Thick black school

Chapter 81
In one negotiation, Lou Weichuan's superb negotiation art and skills were really admirable.In business activities, when you are in an unfavorable situation where you cannot directly confront your competitors, you can adopt a strategy of smacking east and west to avoid confrontation with your opponents, and let your opponents relax their vigilance by successfully planning and organizing some deceptive activities. , then launched a counterattack and was able to succeed in one fell swoop.

He Mou, a small real estate developer in Hong Kong, plans to use the only piece of land under his name to cooperate with a powerful urban construction development company for development.This piece of land is located on the side of the traffic artery and can be used for commercial purposes completely. The urban construction development company also intends to develop this piece of land into a large-scale commercial plaza, and its design department has even come up with a design plan before the negotiation.

He carefully contacted and negotiated with the representative of the development company, showing an attitude of being up for sale; the development company also suppressed his strong interest, bargaining step by step, without giving up an inch of land, the company representative insisted on one principle: He's out of the land , the company invests, and after completion, the income from shop rent and house sales is divided into 4:6, and the company accounts for 60%.

During the negotiation process, the intelligence personnel of the development company discovered that He had frequent contact with a rich Arab businessman and shared meals with him many times, which seemed extremely friendly and intimate.This situation has aroused the great attention of the decision-makers of the development company. Combined with the recent signs of Arab businessmen getting involved in the real estate industry in Hong Kong, they suspect that Ho intends to cooperate with rich Arab businessmen to develop this land.Since the development company is very optimistic about the prospects of this land, and regards the development of this land as a major strategic goal for the next three years, it is determined to win, and even the design plan has been completed first.In order to prevent He Mou from letting others develop the land, the company had no choice but to back down in subsequent negotiations.In the end, although the two parties finally signed a contract for joint development, He got a lot of benefits: not only can he enjoy 40% of the income after the completion of the project, but he can also get a compensation of 300 million Hong Kong dollars after the contract is signed.

He was secretly delighted, only he knew that he met the rich Arab businessman by chance at a reception, and the other party had no intention of investing in the real estate industry, and his pretended intimacy with him was just a fake show for the negotiating opponent.Now not only can you get long-term benefits, but you can also get 300 million!This is the advantage of using bluff.

In business activities, the use of tricks to create illusions for the other party and disguise one's true intentions will often lead to success.In the fierce corporate competition environment, one must be able to use ingenious tactics to defeat the enemy. How to actually develop, but to show the opposite situation to competitors, and to constantly create smoke to confuse competitors. Initiate a surprise attack in a chaotic situation. If the competitor is very powerful, don't confront it head-on, but use all strategies to make mistakes and chaos within the competitor.Look for the gaps and weak points of your competitors, and surprise them when they don't expect them.

Thick Black New Mysteries

Houheixue believes that business management is a competition of intelligence.In various competitions, whoever has the highest resourcefulness will gain the upper hand.In business competition, "striking east and west" is to divert the opponent's attention. On the one hand, create momentum and pretend to draw the opponent's attention to the direction that you are not planning to attack, so that you can devote all your energy to this direction. defending from one side, and then attacking from the other side when they are not paying attention and unprepared, thus overtaking the opponent by surprise.

Thick and black operators know how to grasp the ratio of "thick" and "black" in negotiations, use too much "thick" strategy, blindly greet each other with a smile, and make people feel that you have something to ask for. Suspected of flattery, it is difficult to gain the upper hand in negotiations.When necessary, add some color to the opponent, and use some black means to hit the opponent, which can achieve unexpected effects.When merchants adopt this tactic, if they can succeed, they can certainly defeat their opponents in one fell swoop, but it must be noted that this tactic is very risky, and if the opponent sees through their intentions, they will lose everything.

To show others weakness, to strike later.
[Zongwu Mantra] Zhang Liang learned from Lao Tzu’s set. For example, in the battle of Xiaoguan, he joined forces with Qin, but suddenly took advantage of the slackness of Qin’s army to attack them; he made peace with Xiang Yu, but suddenly led his troops to turn around. Come to kill Xiang Yu's army.This is the power that erupts from humbleness and weakness, it's terrifying!horrible!
First stand in a place that cannot be lost; first be invincible, and wait for the enemy to be victorious.

