalswon’tmakeitpossibleforyoutoknowthetradesecretsandtheirtrueintentions,eventheywouldmanufacturesomeillusiontoconfusetheissue.Therefore,youhavetolistenandobservewithcloseattention,especiallyforthetruthstherivalsshowunintentionally.Realizingtheessencethroughphenomenawithkeeninsightandtogainaclearideaofrivals.3.1.1FirstImpressionInpeople’sperception,everyonewillleavetheirfirstimpressionforothers.Firstimpressionisalwayssoprofoundthatwouldinfluencepeopletoevaluatesomeoneandexplainhisorherbehavior.Inmostcases,peoplemaybeinaffirmativeattitudefortheoneswithgoodfirstimpression.Ifnot,thatwillbequitetheopposite.Asyouknow,firstimpressiondependonyourappearance,clothing,conversationandbehaviour.Generalspeaking,peoplewhoaredemuredeportmentinapoliteandappropriatemannercangainthegoodfirstimpressioneasily.Becauseofanimportanteffectonfirstimpression,businessnegotiatormustpaymoreattentiontothefirsttimetheymeetrivals,leavingafavorableimpressionasfaraspossibleandgainingtheirtrust.Meanwhile,youshouldgathermoreinformationaboutyourrivals.3.1.2HaloEffectHaloEffectmeansthatpeoplealwayscomeintobeinganeffectasahaloontheiroutstandingqualityandcharacteristic,butignorequalityandcharacteristicelse,andthenmakeajudgementforheorherjustrelayonaonepoint.ThedualcharacterofHaloeffectintensivelyreflectedbythedifferentresponsesforthedifferentperspective.Obviously,ifyouareinpoorperformanceinonerespect,peoplewouldhardlyhaveconfidenceinyouradviceeventhoughthat’sprofitable.Accordingtoabovetwopoints,wecouldknowthatwhatbothsidesofthenegotiationtalkaboutatthebeginningwillexertanveryimportantinfluenceonnegotiationatmosphere,whichwouldcomeintobeingwithpreconceivednotions.Sincethatisso,itfollowsthatwithinfirstfewminutesyouneedtobecautiouswithyourbehaviorsandwords.Generallyspeaking,aftergreetings,you’dbetterbeginthenegotiationwithatopicincommoninterest.Asforweddingindustry,asyouknow,peoplealwayssaythat:＂Givingadreamweddingforbrides.＂andmostoftenthebride-to-bemakesafinaldecisioninthewedding.Therefore,obtainingafavorableimpressiononbrides-to-beasmoreaspossible,thenyouwouldfinditeffortlessforyoutofacilitatetransaction.Especiallyforthepregnantbrides-to-be,itwouldbebetterifyouarefriendlyconcernedabouttheirphysicalconditioninpregnancy.Allinall,inthebeginningofnegotiations,gettingtheotherpersoninvolvedwithcheerfulsmalltalktonarrowpsychologicalgapandmakeagoodimpression.3.2TheStrategiesforPsychologicalNeedsofNegotiatorsIntermsofbusinessnegotiation,materialneedsarethoseofmoney,assets,materialmaterials,andspiritualneedsarethoseofrespectandfairness.Thebusinessnegotiationneedsalsohavevariouscorrespondingneedsperformance.Negotiationsshouldunderstandtheneedsofbothparties,accordingtotheleadingneedsofthenegotiatingparties,theurgencyoftheneeds,theneedtomeetthealternativefactorstoformulatethecorrespondingnegotiationstrategy.3.2.1DominantneedsUnderstandthedominantneedsofthenegotiatorandproperlymeettheirneeds,sothatcaneffectivelyreduceorremoveobstaclesinnegotiations.Forexample,inconsiderationofdominantdemandforthenegotiationopponentisthesecurityrequirementsoftrading,astheseller,youcanshowthereliabilityoftheproductstothebuyer,makerelevantsalesandservicecommitments;asthebuyertoprovideproofoffundsandotheraspectsofthecreditandtakeappropriatemeasurestoensurethattheperformanceoftheloanpaymentcredit,tofindawaytolifttheopponentthepsychologicalconcerns,gaintheirtrust.Inaddition,businessnegotiatorsgenerallyhavestrongrespectforneeds.Ifnegotiatorsdon'tgettheproperrespect,self-esteemishurtandtheyfeelnoface,thenegotiationbringsgreatobstaclesorevennegotiationstobreak.Negotiationsinvolvebargain-bargaininginlife.Insomeofthehigh-andlow-endindustries,suchastheweddingindustry,guestswhofacetheneedfornon-high-endweddingpackagesshouldnotbeallowedtotakeacoloredglassestolookatpeoplewithoutrespectfornon-high-endweddingpackages.Suchlossesaredisastrous,asthereare250relativesbehindeverycustomer.Friends,andtherearejustasmanyrelationshipsbehind250people,andsoon.Soifabusinessoffendsacustomer,it'slikelytolosehundredsormoreofitspotentialcustomers;Beingkindtoeverycustomerhasthesamepositiveeffect.Asanegotiator,thecustomer'srespectforthecustomerisbasicandaprerequisiteforbargaining.3.2.2FactorsofurgencyofdemandUnderstandtheneedsofeachotherandlearnmoreabouttheurgencyoftheirneeds.Themoreurgentoneis,themoreheorshewantstoreachanegotiatedagreement.Whenacertaindemandobjectisveryvaluabletothedemandersandisbadlyneeded,thedemandersoftengetitatanycost.Forexample,thenegotiationdateisapproachingandtheweddingdaywillbeconcentratedinthesecondhalfoftheyear,butnoproperweddingplanhasbeensetyet.Intheshortterm,theclienturgentlyneedstofindtherightweddingcompanytocustomizetheweddingplan.Theirpriorityistonegotiatewhethertheycanquicklyensurethatweddingservicesareprovidedontheweddingday,ratherthantheprice.Onthepriceside,slightlyhigherpricescanalsobeaccepted.Ortheweddingcompanyofchoicebelongstothemiddleandlowlevel,canalsoaccept."hungrypeopledonotchoosetoeat",peopleororganizationsintheconductofnegotiationsalsohavesuchasituation.3.2.3TheSubstitutabilityofNeedGratificationIfthenegotiatorcanonlyselectonekindofdemandobjecttomeettheneeds,andissubjecttothesolenegotiationobject,theonlyfamilyhasnochoicebuttomeettheneed,andthealternativeofdemandsatisfactionisweak,Thenthepossibilityofreachinganegotiatedagreementwiththenegotiatorishigh.Ontheotherhand,thedemandsatisfactioncanbereplacedstronglyandcanbecomparedwitheachother.Thereisabetterdemandtoreplacetheobject,andthecertaintyofreachinganegotiationagreementwithacertainnegotiatingpartyispoor.Whennegotiating,weshouldtakeintoaccountthatthingswillchange,thattheotherside'schoicemayalsobetemporary,relatively,ifthethreatistoolarge,Theothersidemayfindanotherwaytomeettheirownneeds.Ingeneral,basedontheurgencyofdemandandmarketanalysis,thenegotiatorsimplywantstoaskthepriceortheurgentneedtostrikeadeal.Forexample,manynewlywedscompareproductsandservicesofferedbymanyweddingcompanieswhentheyhaveplentyoftime.Inthiscase,thedemandismoresubstitutable,andtheofferrequiresskill,nottoomuch.Itisbesttoensuresufficientprofitabilitywhilemakingtheotherpartyfeelgoodvalueformoney,enhancethegoodwillofthenegotiators,therebypromotingthenegotiationprocess.3.3NegotiationPsychologicalTaboos3.3.1Don’tlackofconfidenceIntheintensebusinessnegotiation,especiallyinthenegotiationwiththestrong,itisverydifficulttosucceedinthenegotiationwithouttheconfidencetowin."attachgreatimportanceto-preparewell-themethodisright-perseveretotheend",thisisthegeneralruletowinthenegotiation.Inordertoachievetheirgoals,thenegotiatingpartiestrytoadjusttheirstateofmindandoutweightheiropponents.Therefore,thebeliefofsuccessisanecessarypsychologicalelementforthenegotiatortoengageinnegotiationactivities.Negotiatorsshouldbelieveintheirstrengthandstrength,theircollectivewisdomandstrength,theirwillingnesstocooperatewitheachotherandtheirconfidenceinpersuadingeachother.Confidenceisacquiredonthebasisoffullinvestigation,notblindconfidence.Norisittheso-calledself-confidencethatstubbornlymakesmistakes.3.3.2Don’tbeexcessiveenthusiasmStrictlyspeaking,negotiationisaveryseriousmatter.Itisacommonbusinessactivityforanenterprisetorealizeitseconomicbenefits.Whenconductingbusinessnegotiations,amoderateamountofenthusiasmandconcernwillmaketheotherpartywillingtointeractwithyou,butwithexcessiveenthusiasm.Itwillexposeyourshortcomingsanddesiresandgivepeoplethefeelingofaskingforthem.Thisweakensournegotiatingpower,enhancesthepositionofouropponents,andmayhavetopayagreaterpriceforproblemsthatwouldotherwisebeeasiertoresolve.Therefore,fornegotiators,Thekeytograspingenthusiasminbusinessnegotiationsisa"degree"problem.Ifyourownsideisstronger,don'tbetooenthusiasticabouttheotherparty'sproposal,aslongasyoushowaslightinterestinit,youwillincreasethenegotiatingpower.Onthecontrary,ifyourownstrengthisrelativelyweak,youshouldfirsteasethesenseofindifferencebetweenthetwo.Atthesametimeshowenthusiasmbutnotexcessive,interestedbutnotforced,nothumble,calm,therebyincreasingnegotiatingpower.3.3.3Don’tlossofcontraindicationsInbusinessnegotiations,varioussituationsarecomplexandunpredictable.Whensomeofthemoredifficultproblemsarise,iftheyarenotpreparedandoverwhelmed,theywillsignagreementsthataretooharmfultotheirowninterests,ordealwiththemimproperly.Itisnotconducivetothesmoothprogressofthenegotiations.Thereisalittletrifletangledup,thereisadeliberateprovocation,whenthesethingshappen,thenegotiatingpartyshouldkeepaclearmind,calmandcalm,adapttothesituation,analyzethecause,andfindoutthecruxoftheproblem.Iftheothersideisunreasonable,wantonlycausetrouble,notpolite,tit-for-tat,donotlettheotherpartysucceed,lestbeoverwhelmedbytheotherparty'smomentum.Indifferentnegotiationsituationwillmeeteachkindofopponent,encounterdifferentsituation,donotknowwhattodo,canonlydisorderlyoneself,helpedtheopponent.Therefore,thenegotiatormustlearn"facesthedangerbutnotthedisorder,meetsthesetbackbutdoesnotpanic".3.3.4Don’tlosepatiencePatienceisatacticofdefeatingthenegotiationopponentpsychologically.Itshowsthatinthebusinessnegotiation,itisnoteagertoobtaintheresultofthenegotiation,butmakestheotherpartyknowthesincerityandpossibilityofcooperationthroughtheirownconsciouswordsandactions.Negotiationisakindofendurancecompetitionandcompetition.Patienceisameanstoimprovetheefficiencyofnegotiationandwintheinitiativeofnegotiation.Onlywhenbothsidesknoweachotherandtrusteachothercanthenegotiationsucceed.Therefore,patienceisafactorthatcannotbeignoredintheprocessofbusinessnegotiation.3.3.5Don’ttakelightlyNegotiationscanneverbetakenlightly.Negotiationsmustnotbetakenlightlybeforevictory,notevenaftervictory,otherwise,successwillbelostorenemieswillbemade.Inbusinessnegotiations,thetrapsetbyonesideoftenoccurs,andsomemerchantsdeliberatelyconcealthetruthofthematterbyofferingconditionswithoutrevealingthem.Ifnegotiatorsnottimelyfindproblems,itiseasytobeconfused,fortheperformanceofthecontractlaiddown,oncethesituationhaschanged,theotherforvariousreasonsnottoimplementtheagreement,negotiationswillleadtonaught.3.3.6Don’tbeself-bindingThephilosopherpointedoutthatthesubjectiveassumptionwasthecommondiseaseoftheordinarypeople.Don'tletyourlimitedexperiencebecomeaneternalfact.Beinganegotiatorisabouttakingtheriskofbreakingawayfrompastexperiences,questioningspeculation,andtakinganewtryfromyourexistingexperience.Don'tactasifyourlimitedexperiencerepresentsaglobaltruth.Trytotestwhetheryourguessiscorrectandforceyourselfoutofexperienceanddon'tsticktooutdatedwaysofdoingthings.ConclusionNegotiationisakindofactivitybetweenbuyerandseller.Humanpsychologicalfactorsdirectlyaffecttheprocessandfinalresultofnegotiation.Beingfamiliarwithvar