Work instead of being a boss

Chapter 18 How to Sign an Economic Contract (3)
The best deals are with someone who has just started or is about to leave. A new person is eager to do something and make a name for himself, and he is usually given ample freedom of action. A person who is leaving because he thinks he is going to leave anyway. , no longer worry about such headaches, and no longer care about it.

Using the timing of the very time to call outside of business hours, late at night, or on weekends often has a greater effect.Make sure you start by saying, "This is so important that I'm only going to tell you on weekends."

Taking the time to moderate threats Timing is the best way to moderate demands.We can force a response without doing it so well that it sounds like we have no choice.

Use the attention of busy people Busy people don't stay on a certain problem for a long time, so you have to go straight to him, and you have to have the idea that you are here to listen to him.You should say a few words less and give others the opportunity to let him speak, otherwise it will only cause other people's resistance or make him absent-minded.

In addition, there must be a clear understanding of the priorities of things.If you discuss a lot of issues, be sure to allow plenty of time for the most important issues to negotiate.Never put yourself in a rather tense "Can I take a few more minutes? I haven't said my main point yet" situation.If you have an opportunity, but don't make full use of it, you are still not good at talking business!
invincible persuasion
In order not to make the other party bargain, we must first change the other party's attitude.We should start with the other person's preconceived assumptions, existing beliefs, needs and desires, and guide them toward our proposals.There are two sides to everything, and there are elements of satisfaction and dissatisfaction in every transaction, and there must be objections on both sides that need to be overcome.In a sense, whether the transaction can be successful depends on how you face the opposition, which depends on how you bargain in the transaction, and how to influence and change the other party's point of view.

Mr. George's wife has poor eyesight, and the watch she uses must have a very clear distinction between the long and short hands.But this kind of watch is really not easy to find now. After a lot of effort, they finally found a watch that she could see clearly.However, the appearance of that watch is too ugly, perhaps because of this reason, this watch has not been sold, and its price of [-] yuan seems too expensive.

Mr. George told the businessman who sold the watch that [-] yuan was too expensive, but the businessman said that the price was very reasonable, and told Mr. George that the watch was only accurate to a few seconds a month.Mr. George told the watchmaker that the accuracy of the time is not very important. In order to prove it to him, Mr. George also showed him his wife's old watch: "She has worn this [-] yuan watch for [-] years. Watches have always worked well."

But the businessman replied: "After [-] years, she should also wear a famous watch." When Mr. George pointed out that the watch was not good-looking, he retorted: "I have never seen such a beautiful watch specially designed for eyesight." A watch designed by a bad person.” In the end, after some haggling, they settled the deal for [-] yuan.

In fact, once you grasp the key points, you can have your own strength, and you can handle the other party's objections smoothly and persuade them to agree with your point of view.The so-called persuasion refers to making the other party realize where their real interests lie when negotiating business.You can rely on the other party's sense of logic, you can appeal to the other party's feelings, or you can cater to the other party's values.

Practice the steps below and you may find they work. It's not the only way to do persuasion, but it's a better way.

Point out the problem first. Write down everything you can think of before talking to customers about business.

The advantages contained in your suggestions are of little use at this stage until he sees them from the standpoint of his own opportunities.The only way to find out the other party's problem is by asking some probing questions.

Agreeing on a solution involves working with the other person and trying to get him to agree with your overall proposal to solve his problem.Here's how: Encourage him when he supports the content of your suggestion, and encourage him to take a stand in this situation.And when he objects, back off or object.

Select the primary benefit and only select those parts of the proposal that are beneficial to him among the solutions you have enumerated.The more your profile becomes public, the weaker your position becomes.Other benefits should be set aside against his resistance.

It is a very important stage to provide sufficient evidence for what you say.In order to support your point of view, especially when you talk about the quality of your service, provide the other party with evidence, such as tables, figures, various graphs, sketches, pictures, test results, research data, etc.It is imperative to paint a picture of where your stuff is best and provide some evidence for what you say.Otherwise, he would think to himself: "I've heard all this a lot before."

Obtaining the approval of the other party requires him to go the same way with you, and if he wants to go back, he must resolutely resist.You should make sure he agrees before the next stage comes.

