speaking psychology
Chapter 12 Astute Negotiation Eloquence
Chapter 12 Astute Negotiation Eloquence
Negotiation is a war without gunpowder. Although there is no gunfire, the full "smell of gunpowder" on the negotiating table can still make people feel the potential danger.Negotiations are nothing more than two outcomes, success or failure.Success indicates the acquisition of the target benefits, which will undoubtedly benefit a lot, while failure means the loss of benefits, followed by huge losses.If you want to be successful, you must have a keen negotiating eloquence.
care about the interests of the other party
In many cases, the interests of both parties in the negotiation are usually the same. If one party gets more benefits, the other party will inevitably get less benefits.Under such circumstances, if we want to ensure a win-win situation for both parties, while maximizing our own benefits, we should also consider and care about the interests of the other party while maximizing our own benefits, and thus promote cooperation between the two parties.
Any experienced negotiator with a long-term vision understands that when negotiating, he must not be too greedy, and he must not think about taking all the money on the negotiating table into his own pocket.Even if you win the negotiation, don't be dazzled by the victory, because once the other party feels that they are defeated, they will easily feel repelled. Less than any positive boost.
From this point of view, the last penny left on the negotiating table is often the most expensive, and it is very likely to pay or make huge sacrifices if you want to get it.Therefore, don't covet the last penny. On the contrary, you should take the initiative to show proper concern for the interests of the other party, and let the other party feel that he is also one of the winners. Only in this way can the negotiation achieve a win-win situation.
Dale Carnegie, a famous American tutor of human relations, often gives lectures in the auditorium of a certain hotel, teaching social aspects to students from all over the world.
Once, not long after he started speaking, he suddenly received a notice from the hotel, telling him that the rent of the auditorium was twice as much as before, and urging him to hand over the rent to the person in charge of the hotel as soon as possible.Normally, Carnegie would definitely change the location of the class, but not this time, because all the tickets for the lecture have been sent out.
Considering that the rent was too high, Carnegie finally decided to negotiate with the person in charge of the hotel.So, two days later, Carnegie went to the hotel manager and said: "Two days ago, I received a notice from you to increase the rent of the auditorium. I was shocked by this, but at the same time, I also deeply understand your decision, because Maximizing the profitability of the hotel is your ultimate goal. If you insist on increasing the rent, we will take out a pen and paper and write down all the advantages and disadvantages of doing so.”
"Let's talk about the benefits first. Even if the hotel doesn't rent the auditorium to me to give lectures, but to those who need it to hold dances or evening parties, there are still many benefits, because the income will be much higher."
"Then let's talk about the disadvantages. On the surface, it seems beneficial for you to increase the rent, but in this way, I and other guests like me will be driven away. We can go to other restaurants to re-rent the place, Make your money elsewhere, so your income will be lower because of it.”
"In addition, there is another thing that is not good for you. A considerable part of the people who come to my lecture are management personnel in the enterprise. From another perspective, this is equivalent to free advertising for your restaurant. You can think about it, even if Your hotel has paid a high price to publish a large number of advertisements in the newspaper, and it is difficult to invite such a group of high-quality people to visit the restaurant. I have done things that you can't do with money. Isn't this enough for you? Is it a good deal?"
After talking about the pros and cons, Carnegie left. Early the next morning, the hotel manager visited Carnegie in person and promised to increase the rent of the auditorium from 2 times to 1 time.
In the above example, Carnegie has been thinking about the interests of the other party from the beginning to the end. The content of the discussion is how to make the other party profit. In the end, he not only realized his purpose of renting, but also made the other party feel that he has indeed gained a lot. interests, and are willing to reach an agreement with themselves.
Carnegie finally agreed to the hotel to double the rent, rather than insisting on making concessions, which is the same as leaving something on the negotiating table for the other party.It can be seen that in the negotiation process, only by fully considering the interests of the other party and making the other party profitable can we create opportunities for ourselves to obtain benefits and the negotiation can be successful.
It can be seen that if there is a conflict in the negotiation, you should try to temporarily put aside your idea of how to make a profit, and think about it from the perspective of the other party, and you will find that in fact, many things are not communicated. Not as difficult as imagined.No one will refuse a kind reminder. Once the other party starts to reconsider the problem according to your thinking, then you will not be far from success.
