Work instead of being a boss

Chapter 16 How to Sign an Economic Contract (1)
Commercial negotiations generally follow the principles of voluntariness, equality, and mutual benefit; otherwise, the other party would naturally not sit at the negotiating table.In commercial activities, a good business is one in which everyone makes money.Only by considering both your own interests and the interests of the other party, can the two parties cooperate successfully, otherwise, who is willing to serve you in vain?There is no free lunch in the world, who is willing to let others take advantage of it for nothing.Give the other party a little advantage in the negotiation.The essence of negotiation is to find the common interests of oneself and the other party.

In the face of strength, you should overcome your fear and panic, and realize that no matter how powerful your opponent is, as long as he sits at the negotiating table, it means that he does not want the negotiation to break down in a certain way. Naturally, there will be a certain degree of loss.

Therefore, when the situation is weak, it is important to have the mentality of overcoming yourself and not being afraid of strength, because as long as you have the confidence to win, there is hope for victory.On this basis, look for the "weakness" of the strong, so that you can bargain calmly, instead of picking up sesame seeds but losing watermelon under the intimidation of the other party.

Although you must strive for your own interests to the greatest extent during the negotiation, you must not take all the benefits.When negotiating, it is extremely impossible not to give up an inch of ground and not to give the other party the slightest benefit.The best choice is to exchange the small for the big within a pre-considered reasonable range, that is, to give the other party the benefit of the heart, because the negotiation does not have a [-]% victory.

Learn more about your negotiating opponent
Before the negotiation, collect more important information about the opponent, so that you can always take the initiative in the negotiation process, and you can also sell yourself to the opponent through side interviews.

Kissinger was only a professor at Harvard University and a cabinet advisor.Kissinger's purpose is to enter the political world, and the consultant obviously cannot satisfy his wish.

Finally, the opportunity Kissinger was looking for came.

A new round of presidential elections was about to begin, and the United States was bogged down in the quagmire of the Vietnam War.In order to get out of the predicament, the US government has held secret peace talks with Vietnam in Paris.The content of the negotiations is highly confidential.But the peace talks are crucial to the next presidential campaign, and many people want to know the secrets, and presidential candidate Nixon is even more eager to see through it.

Kissinger guessed Nixon's intentions, thinking that he had a friend who could get inside information about the peace talks, so he used this to make secret contacts with Nixon.

The information was naturally obtained.

First, major events had just taken place in Paris, and Kissinger advised Nixon not to announce his new strategy on the Vietnam War to the public.

Second, the current president may order a halt to the bombing of North Vietnam in the short term.

Third, Paris had agreed to stop bombing North Vietnam.

The rare intelligence that was causing Nixon headaches came easily.With such accurate information, Nixon made no mistakes in his speeches in the days leading up to the election.The content and timing of Kissinger's intelligence provided Nixon with the favor and applause of the masses.

Nixon succeeded in the election and was elected president. Naturally, he admired this great hero. In the end, Kissinger got his wish.

Don't let the other side lead you by the nose

Setting goals is one of the most important tasks in our business preparation stage.To determine the target of business negotiation, it is necessary to prepare technical and price information related to the business target before negotiating business, and at the same time have a certain grasp of the other party's attitude and possible development trend.Therefore, the goal determined in the preparation stage is the key to the success or failure of the whole business negotiation.Before sitting at the negotiating table, the work you should have done but not done has already determined your performance when negotiating business.

There was something wrong with Mr. Hopper's refrigerator, and it was said that it was difficult to repair, so he decided to buy it again.He took out his only $[-] from his passbook. In other words, to buy a new refrigerator, he could only pay $[-] at most.Besides, he had only a box of matches, a pen, and eight cents in his pocket.After choosing from left to right, he came to the Seuss store and spotted a refrigerator with a price tag of [-] US dollars. He was overjoyed with it.You should know that the Sias store is a store with clearly marked prices, and bargaining is not allowed.But Mr. Hopper still bought this beloved refrigerator for only $[-].He achieved his goal because he set his goal first.

([-]) Set your ideal goal. The ideal goal is a desired goal. That is, reaching this goal will greatly benefit your own interests. If you fail to achieve it, it will not harm your own interests.

A hot air balloon expedition expert plans to fly from London to Paris.He made the following detailed divisions of his goals for this operation: I hope to reach Paris smoothly; landing in France is already good; in fact, as long as I don’t fall into the English Channel, I am content.