Reduce his cost to the minimum and spread his cost widely, and compare it with other small expenses; pull the other party's cost in time and break it into small pieces.Don't linger on this stage, but move on to the next one immediately.

Giving him an additional benefit is elicited immediately after the statement about the other party's cost.

Add up all the benefits he has earned so far, and work out with him the gross profit he has earned; this gross profit must be accumulated over a long period of time.

Of course, when persuading the other party, you must let the customer know that you know his point of view very well.When the other party is bargaining, he must make a series of reactions quickly.

The other must be evaluated, both as a group and as individual individuals.Then, give the other party another stimulus, usually in the form of a proposal that can attract the other party.

Some of the benefits mentioned in the proposal to the other person can act as such a stimulus, which will attract a response from them.Exchanges from this point of view will prompt the other party to respond in a direction that favors us, and at the same time, they will also want to prompt their own response to develop in the other's point of view.

This facilitation process can take place through positive reinforcement, and occasionally negative reinforcement as well.The so-called positive reinforcement is to encourage the other party when what the other party says is beneficial to our plan; the so-called negative reinforcement is to set resistance or retreat when the other party does not support our plan.

In fact, in addition to exerting influence on the people negotiating business, you can also exert influence on the situation of negotiating business.

When negotiating business, you need to guide the other party to make efforts in the direction of the expected transaction, you can provide the other party with a similar but more favorable deal, more favorable conditions, different plans and closing methods, or provide different evaluations of the transaction ways to influence the negotiation situation.

"Creating whirlpools" and "brinkmanship" can generally also affect the situation of business negotiations.Business negotiators who negotiate business in a competitive manner know that each other is playing the game of "creating a whirlpool" at certain times.They sometimes deliberately want the other party to do this, and even admire those negotiators who can use this method to the maximum, but this game is usually dangerous.

When using these methods, there is a certain skill.Generally, they use this technique when they think that the other party's attitude is too idealistic and they cannot negotiate normally if they want to continue the conversation.At this time, they will not give in immediately, otherwise, if they give in too quickly, the other party will not take the concession seriously and want to win a bigger victory.Of course, when using this technique, you must not let the opponent see through.You have to be calm and convincing before you can continue to discuss business.

Abide by the contract and fight for every cent

When doing business, we should fight for every cent and never give up.But in front of the contract, even if you suffer a loss, you will absolutely abide by it.Contracts between people must never be broken.

An exporter signed a contract with a Jewish businessman for [-] boxes of canned mushrooms. The contract stipulated: "[-] cans per box, [-] grams per can." However, the exporter shipped [-] boxes of [-]-gram mushrooms can.Although the weight of the goods was [-]% more than the contract, the Jewish merchant refused to accept the goods.The exporter even agreed not to charge for exceeding the contract weight, but the Jewish businessman still disagreed and demanded compensation.The exporter had no choice but to compensate the Jewish merchant for all the losses, and had to deal with the goods separately.

Jewish businessmen may seem unreasonable, but the truth is not that simple.First of all, because the Jews attach great importance to contracts, the Jews can be said to be "the people of the contract".The essence of Jewish business experience lies in the contract.Once they sign the contract, no matter what difficulties arise, they will never break the contract.Of course, they also require the contracting party to strictly perform the contract, and will not allow the contract to be loose.On the contrary, whoever fails to perform the contract will be considered as a violation of God's will, and the Jews will never allow it, and will definitely investigate the responsibility strictly and file a claim for compensation mercilessly.

It can be seen that the contract is an extremely important element of buying and selling, and violation of the contract provisions will have adverse consequences for both the buyer and the seller.The Jews are well aware of the key points, so they emphasize the need to keep the covenant.In Jewish business, contracts and companies are also commodities. As long as they can make a profit, even their own companies will be sold.Among the Jews there are people who specialize in the purchase of contracts. After purchasing the contract, these people perform the contract on behalf of the seller and make a profit from it.Businessmen who buy contracts for profit are called "middlemen" or "agents."Among the Jews, "agents" were dealt with, regardless of the size of the trade.

