Work instead of being a boss

Chapter 17 How to Sign an Economic Contract (2)
At the same time, the rabbis also warned people: "When you encounter a ghost, you must run away. Similarly, when you encounter news on the road, you should also run away quickly."

The Jews believe that when everyone stops talking behind their backs, the flames of all disputes will be extinguished.Therefore, the Jewish nation hates gossips and gossips, and they hate rumors even more.It can be said that the Jews are a taciturn nation.

The Jews believe that people who are good at listening are smart people; and people who like to express themselves and chatter are usually fools.That's why there is a Jewish saying: "When a fool laughs loudly, a wise man only smiles."

The Jews also believe that teaching silence to one's tongue is of great benefit in life.For this reason, the "Talmud" warns the Jews to "use their tongues carefully as if they were treasures."

The Jews believe that the tongue is like a sharp sword, and it must be used carefully, otherwise it will not only hurt others, but also hurt yourself.Therefore, the Jews imitated the ancient sword masters-except for the real need, they would never draw their swords to hurt others.

"Silence is gold, and eloquence is silver." Jews often regard silence as the golden armor worn by warriors.

The Jews believe that words should not be spoken casually, but should be considered word by word.For this reason, Jews often use medicine to describe speech, that is, a moderate amount of speech can hit the nail on the head, but too much will make the picture darker and more harmful.

Therefore, the Jews are a nation that pays more attention to restraint than other nations in the world.They also have some cautionary words:

"There is no bone on the surface of the tongue, so special care should be taken."

"The tongue should be controlled by the heart, not the heart by the tongue."

reconcile interests rather than positions
It is difficult to achieve the goal when the two sides of the business are arguing endlessly on the position, because the different positions create a gap between the two parties.To make a business successful, both parties must focus on interests, because interests are the common ground of both parties in business.

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 greater than 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 business negotiations, as long as you look deeply at the hidden interests, you can find that the common interests of both parties are much more than conflicting interests.

Take the common interests between homeowners and tenants as an example: ① Both parties need stability.Homeowners need stable tenants, and tenants need to find a place to live for a longer period of time. ② Both parties want the room to be well maintained.Tenants want to live in it, and homeowners want to increase the value of the home and the prestige of the building. ③ Both parties want to establish a good friendship.Homeowners want tenants to pay their rent on time, and tenants want landlords to do necessary home repairs.The two parties also have some different but non-conflicting interests: ①The tenant does not like the new paint because of his allergies.Homeowners don't want to pay to repaint all the rooms. ②The homeowner may want the first month's rent to be guaranteed, so he wants the tenant to pay in advance.The tenant is happy with the room, and he probably doesn't care much about when the rent is due.After taking into account the common interests and different interests mentioned above, the conflicting interests of the two parties in terms of low rent and high income are much easier to resolve.The common interests of both parties may lead them to sign a mutually satisfactory contract, such as a long-term contract in which both parties share the cost of improving housing conditions.

Different interests can be satisfied by both parties making some efforts for friendship.For example, the first month's rent is paid in advance the next day, the tenant pays for the paint, and the homeowner pays for the painting.Don't take it too easy to reconcile the differences of interests between the two sides - it's like a person trying to pull back a donkey going north with one hand, and trying to pull back a donkey going south with the other hand. can be successful.The key is to find the knack.

Let's take a look at the story of two sisters fighting over an orange.Both want the orange, so they divide it into two.They didn't know that one wanted to eat the pulp and the other wanted to bake cakes with orange peel.

In this story, as in many business cases, a satisfactory agreement is possible precisely because each party is asking for something "different".We must be amazed to know this, and it is generally assumed that the difference between the two sides can only cause difficulties.However, "differences" can sometimes lead to solutions to problems.

Differences in interests and ideas can make it possible for one project to be of great benefit to you with little loss to the other party.The first trick to reconciling the interests of both parties is to formulate 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 can accept.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".Therefore, the motto of businessmen is: "Long live the difference!"

The second trick to reconciling interests is to focus both parties' attention 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 can make a decision that satisfies 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.Decisions are often hampered by uncertainty.You often want to get as much as possible, but you don't know how much is enough.You might say, "Just tell me and I'll know if it's enough." This may make sense from your own point of view, but from the other side's point of view, you know you have to make a more convincing case.Because no matter what the other person does or says, you think it's not enough—you want more.Asking the other person to go one step further will not produce the result you hoped for.

Many people who talk about business cannot know exactly whether their request to the other party is "formal talk" or "actual effect", but the difference between the two is crucial.If what you want is "actual results," don't add obstacles to the business space.If you want a horse to jump over a fence, don't raise the fence any higher.If you want to sell a [-] cent drink, don't set the price at [-] cents just to give you room to negotiate.

In most cases, what you want is a commitment.You can try to provide several possible agreements.It is quite right to write in order to clear the mind in a business discussion.Start with the simplest possible solution, and then draw up several possible options.

If workers want to listen to music while working, it is easier for the company to agree to let the workers play the records themselves than to let the company play the music.Since most people are strongly influenced by the concept of "legitimacy," trying to make a solution legitimate is one of the most effective ways for a solution to be accepted by the other party.It is easier for the other party to accept what they think is right from the perspective of fairness, law, and honor.

