Eloquence Psychological Manipulation: Improving Language Ability and Improving the Quality of Life

Chapter 23 Psychological Manipulation Techniques in Negotiations: Every Word Makes the Other Party Powerless to Fight Back (3)
Vanity is a kind of psychological weakness that people generally have, and negotiators are no exception.When a person's vanity is satisfied, he will often have a good impression of you unconsciously, so that it will be much easier for both parties to discuss how to continue to cooperate.Many negotiators satisfy the vanity of the other party by grasping the vanity of the other party, so that the negotiation can proceed smoothly and finally achieve successful cooperation.

Andrew Carnegie is such a master negotiator. He is very good at using "name tactics" to satisfy the vanity of the other party.

Andrew Carnegie's "name tactic" came from a small discovery he made when he was a child, that is, people generally attach special importance to their names.When he was young, he once caught a litter of little rabbits, but he didn't have enough food to feed these cute little guys, and finally he came up with a good way.He told his neighbors that he would name a bunny after anyone who could find enough alfalfa to feed it, a tactic that proved to be very effective.When he grew up, Andrew Carnegie used this skill flexibly in business negotiations and won many successful negotiations.

Andrew Carnegie wanted to start a steel company, and he targeted sales primarily to the Pennsylvania Railroad.But this big company already has its own supply channels, and Andrew Carnegie's new company seems to be obviously not competitive enough in any aspect.Faced with this situation, he remembered his "name tactic".He found out that the chairman of the Pennsylvania Railroad was named Thomson, so he named his newly established steel company "Thomson Steel Works", and then he came to the Pennsylvania Railroad with documents.

When Mr. Thomson heard the name of the company that sold railroad tracks, all his doubts and hesitation disappeared because the company had the same name as himself.In this way, the negotiation was easily won.

When Andrew Carnegie's company was developing rapidly, the sleeping car business he was engaged in had some conflicts with George Pullman's company, and the two companies began vicious competition.In order to change this situation, Andrew Carnegie decided to negotiate with George Pullman, who wanted to merge the two companies into one company.

Andrew Carnegie said: "This unfair competition between us has greatly damaged our respective interests. This behavior is tantamount to suicide. Come to think of it, if we can merge, not only can we avoid this Cannibalism, and will monopolize the industry, turning the buyer's market into a seller's market, what do you think?"

George Pullman had not intended to do so, but years of business experience had made him wise.He asked casually, calmly: "So what is the name of this new company?" Andrew Carnegie was waiting for this sentence, so he blurted out: "Pulman Palace Sleeping Car Company." He had already thought about it a long time ago, and it was also the last trump card he used in negotiations.As expected, George Pullman's eyes lit up, and then he began to seriously discuss the details of the cooperation between the two companies with Andrew Carnegie.Andrew Carnegie has done it again.

Since everyone pays great attention to their own names, Andrew Carnegie deliberately used the other party's name to name the new company, which is indeed a coup to satisfy the other party's vanity.Once the vanity of the other party is satisfied, they will have a good impression and respect for him, and naturally they will be very interested in the cooperation between the two parties.Please think about it carefully. Andrew Carnegie only made some concessions on the naming of the new company. Did he pay other prices besides this?not at all.He accomplished a thing that would have cost a lot of money without spending a penny. This was all the result of grasping the psychological needs of the other party.

Of course, people's psychological needs have some commonalities and many differences.For example, the need to be respected by others, the need to satisfy one's own vanity, and the need to gain a sense of accomplishment are all common in people's psychology.In addition, the specific situation of the negotiators is different, and their psychological needs will inevitably have great differences.

Some negotiators pay more attention to feelings, and he often hopes to meet a friend who can talk to him during the negotiation; some negotiators have some special hobbies, so he may also hope that the other party will be interested in it; There are also negotiators who no longer want to take risks in business because they are getting old, so they will pay attention to avoiding risks in negotiations.

It is precisely because of the characteristics of these psychological needs that when negotiating, we can start from the psychological commonality of people, and we can also start from the different psychological needs of different negotiating opponents to meet the psychological needs of the other party, thereby promoting the final success of the negotiation .It is very interesting to have such a story.

When a ship is about to sink, several businessmen from different countries are still negotiating, and they have no idea what is going to happen.So the captain ordered his deputy: "Go and tell these people to put on life jackets and prepare to jump into the water immediately."