In society, the weak will always arouse people's sympathy and get people's care.In business competition, sometimes blindly attacking is not conducive to one's own business, but will provoke a fierce counterattack from the other side, not only failing to win, but also causing oneself to suffer undue losses.Business War Thick Heiology believes that it is better to show others weakness than to show others strength, put down the tone, and appear in front of competitors with a weak posture. The opponents will feel that you are weak and do not have enough strength to compete with him, so they will not take you Take it to heart and lose your vigilance, and you can use this gap to buy yourself precious time, accumulate strength, strike late, and defeat your opponent.

For a long time, people have always believed that only by "seizing the market" and "preempting strikes" can we remain invincible in the commercial war.In fact, from the perspective of Houhei Business Economics, this is completely a misunderstanding.The world is like chess, the situation is changing, and the market development is even more unpredictable. It is naturally good to occupy the market first, but rushing to occupy the market will inevitably expose its imperfections and loopholes, so it is easy to be controlled by competitors and lose the initiative to compete , losing the opportunity and advantage to win.Therefore, examples of "latecomers prevail" in market competition are not uncommon.

Tuodong Road in Kunming City is a street with the most concentrated distribution of beauty salons.The beauty salons on this street are almost door-to-door and door-to-door, so the market competition is relatively fierce.

Just entered December 2006, Xiaojing Beauty Salon next door to the right of Li Shuangshuang Beauty Salon has already started promotional activities during Christmas and New Year's Day.Among the beauty parlors within 12 meters around, only Xiaojing Beauty Parlor can match the scale, grade and service level of Li Shuangshuang Beauty Parlor, and no other beauty parlor can compete with it.Li Shuangshuang Beauty Salon originally planned to start the double-festival sales promotion from December 300th to 12th, but now, Xiaojing Beauty Salon is one step ahead, preconceived, and what is more terrifying than the lead in time is: Xiaojing Beauty The hospital seized the advertising space on the road signs of the important traffic arteries nearby and the beauty advertisement sections of the two major newspapers in Kunming (Metropolis Times and Life News).Moreover, the promotion is unprecedented, and the sales climax is designed in two time periods, the small climax is before Christmas, and the big climax is around New Year's Day.The sales promotion strategy of Xiaojing Beauty Salon is fierce, and the most affected beauty parlor is directly Li Shuangshuang Beauty Parlor.In a sense, this promotion of Xiaojing Beauty Salon is mainly aimed at Li Shuangshuang Beauty Salon.

Facing the "army under pressure" and the imminent sales promotion war, what should Li Shuangshuang Beauty Salon do?Is it going according to the original plan, or how should it be adjusted?The boss Li Shuangshuang was at a loss what to do, so he had to find an external brain and invite a professional sales promotion planner.After the planner has conducted accurate market research and mastered the real market competition situation, he has put forward the promotion strategy of "late strike" in a targeted manner.

The first step: stand still and wait for changes

Now that competitors have already attacked first, for Li Shuangshuang Beauty Salon, instead of blindly following up, it is better to sit still and wait and see what happens: take a look at the effect of Xiaojing Beauty Salon's promotional activities and how consumers respond; See how most of the other small beauty parlors around you react and what action will be taken.At this stage, an important task of Li Shuangshuang Beauty Salon is the collection of market intelligence information.Through intelligence and information collection, Li Shuangshuang Beauty Salon not only grasps every action plan of competitors in the same industry, but more importantly, through customers' feedback and preferences on competitors' promotional content and promotion forms, they can more accurately understand and grasp consumers. Psychology and needs have laid a solid foundation for the adjustment of the next promotion plan.

