Work instead of being a boss

Chapter 19 How to Sign an Economic Contract (4)
Fifth, in market competition, it is normal for rivals to try their best to compete with each other for their own survival and development.However, legitimate means must be used in the competition, that is to say, only through quality, price, promotion, etc., can we conduct a fair and honest "competition" to show off the male and female, and we must not use fish's eyes, slander, and backstabbing to hurt others Injure opponents by other improper means.

Sixth, the sky is high for birds to fly, and the sea is wide for fish to leap.The vastness and diversity of the market make it possible for a boss with a keen mind not to be jealous of being squeezed out, but to resolutely avoid the crowd and not be afraid to step on a lonely path to reach the peak of glory.

In modern society, the market situation is changing rapidly. The market situation may be beneficial to Company A at this time, and it may become beneficial to Company B in the blink of an eye.Therefore, the boss should "see things in the long run", and should not judge a hero based on a momentary victory or defeat, let alone blame his competitors for a momentary loss.

Eating a piece of cake together, everyone will make money.This is a wise performance, and it is very operable.

Only by keeping promises can business last for a long time

Business is a kind of fierce competition, and there are many ways and means in the competition, which makes people hard to guard against.However, no matter how you talk about business, you must treat each other with sincerity.The process of negotiating business is by no means synonymous with coercion.The agreement is guaranteed by both sides of the business, and the business negotiators must take into account the interests of themselves and the other party.

Kissinger, the former US Secretary of State and a famous negotiator, once said: "In the eyes of laymen, diplomats are cunning. But wise diplomats know very well that they must not fool each other. From a long-term point of view, reliability and fairness are the same An important asset."

Indeed, from a purely pragmatic point of view, honesty is very important for people in business.If the opponent you do business with doesn't trust you from the bottom of his heart, then you won't get any important information from him.On the contrary, when the other party thinks you are credible, not only on the business table, but even in some private time, he will tell you something that you can't get.E.g:
A: Look, I know your bid is a little low.However, we are really interested in your company's products.

B: However, your attitude on price makes people feel that there is no room at all.

A: I know this.However, if your company makes a slight concession, our price will still change.

This seemingly mundane conversation could be your stepping stone to success.This is not because you control the other party with intrigue, but because you have gained trust.It is only when the integrity of the character is beyond doubt that the key material of the secret will be revealed to you.If you are considered trustworthy by the other party, you should try your best to maintain this image, which will at least be useful to you the next time you negotiate business with the other party.You should know that through contact and understanding, mutual respect and understanding in the process of business negotiation, a good working relationship will be formed, so that every business negotiation becomes smooth and effective.The opponent should be regarded as a partner to solve the problem, and try to influence the opponent with a candid attitude and sincere language, so as to pull the opponent to the track of jointly solving the problem.

When Jewish businessmen negotiate business with foreigners, they are always courteous, courteous and courteous, but they hide a winning strategy in their hearts.They often talked and laughed and bargained.In order to establish a relationship of trust with each other, they will first express their goodwill to each other, and then have some humane chats in order to establish an intimate relationship with each other.They either talked about their family relationship, or talked about topics of mutual interest, and "candidly" expressed their desire for future cooperation. The other party's guard gradually relaxed, but it laid the foundation for their bargaining.In this way, before you know it, you may have entered the trap and lost your benefits.Of course, frankness does not mean naively showing no reservations to the other party.

When talking about business, you must first clear up several misunderstandings: ①Not all people who talk about business agree with you, and you can’t measure each other according to your moral standards; ②Your opponents are likely to take advantage of your unconditional honesty Knock you down; ③Concealing information and hesitating are not the solution.

For this reason, your frankness in business negotiations needs to be flexible: ①Make a business plan and move towards meeting your requirements step by step; ②Be fully psychologically prepared for your opponents in business negotiations; The naivety is undisguised; ④The opponent in business negotiation is not necessarily the altruist you imagined.

It should be said that it is not difficult to be honest in business talks. The following things can be done without opening your mouth: ① Smile, smile sincerely, as if declaring loudly "I am very happy to cooperate with you"; ② Lean forward.In almost all cultures, it expresses interest and concentration; ③Nod at every opportunity.Through this simple action, you can let the other party know that you are listening; ④Use an open gesture.Folding your arms across your chest may be seen as a lack of interest or a sign of restraint; an open posture will show that you are open to the other person's views.