Talking about business is based on reality, and the ideal goal must follow the principle of "seeking what is above and getting what is there". However, the ideal goal is by no means asking for a price. Just scare the opponent away!

([-]) The important thing is your ultimate goal. A small tire company in Scotland used to work only four days a week. In order to strengthen the competitiveness of the products in the market, the manager hopes to set the work to start five days a week.However, the union, whose aspirational goal is no work on Friday, has refused to meet.During the lengthy business negotiation process, the company has repeatedly stated that if the union refuses to cooperate, the company may be forced to close down.It seems that the determination of the management is quite strong.But the determination of the trade union was even greater, and in the end the business negotiation failed.The company also announced its closure, and the workers lost their jobs.Trade unions have sacrificed their ultimate goal — keeping their jobs — because they want to pursue an ideal goal.

([-]) It is best to have a target range so that you and your opponent can walk between the ideal goal and the ultimate goal. In the morning, A goes to the vegetable market to buy cucumbers. Price, which angered A, turned around and left.Vendor B asks for [-] yuan per catty, but he can bargain, and through bargaining, A lowers his price to [-] yuan, and happily buys a few catties. In addition, A also bought with the joy of successful bargaining How many scallions he has!
The same price is [-] yuan, why is A still willing to spend a long time to buy the price of [-] yuan, because the price of hawker B has a target range - the highest is [-] yuan is his ideal goal, and the lowest is [-] yuan. .[-] yuan is his ultimate goal.And the setting of this target range can allow A to accept it psychologically.Generally speaking, many people will say to their children: "If you set high goals, you will naturally achieve great results." In ordinary life, we often do this.

However, in the market, can this common sense still play such a role?
When Jewish businessmen choose to live in a community, or choose to join a group, or choose to go to a church, Jewish businessmen will set goals based on the reality.Business owners, too, describe their goals to friends, secretaries, and assistants, gradually revising them upward or downward based on constant feedback.The Jewish businessman believes that personal expectations reflect what he hopes to achieve, in other words, it is an expectation he has of himself.Expectation is not simply a wish, but an affirmative intention that involves presenting one's self-image.If you perform poorly, it may damage your self-image.

When people are asked "what score do you want to get next time," they set goals with no more authenticity than when they are asked "what score do you want to get next time", because the latter involves ego The self-esteem of the image, while the former does not.Expectations, willingness to take risks, and success are all related.When choosing a target, the individual is like a gambler placing a bet, trying to maintain a balance between gain, cost, and success or failure.Of course, it is not an easy task to find the basis for constant victory among success or failure, price, and income. Therefore, people can only use this as a starting point on the basis of past experience.Success or failure affects expectations.People will decide the level of expectations based on their own ability and performance, because this roulette contains the most precious capital of the individual - self-esteem.Jewish businessmen believe that talking about business is a back-and-forth process of constantly seeking feedback.Buyer, seller each have their own goals, then seek feedback and make corrections for each request, concession, threat, delay, deadline in the feedback.

Permissions, and even comments from good and bad people, will affect the expectations of both parties. Any sentence or any new trend will become the determining factor for the fluctuation of "price".Therefore, in the process of negotiating business, it is often much better to set a high goal than a low goal.

However, the higher the expectations, the more likely to be disappointed, and it is inevitable to take risks.The so-called "buying and selling transactions", of course, rely on good judgment and make a careful assessment.When evaluating, you should aim high, although this will bring you some risks.

Prepare several sets of negotiation plans
Before negotiating business, it is necessary to formulate multiple sets of different business negotiating plans.The advantage of this is that in case the business negotiation fails for the first time, you can still put forward those prepared different plans for the other party to think about, so as not to accept a deal that you have not prepared for, although at the moment of signing the contract, you think it is The only choice you can make.

Make different plans for negotiating a deal, and don't think to yourself: "The deal will never break down, why think about so many questions now?" A great excuse, but we should see the other side of things.In many cases, if you think that you will not fail in business negotiations, you only cling to a certain goal of negotiating business, and it will not bring any losses.But the vast majority of negotiations follow a particular format and are often plagued by delays in reaching an agreement.And, if you don't prepare other options in advance, you may be forced to accept a deal that is far less than you are satisfied with.You will really feel the psychological pressure of "selling with tears" when there is no way out.