Therefore, once the Jews successfully negotiate with the other party and reach a consensus agreement, whether it is an oral agreement or a written agreement, they will not break the agreement no matter what difficulties arise during the implementation period.At the same time, they also require the contracting party to strictly perform the contract.

When signing a contract during negotiation, both parties must have a clear goal and accurate semantic expression, and no ambiguity is allowed to be hidden in it.After that, both parties must abide by the contract and must not break the contract.

Jews are strict with themselves and others in enforcing contracts.If the other party does not strictly perform the contract, the Jews will definitely pursue it strictly and demand compensation for losses mercilessly.

In business dealings or development, the premise is mutual security.To establish this sense of security, contacts need to abide by the contract and abide by the law.But they often cleverly adapt the contract for their own use without changing the contract.The key issue in the business world is not morality or immorality, but legality or illegality, and compliance with contracts.

One deal, two profits
Whether a business can be planned so perfectly depends on your business wisdom.In fact, this is a kind of win-win strategic thinking of businessmen.Most businessmen are able to achieve a win-win situation through ingenious adjustments in their business dealings.

The Lehman Brothers story illustrates the win-win technique well:
In [-], a man named Henry?Lyman's family immigrated to the United States. After living in the South for a while, he settled in Alabama with his two younger brothers, Emanuel and Meyer, and started a grocery business.

Alabama is a cotton-producing area in the United States, and farmers only have cotton in their hands. Therefore, Lehman Brothers actively encouraged farmers to exchange daily groceries with cotton instead of currency.Is this inconsistent with the businessman's consistent operating principle of "cash first"?But Lehman Brothers' accounts are very clear. They believe that the trading method of exchanging commodities and cotton can not only attract customers who have no cash for a while, but also expand sales; Under such circumstances, the transaction price of cotton can be manipulated; daily grocery needs to be purchased and transported, but now when the goods are purchased by empty trucks, the cotton can be taken along the way, which can also save a large amount of transportation costs.This kind of business model can be called "one deal, profit at both ends". Both buyers and sellers can make money.
Grasping the win-win technique in buying and selling is not only the business method of Lehman Brothers, but also the method adopted by most businessmen, because it can make their business bigger and bigger.This "one deal, profit on both sides" way of winning money is in line with modern business principles.Based on this principle, we believe that:
First, in the past, in order to make money, companies always wanted to dominate the market and crush their peers.In dealing with their peers, they mostly slander, attack and deceive each other.Not only do we believe in "A peer is an enemy", but also insist on "36 lines, each line is jealous".Nowadays, enterprises in modern society advocate and encourage competition, but the purpose of competition is to promote each other, promote each other, improve together, and develop together.

Second, the two armies are fighting each other to the death, and either wins or loses.In market competition, everyone wants to win but not to lose.It is said that the companies competing in the market are "rivals" because they have the following characteristics in their competition with each other: one is confidentiality.Competitors have a certain degree of confidentiality at a certain stage and under certain circumstances.The second is detective.Competitors are almost all spying on each other in order to develop strategies to defeat each other.The third is winning.All competing parties do not want to win, and they all want to obtain a certain profit so that their products can occupy the market.The fourth is to overcome the "enemy".If the market cannot accommodate all competitors, any enterprise wants to preserve itself and "destroy" the other; even if the market can accommodate all competitors, they still want to bully the weak.

Third, although competing companies are a bit like "rivals" on the battlefield, they are different in essence.This is because: the fundamental goal of the company's operations is to contribute to the society, the company's products meet the needs of the society, and the money earned by the company is also used by the country, the company, and the employees. The means of competition between companies must be legitimate. In this sense, companies can completely help, support and understand each other, and should be friends.

Fourth, the market competition is fierce, and the competition among companies in the same industry is even more intense.Competitors are the same in the market. They should not be narrow-minded, but should be friendly and open-minded.This is like a martial arts competition between two boxers with high martial virtues. On the one hand, it is necessary to determine the winner, and on the other hand, they must learn from and care for each other. The winner is not arrogant, and the loser is not discouraged. They learn from each other and improve together.

(End of this chapter)