Only by being sincere and treating people with sincerity in business negotiations can we get the bargaining chip of credibility.The transaction value does not only refer to the price, it also includes other interests in the transaction.For example, the credit of the seller is implicit in the price paid by the buyer.From the buyer's point of view, scouting and confirming what you see and hear are as important parts of the transaction as buying goods and striving for the quality of service.In order to negotiate with business counterparties more effectively, we think it is necessary to provide them with some information about themselves for their reference, which is not harmful to both buyers and sellers.But the question is, how much to offer and what to offer, it's all about credit.If we decide that the other party has no credibility and is not worthy of trust, then there is no need to discuss this business.

So, how can we establish a building of credibility in the hearts of opponents?
First, reduce the distance between you and your opponent.

Second, use honesty to win favor.Honesty is not only good for the body and mind, but also good for the business people.Candid people openly reveal everything they know, down to their own motives and assumptions.The risk is high in this strategy, but the rewards can also be large.Candor is a great way to gain sympathy.

Ordinary people will have a good impression of open-minded people; on the contrary, if you hide everything and dodge everything, you will give people a bad impression.

Third, help the other party become more credible.There's a lot you can do to make yourself credible, and it's easy to make yourself credible.However, it is difficult to do it alone, and trust is inherently mutual, so the credibility of the other party must not be ignored.

When doing business, we must put all the prevention problems on paper, and resolutely plug the loopholes.Here is a little story that inspires us a lot:

One day, an American lawyer asked the "Jew of Japan" Mr. Fujita for an appointment.At that time, Fujita was busy, so he did not agree to the other party.

"Anyway, please spare a moment," the other begged.

"Sorry, I'm really not free." Fujita politely declined.

"Okay then, I'll give you [-] dollars for every hour we talk." The other party made an offer, and Fujita was embarrassed by such a sincere attitude, which meant that there must be something important.

"Okay, then I'll give you [-] minutes."

Mr. B is the legal adviser of a large Jewish company in the United States. This company has reached a cooperation intention with a Japanese trading company. Now it needs a supervisor to monitor whether the Japanese company is abiding by the contract. He will pay [-] US dollars a month and ask Fujita to recommend a company to them. a suitable candidate. Mr. B took out the letter from the boss of the company to Mr. Fujita: "Because you are a friend of the Jews, the supervisor you introduced must be reliable." After that, Mr. B also took out the cooperation agreement between the company and the Japanese trading company.

After Fujita read it, he couldn't help laughing.In the eyes of the Americans, this may be a perfect agreement, but in the eyes of the Japanese, it is a contract full of loopholes and assassinations.Therefore, Fujita not only pointed out the loopholes in the contract to lawyer B, but also introduced a reliable supervisor.This man easily earns $[-] a month with very little work.Even so, Mr. B is very satisfied.Because he not only discovered the loopholes in the contract early, but also found a suitable supervisor.Otherwise, once the Japanese trading company takes advantage of its loopholes, it will be too late to regret!

This story tells us the fact that we should be cautious when signing a contract, rack our brains, and never allow any loopholes.Shopping malls are battlefields. In business operations, when we sign even a small contract with others, we must not be careless, otherwise it is easy for the other party to take advantage of the loopholes.

There are too many cases caused by economic disputes, many of which stem from contract disputes: either the contract is vague and the meaning of the parties is not clear;For this reason, we require the accumulation of extensive social experience and a certain amount of legal knowledge, and we must not be careless when signing the contract. All clauses must be considered repeatedly, and the rights and obligations of both parties and possible situations must be thoroughly analyzed.Otherwise, going to court is a laborious, time-consuming and expensive matter.Of course, we are also in favor of opportunism, so as not to reap the consequences.

When negotiating, you should pay attention to the art of negotiation and try your best to bargain.Because it is your right to sign the contract or not, but as long as you sign it, you have to bear your own responsibilities.Everything in the world is constantly changing all the time, but observing the contract and maintaining the contract can ensure that the interests of both parties are not violated, and it is the guarantee for making money in business.It is under the guarantee of this "contract" that the Jews make money and become rich.

Once the Jews signed the contract, they would definitely implement it, and they had to bear the difficulties and risks themselves, which was an important reason for their success.They believe in the contract and believe that the other party is also a businessman who strictly enforces the contract.So among Jewish merchants, there is no such thing as "non-payment of debts" at all.

