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

Chapter 48 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 [-] Interrogation Encyclopedia: Four Opponents That Cannot Be Ignored in Winning Negotiations
Some have joked that negotiating is a tough battle of characters.Because the opponents to be contacted in the negotiation may vary greatly, no matter how experienced a person is, it is difficult to be foolproof.Therefore, for various negotiating objects, it can be adjusted according to their different personalities, and different strategies can be adopted.

1. Tough opponents

Tough negotiating opponents are very emotional, have a tough attitude, are arrogant in the negotiation, are not used to and have the patience to listen to the other party's explanations, and always follow their own thinking, thinking that their conditions are good enough.As silly as this kind of wishful thinking is, they still enjoy it.

Hardliners are always aggressive and refuse to show weakness.Some may say nothing, and some simply refuse, with no room for maneuver.There is an undeniable reason why the hardliners are so tough, that is, they have their own advantages, and of course they have their own personality.

If you encounter such a negotiating opponent, you'd better be mentally prepared to deal with all kinds of embarrassing situations, and put forward your reasons patiently and confidently.

2. Frank Adversary

The character of the candid opponent allows them to express sincere and warm emotions directly to the other party.They stepped into the negotiating hall with great confidence and kept expressing their opinions.They always negotiate with gusto and are happy to gain financial advantage with this attitude.In the consultation stage, they can quickly lead the negotiation to the substantive stage.They highly appreciate those who are good at bargaining and maneuvering to obtain economic benefits.They are adept at using strategy to their advantage, and expect others to do the same.

The best way to deal with them is to find out before the negotiation, take the lead in clarifying your position during the negotiation, and bring up details that the other party did not expect.

3. Aggressive opponents

When encountering aggressive negotiating opponents, it is best to avoid their sharp edges and hit their vital points.The aggressive type is actually different from the tough type.Tough negotiating opponents sometimes only adopt a defensive posture to stick to their principled positions, while aggressive negotiating opponents attack you in a targeted manner, forcing you to submit and leaving no room for you to resist.

Attacking opponents can often find some reasons to attack, not out of thin air. Therefore, how to deal with aggressive opponents becomes a difficult problem.

One thing you must pay attention to when dealing with this kind of people is: Don't panic, panic often leads to self-disruption; and don't be too angry, too angry will make you lose your sense of proportion.If you lose your sense of proportion and lose your balance, you will undoubtedly lose.

4. Partner opponents

Partner-type negotiating opponents may be hidden or obvious, and the reality and reality alternate, making it hard to guard against.

The performance of the partner-type opponent is: when the negotiation begins, the other party only sends some low-level personnel as the main negotiators.When the negotiation is about to reach an agreement, the real negotiator suddenly intervenes, saying that the person on his side just now has no right to make the decision, or the price just now is too low, or the time cannot be guaranteed.

When you express disappointment or feel that everything is over, the other party will say: "If you really need it urgently, I can sell it to you, but at least some adjustments in the price..." At this time, you often have nothing to do.Because at this point in the negotiation, you have completely revealed your cards, and the other party has mastered all the secrets of your negotiation. If you want to reach an agreement, there is no other way but to make concessions.

Of course, negotiations must be carried out with preparation.At the beginning of the negotiation, you must know whether the opponent has the right to sign the agreement. If he says that the decision lies with the superior, you should resolutely refuse to negotiate.Also, since the opponent sends lower-level personnel to negotiate with you, you might as well let the subordinates negotiate or have someone else negotiate on your behalf. After the agreement is initialed, you can directly negotiate with the person in power of the other party.In this way, you will get a larger space for transformation, and you will not be led by the nose at critical moments.

(End of this chapter)