Step [-]: Seize the opportunity and attack the enemy with one stroke

According to feedback from market information, although the direct competitor Xiaojing Beauty Salon has been doing promotional activities, the promotional content in the early stage is not too attractive. It is just a little "small favor" and attracts a small number of customers who are greedy for petty gains.The other small beauty salons around are following the trend. They used to follow Li Shuangshuang's beauty salon. This time, seeing that Li Shuangshuang has not taken any action, she couldn't help but directly follow Xiaojing Beauty Salon's early promotional activities.The planner instructed Li Shuangshuang to do two things: first, go to the other two mainstream media in Kunming, "Spring City Evening News" and "Yunnan Information News" to book the beauty page around December 12; second, go to Yunnan TV station to book The prime-time subtitle advertisement of the TV channel "Metropolis News Express" with the highest ratings, and made a request that there should be no peers at that time.In this way, preparations are made to attack at any time. As long as the competitor shows his hole card, he will play a bigger card at any time.Because Xiaojing Beauty Salon has been doing publicity, it must show its cards before Christmas, otherwise it will waste the feelings of consumers.Therefore, the opponent's hole card has to be played.

On Wednesday, December 2006, 12, Xiaojing Beauty Salon finally revealed its trump card and launched all the content of its vigorous promotional activities: Welcome Double Festival Warm Triple Gift!Buy 20 yuan and get 380 yuan products free; buy 280 yuan and get 680 yuan suits; buy 480 yuan and get 980 yuan three-piece suits.Obviously, Xiaojing Beauty Salon uses the number comparison method to attract consumers and captures people's psychological characteristics that are generally sensitive to numbers. In fact, it is just a number game!If you just look at the numbers, 780 gets 380, 280 gets 680, 480 gets 980, very tempting!
what to do?The opponent has already shown their cards!This is exactly the information that Li Shuangshuang Beauty Salon wants to catch the most, and it has been announced now!Under the auspices of the planner, Li Shuangshuang Beauty Salon launched a more powerful and attractive promotional strategy than its opponents.The sales promotion tactics of Li Shuangshuang Beauty Salon are:

The perfect Christmas carnival
Purchase any product to participate in the New Year's gift draw triple jump: fashion MP3 - brand trolley case - Kaisheng Home Textile cotton quilt.

Free Galanz induction cooker worth 480 yuan when you purchase over 380 yuan

A 780-inch brand-name color TV will be given as a gift when the purchase is over 25 yuan

Free Galanz Induction Cooker + Advanced DVD when you purchase more than 1000 yuan
In this way, the sales promotion of Li Shuangshuang beauty salon is stronger than that of Xiaojing beauty salon, with a lower threshold and higher value.Therefore, on December 12st, 21nd, and 22rd for three consecutive days, they carried out vigorous publicity through the beauty section of mainstream newspapers and rolling subtitles on TV channels respectively, catching competitors in the same industry by surprise.The event lasted until New Year's Day, which made customers who had just begun to pay attention to the promotional activities of Xiaojing Beauty Salon, after comparing the two activities, directly come to Li Shuangshuang Beauty Salon for consumption!As most of the customers began to shift their consumption, the New Year's Day sales promotion originally planned by Xiaojing Beauty Salon was automatically cancelled.A long-planned series of promotional activities was easily resolved in this way.

Li Shuangshuang Beauty Salon’s promotional activities used the strategy of “strike after the striker” and took advantage of the attention achieved by the competitor’s publicity. After the opponent showed their cards and launched a real promotional activity, they followed up in time to attract more consumers. content, successfully intercepted customers, and achieved great success.

Falkland, president of the Baldwin Transportation Company, rose to fame at a young age because of his skillful handling of a company's business.He was an ordinary worker in a locomotive factory.At his suggestion, the company bought a piece of land and planned to build an office building.The 100 households on this land had to move to other places because of this.

But one of the residents, an old Irish woman, jumped out first to fight against the locomotive factory.Under her leadership, many people refused to move away, and these people huddled together, determined to fight the locomotive factory to the end.

Falkland told the factory leaders: "If we propose to solve the problem through legal channels, it will take time and money. We can't use other tough methods to expel them with force. In this way, we will add more enemies. Even if the building is built, we will have no peace. Let me handle this matter!"