Negotiations with opponents of different personalities
There are many factors that affect the success of a negotiation. From the perspective of the entire negotiation process and personal subjective analysis, the most critical factor is the character of the opponent. If you want to change your negotiation strategy in a targeted and flexible manner, you must It is necessary to have a detailed understanding of the opponent's own negotiating personality and negotiating habits.
Due to different social environments, different levels of education, and different local cultural customs, people have very different negotiating personalities and negotiating habits, and it is difficult to accurately grasp and identify them.Therefore, in the negotiation, we should pay attention to the following types of negotiating opponents.
1.Eloquent
Under normal circumstances, this type of opponent is the most common in negotiations, and their main characteristics are:
(1) Love to talk.At the beginning of the negotiation, people of this type usually say a few polite words first, and then put forward their opinions in a rush, imposing certain restrictions on some issues that need to be discussed in the negotiation.
(2) Be good at expressing.Their thinking is extremely open, with strong expressive ability and strict logic, which makes people feel very reasonable.
(3) Willing to communicate.They are sociable, like to go to parties, and always have a way to get close to the person they want.
If you encounter this type of opponent in the negotiation, you should take several countermeasures.
(1) Communicate with him enthusiastically, create a harmonious atmosphere for negotiation, make full use of the emotional weakness of this kind of person, and try to make him make concessions at critical times.
(2) Don't be intimidated by the other party's eloquence, but put forward your point of view boldly, and analyze it with extensive reference.
(3) Participate in activities with him as much as possible, and try to make him talk more, so as to extract useful information from the words.
2.Hidden type
The most dangerous opponents on the negotiating table are the "hidden" types of people. They often keep their faces when others express their views, making it impossible for people to speculate and observe their true inner thoughts, so they don't know what to do. how to respond.
Therefore, when facing this type of opponent, you must not take it lightly, and you should take the following countermeasures.
(1) When the other party remains silent, you should also stand still, and don't reveal too much of your point of view easily, so as not to be caught by the other party.Therefore, pay attention to the wording when expressing opinions, and try to make the meaning vague and disturb their judgment.
(2) Listen carefully to every word the other party says, and conduct detailed analysis, trying to summarize or infer his intentions in these words.
(3) Don't believe all the opinions expressed by the other party, but see clearly which ones are under the cover of him, and don't be deceived by his tricks.
In short, you will meet people with various personalities in the negotiation field. The deeper you know them, the better you can take targeted precautions or take the initiative to attack, so that the negotiation can be carried out in a direction that is beneficial to you, and you can gradually grasp the initiative. Lay the foundation for the success of the final negotiation.
Relaxed and humorous to let the other party relax their vigilance
The famous German writer Thomas Mann once said: "When a person has a strong desire for something in his heart, he will quickly enter a state of preparation for war." Nervous, in this tense state that is about to suffocate, it is difficult for the other party to break through every suggestion, request or condition you put forward.If this tense atmosphere cannot be eliminated as soon as possible, it will be extremely difficult for the two sides to reach a consensus and achieve success.
For negotiations, the Jews have such a point of view-negotiations are a very intense war without gunpowder.If you speak well, you can win with just a few words and gain cooperation and support. If you speak poorly, even eloquence will fall short.Therefore, when negotiating, you must control your mouth well, and don't just talk about it.We must pay attention to creating a relaxed and pleasant negotiation atmosphere as much as possible, so as to resolve the other party's previous sense of resistance and relax our vigilance.
After Kissinger participated in the perfect Soviet negotiations on strategic weapons and signed an agreement with the Soviet Union, he immediately held a press conference on the negotiations in the hotel where he stayed.At the meeting, Kissinger revealed to reporters: "The Soviet Union has a strong ability to produce missiles, and can produce about 250 missiles every year."
A reporter who is always very sensitive to weapons issues immediately raised his hand and asked: "What about the situation in the United States? What is the level of our country's missile production and what is its capability? In addition, what is the specific number of nuclear submarines?"
Kissinger replied: "I'm sorry! I don't know how many missiles the United States can produce every year, but I am quite clear about the specific number of nuclear submarines, but I don't know whether this is required to be kept secret, can I disclose it to you."
The reporter immediately said: "There is no need to keep this secret, you can safely disclose it to us!"
Kissinger smiled and said, "Really? Don't you need to keep it secret? Well, please tell me the specific number of nuclear submarines."
