The poor are poor, the rich are rich

Chapter 19 1 You must know how to impress the other party with benefits
Chapter 4 Effective cooperation, easy money in a win-win situation

Chapter 41 Know how to impress the other party with benefits
"We have neither permanent friends nor permanent enemies, but only permanent interests." These are the famous words left by US Prime Minister Disraleigh more than 100 years ago.

Rich people believe that it is difficult for business and sellers to argue endlessly on their positions, because different positions create a gap between the two parties.For a business to succeed, both parties must focus on interests—because interests are what both sides of the negotiation have in common.

Find out the common interests of yourself and the other party. If there is no profit, no one will negotiate with you or cooperate with you.The essence of business is to compromise fairly with each other. Seeing this, you can advance and retreat freely in the business field.

Therefore, to impress the other party, you can only consider what you can give the other party first. You have to understand what the other party wants?Then consider whether you can give these things to the other party. In short, the way to impress the other party is: first consider your own profit, and then consider what benefits you can give the other party within the scope of your own profit.

If you do not give benefits, the other party will not cooperate, and you will not be able to benefit.If the benefits given are small, the other party’s motivation is not high, the possibility of cooperation is small, and the degree of cooperation is also small, and your profit will be small.Only by giving you the maximum benefit of the other party can the other party go all out.Only in order to obtain the greatest benefit for both parties.

It can only reconcile the interests of both parties but not the positions of both parties. This method is effective for two reasons: first, there are many ways to satisfy any kind of interest; second, the common interests of both parties in business negotiations are often outweigh the conflicting interests.

We often think that the other party has a conflict of interest with us because the other party’s position is opposite to ours: if we prevent the other party from infringing on their interests, the other party will definitely want to infringe; if we want to lower the rent, the other party will want to increase the rent.But in many negotiations, as long as the underlying interests are deeply examined, it can be found that the two parties have many more common interests than conflicting interests.

Therefore, it is easier to solve the problem by focusing on the common interests of both parties than by focusing on the points. If you want to reach an agreement that both parties benefit as soon as possible during the negotiation, you must know how to use the interests to impress the other party.

How to better coordinate the interests of both parties?
1. Draw up some options that are acceptable to you, and then ask the other party which one they prefer.All you want to know is which item the other party prefers, not which item the other party accepts.Then you subdivide the option that the other party prefers, divide it into two or more different ways, and then ask the other party to choose.If you want to sum up how to "fit" in one sentence, then this sentence is: find a plan that has limited losses for the other party and greatly benefits you; and vice versa.There are differences in interests, orders, beliefs, forecasts, and attitudes towards risks, which is where the two parties can "fit".

2. Focus both parties on the content of the negotiation.Now you are trying to find various options that can change the other party's choice so that the other party.Make a decision that pleases you.What you have to give the other party is not a question but an answer, not a difficult decision but an easy decision.At this stage, it is important to focus on the content of the decision.

(End of this chapter)