There was a salesman named Rogers who was actively running around and devoted himself to the sales work with great enthusiasm.Wherever he went, he enthusiastically introduced the air conditioner to buyers from the beginning to the end, and he never tired of it.At first this trick also worked, but then met a customer - Parker, the situation was different.

Parker listened quietly to Rogers' introduction, and at first he didn't say a word, but then he talked about the advantages of the air conditioner: "...this air conditioner does have many advantages. However, since it is a new product, is the quality reliable? , Whether the performance is superior or not is hard to say. Although the noise is low, it is much more noisy than that of famous brands. There are elderly people in my family, and the noise will affect my rest. Although I don’t need to change the meter, I live in an old house, and the line load is already large enough. Yes, if you use such a high-power air conditioner again, it will cause trouble. And the weather has already cooled down, maybe there will be no high temperature this summer. If you buy it and don’t use it, the half-year warranty period will soon pass, which means there is no warranty. Rogers, who has always been eloquent and eloquent, was dumbfounded for a while after listening to these nitpicking nitpicking, and had to lower the price to sell under the situation of being "raided".

Here are a few ways to formulate a business plan:

([-]) You can decide what purpose to negotiate business with. Before preparing your several sets of plans, you should first figure out what the plans you are preparing are for: it is the current business negotiation you provide to the other party when you are preparing to negotiate business. What about the terms of the target, or are there other terms you offer when the other party disagrees with what you've listed?Obviously, the former scheme is global, and the latter scheme is local.

([-]) You can decide which direction to take to discuss business. By adopting a horizontal method of business negotiation, you can spread out the topics to be discussed in an all-round way, and stipulate how many issues to discuss in each round, and discuss business round by round in order.By adopting the method of vertical business negotiation, you can arrange the business issues to be discussed into a sequence, and conduct business talks in order according to the internal logic requirements of the issues, and only talk about one issue at a time. If this issue is not completely resolved, the next issue will not proceed discussion.

([-]) Elements of the formulation of the business plan The following important elements must not be ignored: the theme and goal of the business; the time for the business; the deadline for the business; the agenda for the business.

long tongue annoying

If you want to live happier and happier, take in the fresh air fully through your nose and keep your mouth closed all the time.Therefore, many businessmen always respect those who know the art of listening, and hate those who just chatter.

There was a Jewish woman who liked to talk about other people's right and wrong very much.

Talkativeness is originally a woman's nature, but she went too far, so that even the usual chattering three aunts and six wives couldn't bear it, and finally one day everyone went to the rabbi to complain about her behavior.

After the rabbi listened carefully to their complaints, he asked the women to go back first.Then the rabbi sent for the talkative woman.

"Why do you make something out of nothing and judge the neighbors' wives?"

The talkative woman smiled and replied, "I'm not making up any stories! Maybe I have a habit of exaggerating the facts a little, but isn't what I'm telling you close to the truth? I'm just embellishing the facts a little to make them more impressive." But maybe I really talk too much, even my husband said that?"

"You have admitted that you talk too much, okay! Let's think about it, is there any good treatment?" After thinking for a while, the rabbi walked out of the room, and then took back a large bag. He said to the woman Said: "You take this bag, and when you get to the square, you open the bag. After that, you have to turn around, collect all the things, and then go back to the square."

The woman took the bag and felt it was very light. She was puzzled and wanted to know what was in it.So she quickened her pace and walked to the square. When she arrived at the square, she couldn't wait to open it and saw that there were a lot of feathers inside.

It was a cloudless day with a light breeze, which made people feel very comfortable.The woman walked as the rabbi ordered, laying the feathers by the side of the road, and when she entered the house, the bag was just empty.Then she carried the bag again, picked it up, and went back to the square.

However, the cool autumn wind blew away the feathers, so that very few were left.The woman had no choice but to go back to the rabbi. She told the rabbi that everything was done as the rabbi ordered, but she could only take back a few feathers.

"I think so," said the rabbi. "All news on the street is like a feather in a big bag. Once it slips out of your mouth, there is no hope of getting it back."

So the rabbi corrected the woman's bad habits with tact.

A long tongue is far more troublesome than three hands. False words spread for a long time will turn into bad words, and bad words are enough to separate close friends.

(End of this chapter)