On this day, he came to the door of the old woman's house and saw her sitting on the stone steps.He deliberately walked up and down in front of the old woman, pretending to be worried and about to cry, as if he was planning something in his heart.This naturally caught her attention.After a long time, she asked, "Young man, do you have any troubles? Tell me, and I will definitely help you."

Falkland took the opportunity to step forward. He didn't answer her question directly, but said: "You have nothing to do at this time, what a waste! I know you have a strong leadership ability, and you really should hurry up." It takes time to do a great job. I heard that a new building will be built here. Are you going to use your superhuman talents to do something that even a judge or the president can hardly do: persuade your neighbors to find a Live forever in a happy place. In this way, everyone will remember your goodness!"

From the second day on, the tough old Irish woman was the busiest woman in Philadelphia.She scoured for houses, ordered her neighbors to move out, and made everything secure.Office towers soon began to break ground.In the process of housing relocation, the factory not only greatly accelerated the speed, but also paid only half of the budget.

Falkland pretended to be incompetent, which satisfied the old lady's psychology and made her willingly accomplish a great event for Falkland.

Shopping malls are like battlefields. In a sense, competition in the economic field is the same strategy as military warfare. Late strikes are a commercial competition strategy of "winning the superior with the inferior, defeating the strong with the weak, and defeating the fast with the slow". Appropriate, it often has the effect of surprising victory, and can often achieve the effect of coming first.

When using the post-strike strategy, you need to pay attention to a few points:
First, when the market demand is urgent, the competition is becoming increasingly fierce, and the conditions and circumstances that one's own strength can bear, one should choose the "preemptive strike" strategy without hesitation and strive for the initiative;

Second, when the market demand is not urgent, the consumption orientation is not clear, and the timing is not mature enough, especially when the enterprise itself does not have the strength, it is not only difficult to take the lead, but nine times out of ten it will undoubtedly fail.At this time, it is time to choose the "late strike" strategy.

Thick Black New Mysteries

Business competition is all about speed and timing. One step ahead can often take the lead in winning.However, everything has its strengths and weaknesses, and preemptive strikes can also expose its own shortcomings and defects, creating opportunities for opponents to take advantage of.

Therefore, some shrewd businesses often adopt the strategy of striking late.Business War Thick Heiology pointed out that in business operations, when one's own market has not been opened up and its heel has not been firmly established, it is not appropriate to take active measures. It is necessary to keep a low profile, pretend to be weak on the surface, temporarily avoid the hot spots of market competition, and be flexible. They flexibly search for gaps in the market, look for weaknesses of their opponents, develop new products and projects quietly, and wait for the right time before launching the products to the market. This makes competitors who are stronger than themselves hard to guard against, falling into a passive position, and eventually being defeated. Procrastinate and expose flaws, and then take advantage of the gap to occupy the market in one fell swoop.

"There are no permanent friends and no permanent enemies".
[Zongwu Mantra] Sun Quan of Wu and Liu Bei of Shu each aimed at Jingzhou. Sun Quan dragged Jingzhou to the east, and Liu Bei dragged Jingzhou to the west. The border camp of a hundred miles was burned, and the two countries of Wu and Shu seemed to have become sworn enemies.Later, Zhuge Liang proposed to use Wei as the target and agreed to jointly attack Wei, which became a joint line of force in the same direction. The feelings of the two countries immediately became harmonious and cooperated to the end. Yes, just strike.

Anyone who has played checkers knows that each of the six players dominates one side, and each other is a competing team player. Everyone wants to be one step ahead and move their six glass balls to the predetermined location as soon as possible.If you only pay attention to cooperation, give up competition, and blindly build bridges and pave the way for others, then others will reach their destination first, while you will lag behind others and eventually end up in failure.On the contrary, if you only pay attention to competition and ignore cooperation, and you only want to tear down the road of others, but delay your own business, you will still not win.

In shopping malls, although the rule of "there are no permanent friends, only permanent opponents" is followed, merchants also try every means to defeat their opponents in order to enable themselves to defeat their opponents and grasp the initiative in business activities.However, Houheixue believes that "there are no permanent friends and no permanent enemies" in the business world, and commercial competition also has its own inherent laws. There is no benefit either.

(End of this chapter)