Take the pulse of the other party and choose the right time for negotiation
Don't talk about business at the wrong time, but choose the best time to talk about business!There are plenty of business negotiations that don't work out not because they are bad, but because the people executing them didn't choose the right moment.Timing is more important than any other factor in negotiating business, and its role plays a role in the entire process of negotiating business: when should we negotiate business with the other party?When is the best time for us to make this request to the other party?Can you put pressure on the opponent at this stage?
Can the business talk end now?Every process of negotiating business must be done step by step at a good time. If the timing is not firm, you may fail before you start negotiating business with the other party; maybe you could have reached an agreement with the other party soon, but because You don't grasp the timing, you have to continue to bargain with him, and your interests are lost again... So, the timing may help you win the business, or it may make you mess up the whole business, it's all about It depends on how you grasp it.

Many deals that were so favorable to him by the negotiators did not close simply because they did not choose the right time.If someone objects to a plan or a deal, it's not necessarily because he doesn't like the plan or the deal, it could just be for economic or other internal reasons that you don't know about.However, if you believe in an idea and believe that it should make sense for a particular customer, then go interview him and tell him your idea.But bring it up at a more favorable time, and you'll get results.When you combine everything about timing and the elusive thing about working in a business, the right or proper timing may just be a phone call away.Almost any transaction, whether it is a simple sale or a complex series of actions over many years, sends out its own sensory signals that anyone can ingest.

While you can control the timing during a business negotiation, you should get your cues of action from the other side.Obviously, to do this, what you should be doing is listening rather than talking, and really listening to what the other person is telling you and being good at understanding it.In fact, we have mentioned and emphasized this point many times.As long as you ask the right questions, you can get many clues about timing.

For example: due to budgetary or other considerations, the other company is more able to make a purchase decision at certain times of the year.This type of information is often obtained by asking.

Jewish businessmen believe that in order to choose the best time to sell when negotiating business, the following three basic principles must be kept in mind:

Don't blurt out any proposal, take the time to think about it first, see if the situation calls for some kind of timing, or if you can take advantage of the timing.Don't give an easy answer without thinking it through.As with any business negotiation, the facts of it—its nature, complexity, and certain information acquired during the process—can help you understand what timing is, and this information should be applied along with common sense.

Negotiating a deal will obviously take longer if you don't know anything about your opponent.If the other person was impressed by the introduction you made at the beginning, it is best to exchange some opinions with him before you introduce again.Don't try to force a commitment after a few weeks if you know it will take months for the other party to accept the deal.

Don't Lose Patience We are often driven by the desire for "instant gratification," and the corporate environment seems to reinforce this urge.Move on to the next thing, it will be one less annoying thing, and it will make you impatient with it.

However, even if we can get others to do what we want, it is difficult to get them to do what we want.People and things always move according to their own beat, almost never according to our timetable.Therefore, we advise businessmen to delay the pursuit of instantaneous ability and adjust your own timetable to match other people's timetables.There is really nothing more important than patience in all aspects of timing for a business man.Persistence, as it is commonly understood, the numbers game in business is how much you ask of the other party, and how often you patiently repeat it to them.Patience and perseverance are the basic tenets of your business.

Don't slack off. When getting a promise from the other party, the timing of business talks is as important as when to say and do things.Your mind does this work for you, it calculates answers through intuitions that are not possible through analytical thinking, and the timing is all about translating those intuitions into conscious action or conscious silence.If you think of this timeline as the "full time" of a transaction, or as independent of the transaction, the conversion process described above should be effortless.

Most transactions seem to have a secret deadline, which is always carried out according to a predetermined procedure and schedule.The time it takes to negotiate a business can be hours, days, months or even years.The timing of each phase—when and for how long—is usually obvious, and the right timing is to play by the book, do what needs to be done, and do what needs to be done.Some people, after learning about the necessary procedures for doing business, look for shortcuts.Because they are eager to make a deal, they always want to compress the time or delete certain procedures. They see the signs of proper timing but ignore them.

When it's time to do it, do it -- because it's the perfect time to do it.Likewise, talk business when it's time to talk business.The best opportunity to discuss business has been found, and the next question is how to make good use of it to get the maximum benefit from the final signed business agreement.Remember not to throw away the best opportunity and let it be useless!It is not an easy task to choose the right moment in the process of negotiating business.In fact, many unexpected opportunities will appear in front of you every day. You don’t have to be a prophet who can predict these good opportunities, but you must be sensitive to the importance of these good opportunities and respond in time to guide things in the right direction. You develop in a favorable direction, that is to say, you have to take advantage of the opportunity.

So, how to use the best time to talk about business to do good things?
When extending, renewing or re-signing a contract while taking advantage of other people's happy time, never do it when the contract is about to expire. You should choose to extend or renew the contract when the other party is happy.If the other person has some good news, even if it has nothing to do with you, it provides a good time for you to ask him, and most of them will go smoothly.Of course, you can't ask too much.

Taking advantage of someone else's bad timing, someone else's bad or unfortunate timing, can create all kinds of opportunities for you, just as you should renew a contract when the party is at its happiest. When his competitors were most displeased, he made a contract with him.

(End of this chapter)