Although this conversation is brief, it embodies the essence of the topic shifting technique vividly and vividly.Facing the extremely sensitive topic of weapons brought up by the reporter, Kissinger skillfully re-thrown the question to the other party in a joking way. Although he did not directly say it, he used another way to imply that the other party was a topic that should not be involved. In doing so, it will not make people feel that he is avoiding the problem, and at the same time, the problem is easily resolved by him in such a humorous way.
This method of using humor to let the other party relax its vigilance is not only tried and tested during the negotiation process, but also can create a relaxed and pleasant atmosphere before the negotiation, so that both parties can easily start the negotiation in such an atmosphere.
At the end of 1943, because General de Gaulle's proposal of "Fighting France" was supported by the United States and Britain in terms of weapons and equipment, the army under his command also expanded from 10 to 40, and the front line stretched from Africa to Italy.However, de Gaulle and Churchill had a lot of differences on the Syrian issue. The direct reason for the differences was that the French National Liberation Committee announced that it had arrested the governor of Poisson, and this person happened to be highly appreciated by Churchill.The only way to properly resolve this thorny issue that both parties find is to negotiate.
Churchill's French level is really unflattering, but General de Gaulle can speak fluent English, which is very clear to both de Gaulle and Churchill's deputy.
When the negotiation officially started, all the people present thought that Churchill would speak fiercely about the matter that both parties were concerned about. Unexpectedly, he mentioned the language problem between himself and de Gaulle as soon as he opened his mouth.To everyone's surprise, he said in blunt French: "Ladies, please go to the market first. General de Gaulle and other gentlemen, please follow me to the garden to chat." After that, he spoke loudly in English Said to his assistant Duff Cooper: "My French sounds pretty good, doesn't it? General de Gaulle's English is so good, I think he will understand the meaning of the French I just said."
Before the words fell, de Gaulle and the others present were already laughing.In this way, de Gaulle, who had always been very sensitive at the negotiating table before, was also moved by Churchill's relaxed and humorous self-deprecating way, and his vigilance gradually decreased. He listened to Churchill's speech in stumbling French friendly and patiently.
As such, you must always remember that conflicts, stalemates, and disputes are inevitable when stakes are at stake.In order to prevent the other party from taking strict precautions against you from the initial stage of the negotiation, you can use this relaxed and humorous way to ease the tense negotiation atmosphere and make the other party's vigilance slowly relax, thus laying a solid foundation for subsequent successful negotiations .
Do what you like
What a person wants in his heart will eventually be expressed through behavior. This is the fishing effect.The famous American eloquence master Carnegie once said: "Although you like to eat bananas and sandwiches, you can't use them to fish, because they are not what the fish like. If you want to catch fish, you must put the bait." Visible If you want to achieve the set goal, you must do what you like and give what the other party wants.You must understand that everyone has a plan, and only if you give up can you get something. If you want to get what you want, you must give up something you have or insisted on before.
There is such a joke:
A cruise ship has an unexpected breakdown during the voyage and the ship may sink at any time. Although a distress signal has been sent out at the first time, it will take some time for the rescue ship to arrive.Although the place where the breakdown occurred is still some distance from the coast, it is still possible to swim to the shore with the help of a life jacket.After considering this point, the captain immediately asked the first mate to inform the passengers to put on life jackets and dive to escape.
Soon, the first mate told the captain that none of the passengers jumped because they were afraid of danger.The captain hurried to the deck where the passengers gathered, and came back after a while to say that all the passengers were diving now.The first officer was surprised and asked how it was done.The captain said: "I told the British that diving is a good sport for the body; told the Germans that it was an order from their superiors; told the French that diving is very popular now; told the Japanese that we are conducting an escape drill; told the Americans We already bought insurance for them when they got on the ship..."
Although this is just a joke, it also contains a profound truth: if you want to get what you want from the other party, you must give the other party what you want.The same is true in negotiations. Both parties have positions that they want to maintain. The purpose of negotiations is to obtain the desired benefits. There will always be one party that has to make some concessions. The advantage of one party is overwhelming, otherwise the negotiation will not proceed smoothly, and both parties will not be able to achieve a win-win situation.
However, if one party is willing to make concessions and intends to satisfy the other party's needs for some small interests, even if he makes some seemingly excessive demands in the future, the other party will try his best to meet them. will also be carefully considered.