A few minutes later the deputy came running back and reported, "None of them jumped down."

"You take over here, I'll go and have a look." Said the captain.

After a while the captain came back: "They have all jumped down."

"How did you get them to jump?" asked the second-in-command.

"I used psychology. I told the Englishman it was a physical exercise and he jumped; I told the Frenchman it was chic; I told the German it was an order; and the Italian said, That was not forbidden by Christ. So they jumped off one by one."

"Then how did you convince the Americans to jump off?"

"I told him so, you are insured."

In this story, the psychology used by the captain is worth learning from our negotiators.People's psychological needs generally vary from person to person, from time to time, and from place to place. Therefore, in different negotiation locations, different negotiation backgrounds, and when facing different negotiating opponents, the psychological needs of the other party are often very different. , and only by starting from this difference can we better guess the other party's psychology and create favorable conditions for the ultimate success of the negotiation.

9. Compare your heart to your heart and conquer each other with sincerity
Nowadays, business competition is becoming more and more fierce, and the fields of cooperation between people are also expanding, and the negotiation style of honesty and honesty is gradually welcomed and concerned by many negotiators.Many successful negotiators like to use openness and honesty as an effective negotiating technique, which can often achieve twice the result with half the effort.

Japan's Konosuke Matsushita often uses an open and honest negotiation method, and always achieves great success.Let's look at an example that happened to Konosuke Matsushita.

Mr. Okada is the pioneer of the Japanese dry battery manufacturing industry. At that time, Mr. Okada and his wife successfully developed dry batteries with indescribable hard work and painstaking efforts.The dry batteries made by Mr. Okada and the car lights made by Konosuke Matsushita can be used together, so Panasonic and Okada began to have business contacts.

At that time, the Okada dry battery company founded by Mr. Okada had a history of more than ten years, and it was relatively well-known. It also had a large factory in Tokyo and was extremely active. At this time, Konosuke Matsushita's business had just started.Once, Konosuke Matsushita told Mr. Okada that in order to promote the use of a new type of lighting, he hoped that he could provide a new type of dry battery to cooperate. Mr. Okada readily agreed to Konosuke Matsushita's proposal.At this time, Konosuke Matsushita then put forward a new idea: "Mr. Okada, regarding this matter, can you provide me with 1 dry batteries for free?"

Mr. Okada, who had been drinking before, was very surprised when he heard this sentence. He stared at Konosuke Matsushita's face and said nothing.

At this time, the proprietress who had been by the side spoke up: "Mr. Matsushita, I don't quite understand what you mean, can you say it again?"

So Konosuke Matsushita explained his reasons: "Mr. Okada, I mean, I recently invented a corner lighting lamp, and its trial effect is particularly good. Since it is so practical, I want to promote it as soon as possible." Come on. And it seems that it really has great development potential. Instead of selling it slowly one by one, it is better to use these 1 samples as samples and distribute them to all levels. Therefore, I sincerely hope that you can cooperate with me and provide dry batteries .”

"What did you say, 1, and it's free?" The proprietress was nervous.

At this time, Mr. Okada finally spoke: "Mr. Matsushita, don't you think you are messing around?"

So Konosuke Matsushita gave him a further explanation: "No wonder you are surprised, but I am very confident in my own approach, no matter what, I have made up my mind to do it. I will not take you 1 for no reason. Let’s talk about the terms first. Now it’s April, and I promise to sell 20 dry batteries within a year, so please give me 1 first. If you agree to abide by our agreement, Now I will put these 1 free dry batteries into lighting lamps and send them to all walks of life as samples."

Mr. Okada said again: "Your idea is indeed quite great, but if you can't sell 20 units, what are you going to do?"

Konosuke Matsushita replied: "If you can't sell it, you will collect the money according to the rules. This is my personal loss, and there is no way to do it. But I must continue to follow my plan."

Konosuke Matsushita then explained to them: "Now I am 30 years old and I am young. I will work hard no matter what. Whether it is developing new products or engaging in business transactions, I have been thinking about how to do the best. Now I finally After finding this answer, I came here to ask Mr. Okada for help."

He spoke very earnestly, enthusiastically, and frankly, which made Mr. Okada feel that as a young man, he should indeed do this, and he should also have this kind of courage. Mr. Okada suddenly smiled: "Since I started business, I have never I’ve seen deals like yours. Well, if you can sell 20 units within a year, I’ll give you 1 units for free, so do it!” He encouraged Panasonic.