The Jews naturally hated those who broke the contract, and they must be strictly investigated for responsibility, and unceremoniously demand compensation for losses. For the Jews who do not perform the contract, everyone will scold him and expel him from the Jewish business community.

There is a little story to tell:
There was a Jewish boss who made a contract with the employees, stipulating that the employees would work for the boss and be paid once a week, but the wages were not in cash, but the workers bought items equivalent to the wages from a nearby store, and then the store owner settled the bill Account to receive cash.

After a week, the worker ran to the boss angrily and said, "The store owner said that you can't take things without paying cash. So, please pay us cash."

After a while, the store owner came to check out again, and said: "The workers at your place have already taken these things, please pay." The boss was confused when he heard this, and repeated investigations, but both sides insisted on their opinions. , and no one can prove that the other party is lying without evidence.As a result, the boss had to send two expenses.Because only he made a promise to both parties at the same time, and the store owner and the employee have no employment relationship.

The Jews are very observant.As long as you sign a contract with them, you won't have any worries.They trust the contract and believe that both parties who signed it will strictly abide by it.

Against such a commercial background, the Jews will strictly pursue the responsibility of those who do not perform the contract, and unceremoniously demand that the other party compensate for the loss; for the Jew who does not abide by the contract, they will drive him out of the Jewish business world without hesitation, and make him bear the burden forever. infamy.

Because different countries attach different importance to contracts, we should be cautious when doing business and dealing with people, because we don't know the other party well, and we don't know whether the other party will keep the contract, so we don't trust the other party at first.

The following is a typical example of a Jewish business that attaches great importance to contracts:

An exporter A signed a contract with Jew B for [-] boxes of canned mushrooms. The contract stipulated: "[-] cans per box, each [-] grams."Although the weight of the goods was [-]% more than the contract, Jewish businessman B refused to accept the goods.Exporter A even agreed not to charge for exceeding the contract weight, but Jewish businessman B still disagreed and demanded compensation.Exporter A had no choice but to deal with the goods separately after losing a lot of money.

This matter seems to be that the Jewish businessman is too unreasonable to give him more goods.The truth is not that simple.Because the Jews attach great importance to contracts, the Jews can be said to be "the people of the contract."Once the Jews 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 unrigorous and tolerant.

Jews are proficient in business and are well versed in international trade regulations and international practices.They understand that the quality condition of the contract is an important condition, or called a substantive condition.English law regards it as a requirement.The specification of the commodity stipulated in the contract is [-] grams per can, but each can delivered by exporter A is [-] grams, although the weight is [-] grams more.However, the seller's failure to deliver the goods in accordance with the specifications stipulated in the contract is a breach of the contract.According to international practice, Jewish merchant B has the full right to refuse to accept the goods and file a claim: according to the United Nations Convention, the behavior of exporter A is a fundamental breach of contract; according to American law, it is a major breach of contract; according to British law, it is a violation of essential elements.Therefore, Jewish merchant B's move is legally justified.

In the above case, there is also a marketability issue.Jewish merchants bought commodities of different specifications for certain commercial purposes, including adapting to consumers’ hobbies and habits, market supply and demand, and strategies for dealing with competitors.If the [-]-gram canned mushrooms shipped by the exporter are not suitable for market consumption habits, the Jewish businessman on the importer side will not accept it even if an extra [-] grams per can is offered without a price increase. Loss of business objectives can have serious consequences.The occurrence of this situation may also bring unexpected troubles to the buyer, the Jewish businessman.

Assume that there is a country with strict import control, and Jewish importers are not good at doing business in this country. At this time, if the importer applies for an import license for [-] grams per can, but the actual delivery is [-] grams, the imported If the weight is [-]% higher than the weight of the import license, it is very likely that the relevant departments of the importing country will check it, and it will even be considered as intentionally evading import management and tariffs, reporting more than less, and giving corresponding sanctions.

It can be seen that the contract is an element that both the buyer and the seller attach great importance to. If the contract is not fulfilled, both the buyer and the seller will face serious consequences.In fact, not only Jews, but also business activities in all countries in the world generally attach importance to contracts.The so-called contract is the record of the negotiation. After the conditions of one party are accepted by the other party, the contract becomes effective.After the contract is signed, it becomes a legal document that restricts the behavior of both parties, and both parties must abide by and implement the provisions of the corresponding contract.Any party that violates the provisions of the contract must bear legal responsibility.Therefore, any party who signs the contract must seriously abide by the contract.

(End of this chapter)