In order to obtain a patent for a new technology, Professor Jeff negotiated with another company as a company representative.At the beginning of the negotiation, the other party listed a lot of harsh conditions: "In addition to paying a transfer fee of 500 million US dollars, you have to give us 3% of the total output value every year; the products cannot be sold using your company's brand; in addition, the whole process of production and sales of products must be supervised by us.”
These conditions made Professor Jeff feel too harsh, and he wanted the other party to make some appropriate concessions.Therefore, he took the lead in taking concession measures on some details, such as increasing the proportion from 3% to 5%, agreeing not to use the company's brand when selling, the production and sales process being supervised by their company, and agreeing to jointly establish a factory to produce products And co-create a whole new brand, and so on.
The other party was very happy with Professor Jeff's concession, so Professor Jeff seized the opportunity to propose conditions beneficial to his company: "We will be responsible for building the factory, and the cost will be deducted from the transfer fee; allow the other party to exchange technology for 30% of the shares in the new factory; the profit from the factory will be distributed according to the proportion of the shares.” The other company immediately agreed after hearing this, and finally the two parties happily signed a cooperation contract.
On the surface, it seems that Professor Jeff gave the other party the benefits he wanted and put his own interests aside, but this is not the case. If 3% is handed over to the other party, what his company gets in the end is just a technology, and the profits created by this technology have nothing to do with them.Although the concessions he made increased the output value, he had the funds to build the factory. In this way, he got both the technology and a new factory, and he also got most of the profits created by the technology.In essence, this negotiation is to give up the small to make the big, and the latter is precisely the ultimate goal of the negotiation.
It can be seen that when we are negotiating, we do not have to be tenacious when we insist on our own interests. This is likely to attract the other party to follow suit. If both parties are unwilling to back down, the negotiation will be in trouble.On the contrary, if you give the other party some benefits appropriately according to what you like, it will be easier for the other party to make concessions.But be careful, what you give to the other party can only be small profits, the fundamental interests must be adhered to, and you must not lose the watermelon and pick up the sesame seeds.
Ingenious cloth maze, lead you into the urn
In the negotiation, which seems to be an extremely cruel war without gunpowder, the most appropriate negotiation strategy must be used in order to achieve the ultimate goal.When necessary, you can also cleverly set up a maze, and introduce the other party into the pre-set situation according to the plan, so that the initiative of the negotiation will naturally fall into your own hands.It should be noted that during the whole process, one must keep a clear mind at all times and keep in mind the ultimate goal to be achieved, so as not to be confused by the other party using the same strategy.
What are the ways to cleverly clothe the maze?The following two methods can be used for reference.
1.Use false information to make the other party have an illusion
In order to facilitate water navigation, the U.S. government decided to dig the Panama Canal to connect the Atlantic Ocean with the Pacific Ocean.At that time, a French company was also digging the canal, but failed in the end, so they wanted to transfer the development rights of the canal.With its rich assets, the company offered a high price of 1.4 million U.S. dollars, but the U.S. government's offer was only 2000 million U.S. dollars.Due to the large price difference, it is difficult for the two parties to reach a consensus for a while, so further communication can only be made through negotiation.
After a long period of negotiations, the French company decided to lower the price to US$1 million, and the United States also made concessions and changed the offer to US$3000 million, but even so, the two parties were still not satisfied, and the negotiations fell into trouble again.The United States began to worry, the Panama Canal is very important to them.Previously, the government had drawn up two plans for the construction of the canal, one was the Nicaragua Canal and the other was the Panama Canal.At this time, the government reported that it would abandon the Panama Canal and instead dig the Nicaragua Canal.In fact, the United States has indeed considered it, but it has not been confirmed.The French company is almost clear about this matter, so they also announced that they are considering negotiating with Britain and Russia, as long as they get loans from the two countries, they can continue to dig the canal.
As the tug-of-war continued, the French company obtained an important report to the president written by the relevant US departments, which made the company extremely disturbed.The report said that although the Panama Canal has advantages, the amount of money spent is too high. In comparison, it is better to dig the Nicaragua Canal.At this time, disagreements emerged among the company's shareholders. Due to internal and external troubles, the company had to lower the quotation to 4000 million U.S. dollars. Although this price was a little higher than the U.S. government's expectation, considering the actual value of the Panama Canal, 4000 million U.S. dollars Not too high, so the two parties finally reached a consensus and signed an agreement.