After Matsushita Konosuke was encouraged by Mr. Okada, he immediately took action.He began to continue to provide free samples and send them to the market that actually needs them for trial.

When nearly a thousand samples were sent out, people began to ask for orders again and again, which made the products that were originally used as samples sold out.In this way, only in December, the 20 units agreed with Mr. Okada have already been exceeded, and 27 units have been sold in addition to this.

Asking others to provide themselves with 1 dry batteries for free sounds like an extremely novel negotiation, but Panasonic succeeded in conquering Mr. Okada with its enthusiasm and honesty, so that the two parties can successfully complete the cooperation, and both It is precisely because of this that Mr. Okada, who seldom visits other people specifically, visited Konosuke Matsushita to express his gratitude to him.

10. Change the subject skillfully to ease the tense atmosphere

As a negotiator, you should first know that it is very common and normal for the two sides to be deadlocked in the negotiation, because after all, both parties are pursuing their own interests, so conflicts are inevitable.Second, the negotiating parties should take the initiative to find appropriate ways to break the deadlock, so that the direction of the negotiations can be reversed.

Konosuke Matsushita is a very wise businessman. Once when he was negotiating with a European company, he actually changed the topic to the scientific career of mankind and the relationship between people, but it was precisely because of this topic Only through the transfer can we skillfully break the stalemate in the negotiations and finally achieve fruitful results of the negotiations.

During the negotiation, Konosuke Matsushita had a very heated argument with the company, and finally the two sides started to quarrel loudly, and even stomped on the case, making the atmosphere very tense.There was no way, Konosuke Matsushita had to stop temporarily, planning to continue the discussion after lunch.During the lunch break, Konosuke Matsushita seriously considered the quarrel in the morning, and felt that if he confronted the other party head-on like this, he might not necessarily get benefits, and even cause the negotiation to eventually break down, so he needed to consider another way to negotiate.

When the negotiation resumed, everyone on the other side looked serious and prepared.Konosuke Matsushita spoke first at this time, but he did not mention business matters, but the relationship between science and human beings.He said: "I took advantage of the break at noon to go to the Science and Technology Museum, where I saw the Juzi model, which deeply moved me. The spirit of human research is really admirable. So far, human There are already many great scientific research achievements, and it is said that the Apollo 11 rocket will fly to the moon again. The development of human wisdom and scientific career to today's level is really due to the great human beings."

Because they deviated from the theme of the negotiation, the other party thought that Konosuke Matsushita was just chatting with them casually, so he slowly eased his nervous expression.Konosuke Matsushita went on to say: "However, the relationship between people has not developed like a scientific enterprise. People always mistrust each other, they hate each other, and quarrel. In every corner of the world, similar to Vicious events like wars and riots frequently appear on the streets. The bustling crowds appear to be a peaceful scene on the surface, but in fact, people are still engaged in ugly battles deep inside."

At this time, he paused for a while, but more people on the other side were already attracted by his words, and everyone listened to him attentively.Immediately afterwards, he said: "Then, why can't people develop more civilized and progressive development? I think people should trust each other and should not blindly blame each other for their shortcomings and mistakes. Instead, we should understand and tolerate each other, join hands and work hard for the common cause of mankind. The contradiction between the rapid development of science and the backward spiritual civilization of mankind may lead to even greater unfortunate events. People They might kill each other with their own atomic bombs."

Speaking of this time, Konosuke Matsushita has completely attracted people's attention, and the entire venue was silent.After that, he gradually turned the topic back to the main topic of the negotiation, and continued to discuss the issues that had been debated in the morning.But the atmosphere at this time was quite different from that in the morning, and the two sides of the negotiation seemed to have suddenly become close partners sincerely cooperating for the common cause of mankind.In the end, the European company agreed to the conditions proposed by Konosuke Matsushita, and the two parties quickly concluded a deal.

At first glance, the scientific enterprise of mankind, the relationship between human beings, and the content of the negotiations have no connection at all.But it is precisely because there is no relationship that when these topics are mentioned, the emotions of the other party can be eased and the atmosphere of the negotiation can be eased.Once the tough attitude of the other party has softened and the mood has improved, it will naturally be much easier to discuss the terms of the negotiation.

(End of this chapter)