Learn some wonderful questioning techniques, mind reading techniques, and psychological control tech

Chapter 43 Part [-]
Previous: Questioning skills: how to speak so that others will listen, how to listen so that others will speak
Chapter 9 Interrogation Scene 9: Persistence or Showdown: Interrogation Skills at the Negotiation Table
Section [-]: With one hand, soft words rub your ears, and with the other hand, you attack your heart with hard words

Mini scene house:
Negotiations are deadlocked, how to ask the other party's bottom line.

Question story session:
In 1923, there was a shortage of food in the Soviet Union, and Kollontai, the plenipotentiary trade representative of the Soviet Union in Norway, was ordered to negotiate with Norwegian businessmen to purchase herring.

At that time, Norwegian businessmen knew the situation in the Soviet Union very well and wanted to take this opportunity to make a fortune. They raised an astonishingly high price.Kollontai tried his best to bargain, but the gap between the two sides was still very large, and the negotiation fell into a stalemate for a while.Kollontai is very anxious, how can he break the deadlock and make a deal at a lower price?It doesn't help to be humble, and a tough attitude will break the negotiation.She thought hard and finally came up with a way.

When she was negotiating with the Norwegian businessman again, Kollontai said very happily: "Our country is in great need of these foods at present, well, we will make a deal at the price you proposed. If our government does not approve this price, I will use it. What do you think of compensation from your own salary?"

The Norwegian businessman was stunned for a moment after hearing her words.

Kollontai added: "However, my salary is limited, and the difference has to be paid in installments, which may take a lifetime. How about it, if we agree, let's sign the contract?"

Kollontai's words made the Norwegian businessman feel a certain kind of toughness, and there seemed to be no room for bargaining.Finally, after some deliberation, they finally agreed to reduce the price of herring and signed an agreement on Kollontai's terms.

Wonderful question:

In negotiations, blindly speaking in an amiable and gentle tone, being humble, polite, and making concessions, sometimes cannot make the other party trust, respect, and make concessions. Is a weak negotiator who can get more and bigger benefits from you.

On the contrary, if you appear with a tougher attitude from the beginning, from facial expressions to speech and manners, showing arrogance, invincibility, and not giving in a single step, it will leave an extremely unfriendly impression on the other party.This will cause the other party to have objections to your sincerity in negotiating, which will lead to loss of trust and respect for you.

So, what should be the correct way?

The negotiation in the story provides us with the answer.It was originally a tense business negotiation, but in the end, unexpected changes occurred because of one party's weakness.This kind of showing weakness is called playing both soft and hard in business negotiations.When the conversation is deadlocked and the two sides are at loggerheads, one side has to make concessions if the negotiation is to continue.Concession is not a needless retreat, but a move made in order to strive for the best interests after careful planning.

Kollontai proposed to use his own money to buy the goods in the hands of the Norwegian when the two sides had a big disagreement, and asked the other party's opinion sincerely.These words paralyzed the other party's nerves, thinking that she would really do what she said, but unexpectedly this was just a tactic by Kollontai.Moreover, she finally said that if she paid for it herself, it would probably take her whole life.

Generally speaking, the negotiating parties are actually bargaining, but Kollontai's "lifetime" makes the other party at a loss for words for a while, and does not know how to answer. This is a kind of rigidity.Soft first and then tough make the other party at a loss. It is because Kollontai has seen through the opponent's psychology that when the negotiation reached an impasse, he took the initiative and finally signed the contract at a lower price.

No matter in life or on the negotiating table, when we encounter a situation similar to the one in the story, we might as well try the negotiation method of both hard and soft tactics. If you master it skillfully, you may get unexpected good results.

(End of this chapter)