It can be said that this example has applied the method of clever maze to the extreme.The two sides continue to use false information to create one illusion after another for the other. In contrast, the methods adopted by the United States are slightly better, which has the effect of disrupting the other's audiovisual. Coupled with the sudden problems of the other side, the United States has naturally achieved its ultimate goal.
It should be noted that when using this method, you must pay attention to skills, and you must not use fake data, fake trademarks, etc. to confuse the other party, because that is not just a matter of laying out the enchantment array, but also involves commercial fraud.
2.intentional mistake
Under normal circumstances, making mistakes will bring serious consequences, but if you make mistakes intentionally, the result will be different.In negotiations, in order to make the other party make concessions to achieve their ultimate goal, many negotiators will use deliberate mistakes to test the other party, and then use the problem to lure the other party to accept certain conditions.
In a clothing store, a customer took a fancy to a piece of clothing and began to bargain with the owner.The shopkeeper asked for 360 yuan, but the customer thought it was a little expensive, and said, "The price is too high, let's make it cheaper!" The shopkeeper said, "I usually sell this dress for 500 yuan, but now I only have this one left, so I will give you a discount." The price is 280 yuan, how about it?" The customer felt that it was still a little expensive and said, "220 yuan!" The shopkeeper said, "I think this dress suits you so I give you a discount. If everyone is like this, I will lose money every day. Well, I’ll sell it to you for 300 yuan, so please don’t tell anyone else.” The customer was very dissatisfied and said, “You just said 280 yuan, why did you change it again?”
The shopkeeper seemed confused and said: "Is there? No way, the purchase price is 290 yuan, how can I say 280 yuan to you, forget it, you have to be trustworthy in business, then I will pay a little bit, 280 yuan to you Alright!" Although the final transaction price was higher than the customer's ideal price, the customer still happily bought the dress.
In this example, the store owner used the method of intentionally reporting wrong prices when negotiating with the customer. After comparing the prices before and after, the customer unconsciously fell into the trap of the store owner and accepted a higher price.
Whether it is using false information to create smoke bombs, or deliberately making mistakes to lure the other party into the trap, you need good negotiating eloquence. Be careful not to let the other party see the flaws. Only in this way can you win the negotiation and achieve Final goal.
Throw stones to ask the way, find out the cards
In negotiations, the most common tactic is to hide your true heart.Some people put pressure on the other party with a tough attitude that will never give in. Some people are very anxious but seem innocuous on the surface, and they put on a posture of fighting to the end.It can be said that when striving for more interests while maintaining basic interests, everyone is in a tense state, hiding their true hearts, constantly testing and suppressing the other party, and trying to turn the situation to their own benefit .At this time, if you want not to be restrained by the other party, you must use all methods to understand the other party, and then use the method of throwing stones and asking for directions to figure out the real intention of the other party's superficial attitude.
John Cowell is a salesman of Hewlett-Packard. Although he often encounters rejections from customers during the sales process, he can resolve this problem every time, and finally makes customers happily accept the products he sells.
Once, he went to a certain company to sell products, but unfortunately, just after he revealed his identity, he was rejected very strongly by the other party: "Don't waste any more time trying to convince me, I only believe in IBM. products, and we have maintained a good cooperation with IBM, and the cooperation will continue, so please come back.”
John was neither angry nor frustrated, but smiled and said in a tone that sounded very comfortable:
"Sir, from your words, I can feel that you trust IBM very much, don't you?"
The other party replied in a blunt tone: "Of course, do you need to emphasize this?"
John continued: "So, sir, what aspects of IBM's products attract you the most?"
The other party replied while thinking: "There are many aspects of their products that are particularly attractive to me. For example, the quality is guaranteed. This is beyond doubt, and their company has high technology as a support for product development. The company must have advantages. The most important thing is that their company has had a very good reputation for many years. In this industry, IBM almost occupies the position of a leading company and is a symbol of authority in the industry. Based on these points alone, they are worthy of recognition. We feel confident working with them for a long time.”
John immediately asked: "I think, in addition to these points, your ideal product must have other characteristics. In your opinion, what changes should IBM make to make you more satisfied?"
The other party thought for a while and said: "It would be better if they improved some necessary details. Many employees in our company reported that some operations in their products are too complicated and difficult to master. Solve this problem. Our company has a huge demand for this product, and spends a lot on equipment updates every year. Therefore, it would be more perfect if their company can lower the price a little bit from the current level. "
Hearing this, John knew exactly what to do next and what to say.So he said: "Sir, I have some good news here. I believe you will be very interested in it. Our company can satisfy the two wishes you just mentioned. In terms of technology, our company is definitely world-class, so The quality of technology and products is absolutely guaranteed. Our company's technical department can also create the most suitable and best-used products according to your company's needs. In addition, in terms of prices, in order to open up the market, our company is currently implementing low prices strategy, so the products you get are definitely of high quality and low price.”
The other party saw that all their requirements for the product could be met by John's HP company, and after a little consideration, he finally agreed to cooperate with HP, and said that he would purchase a batch of goods in a week.
In the above example, John flexibly used the very effective strategy of throwing stones and asking for directions in negotiations. Through progressive questions, he guided the other party to actively disclose his expectations and requirements for the product, and understood the other party’s true intentions. Prescribe the right medicine to the case, and finally achieve the expected effect and ultimate goal.
The military book says: "Know yourself and know your enemy and you will never be in danger of a hundred battles." Negotiations are the same. If you want to succeed, you must ask for directions, use negotiating eloquence flexibly to guide the other party to express their needs and expectations, and open up channels for the ultimate success of negotiations.
Learn to say no when negotiating
Negotiation is a negotiation process that uses negotiation as a means, takes mutual benefit as the goal, and finally reaches a certain consensus through rejection and commitment.An experienced negotiator should not only dare to say "no" when he cannot promise to the other party, but also be good at making a proper refusal on the basis of not hurting the other party's psychology and feelings. higher requirement.
How can I say no without hurting the other person's feelings?What are the eloquence skills in this area?The following is a brief introduction to several commonly used polite refusal techniques in negotiations.
1.Inheritance and transfer
When people's certain requests are rejected by the other party, their self-esteem will be more or less hurt to a certain extent. Pay attention to using as little or no direct negation or total veto as possible to express the meaning of rejection.
We should start from the most basic psychological needs of people, such as the desire to be respected and understood by others, first find out some non-essential content that they agree with from the opinions of the other party, and find the right angle and time to respond This expresses affirmation and recognition, and then shows the common ground between the two parties, expressing understanding and respect for each other, this is the so-called inheritance.Then, calmly and objectively explain where the two sides have different opinions, so as to inspire and persuade the other party.
In this way, because the other party has gained respect and understanding before, and their psychological needs in this regard have been met, the psychological distance between the two parties will be shortened a lot. Even if they are rejected later, they will feel that we are reasonable, so by The psychological imbalance caused by being rejected will be greatly reduced.
2.limited barriers
In the negotiation process, if the other party's request far exceeds the limit that we can accept, and it still does not achieve good results after using other methods, in order to make the other party realize that it is meaningless to do so, you can Make the illusion that you cannot overcome some objective obstacles in front of the other party, and show that you have more than enough energy but not enough power, so that the other party can forgive your refusal when you give up the entanglement.
The limitations and obstacles mentioned here can be emphasized through two aspects: one is that some requirements put forward by the other party cannot be met by oneself, such as technology and funds; the other is the limitations from society, such as laws, systems, practices and situations Wait.The two can be used alone or in combination with each other.
3.Besieging Wei and Rescuing Zhao
When the request or opinion put forward by the other party is unacceptable to our side, we will not be restrained by the other party, and we will not directly refuse or counterattack, but aim at some of the other party's rejection of our side in certain opinions in the previous negotiations. Discuss key issues, use offense as defense, put pressure on the opponent to make concessions, and put the opponent in a position where they are asked to express understanding so that they are busy parrying.Therefore, if the other party still insists on not making concessions, it has to voluntarily give up its request for concessions from our side.
4.compensation method
In the negotiation process, many times we will have great hopes for certain transactions, and we are determined to win, but the other party’s requirements on certain terms are beyond our tolerance. This is unacceptable to us, but if we are straightforward If you reject the other party, it is likely to have a bad influence on the atmosphere of the negotiation, and it may even irritate the other party, leading to the final breakdown of the negotiation and making all our previous hopes come to nothing.
In order to avoid similar situations from happening, we can use the method of compensation and comfort, that is, while rejecting the other party, we can give the other party appropriate compensation in terms of psychological needs and material benefits within the range we can accept, so as to relieve the pain. The other person's sense of imbalance due to rejection.
5.self-denial
The so-called self-inducing method refers to not giving an immediate answer to the questions or accusations raised by the other party, but asking some pre-designed questions through some insinuating words, luring the other party to unconsciously deny the previous ones in the process of answering the questions. requirements or opinions.
In negotiations, we often encounter situations where the other party makes unreasonable demands or accuses out of thin air. Faced with these situations, we must be calm and not refute without thinking, let alone complain. The most appropriate strategy at this time is to adopt this method To make the other party self-denial, the ultimate goal can be achieved without spending too much effort.
Although it is best to reach a consensus and achieve a win-win situation in negotiations, we must also learn to reject unacceptable demands when necessary.In fact, no matter which method you use, as long as you can use a way that makes the other party feel comfortable and use appropriate language to reject their request, you will be successful.
Use more "polite" methods to negotiate
Everyone has their own self-esteem, and proper compliments to each other can win you goodwill; everyone has a sense of responsibility, and proper urging to each other can make you get commitment.Similarly, combining these two methods will play a huge role and make you receive unexpected results.
A company in Hainan signed a purchase contract with a factory, agreeing to deliver the goods within one month.But two weeks later, prices soared, and the factory saw that it was profitable, so it wanted to unilaterally tear up the contract and sell the goods originally produced for the company to other companies.After the company got the news, it immediately sent an experienced distributor to the factory to negotiate on behalf of the company, trying to make the other party dispel this idea and continue to perform the contract.
The factory, which had been fully prepared to launch a verbal war, changed its original mind after hearing what the company representative said.
The representative of the company said: "Through the cooperation with your factory this time, the leaders of our company all agree that you are really good at doing business and have a very flexible mind, especially the leaders of the factory have strong management and operation capabilities, which is really impressive. It is worthy of our imitation and learning. This time, the goods our company ordered from your factory are purchased and operated in cooperation with another company. If we fail to deliver the goods within the specified time, there may be troubles, maybe At that time, we also need to ask the person in charge of your factory to come forward and explain the problem of not being able to deliver on time. I think your factory can understand the difficulties we are facing. In addition, we have cooperated many times. There is a small problem, but there is still the possibility of cooperation in the future. If your factory causes our company to suffer losses due to some small incidents, not only will the cooperation between us be interrupted, but other companies that want to cooperate with your factory will also suffer from this And reconsider the question of whether to cooperate. Besides, now your factory has many customers, and the business volume has soared and the future is bright. Once they know that your factory has unilaterally broken the contract for the sake of immediate interests, they will feel that your factory is not trustworthy. It is difficult to trust, and cooperation also has certain risks. In this way, it is very likely to reduce or interrupt the business cooperation with your factory. If this is the case, wouldn’t your factory not be worth the loss..."
In this example, the company representative combined the methods of "courtesy" and "urging" alternately, which is natural and unconventional, ingenious and does not make people feel sophistry, and deeply understands the true meaning of negotiation. Under reasonable circumstances, the other party finally wavered and revealed the intention to resume cooperation.This inspires us: the combination of some single methods and strategies will produce an amazing effect of 1+1>2.
But it should be noted that this method must be used after proficiency, and it must be combined with flexible negotiating eloquence in the process of application. Praise or praise, otherwise the other party will have mistrust or rejection, but if used properly, it will promote the negotiation to move on the expected track, the initiative will naturally transfer to your own hands, and finally achieve your goal successfully.
Skillful use of colloquial language
Spoken language, that is, some words that are often spoken habitually and have no practical meaning.Spoken language is called the cancer of language in most cases, but in negotiations, if the spoken language can be used skillfully and flexibly, it will often bring a series of unexpected positive effects to the negotiation, such as easing the atmosphere and cleverly introducing a certain topic. Effect.So, what oral language can have such a positive effect in negotiations?You can use the following more common spoken language as a reference.
1.but……
In the negotiation process, the colloquial phrase "but..." is a frequently used speaking technique, and it has an excellent effect on inducing the other party to answer certain questions.
In addition to "however", there are many words with similar meanings that can be used in negotiations as spoken words, such as "but" and "however", etc., and then boldly ask questions after using these words with turning meanings as "leading", so that It will be easier for the other party to answer, and at the same time, the resentment caused by direct questions can be avoided.
2.by the way
"By the way" refers to something that comes to mind suddenly and wants to tell the other party as soon as possible for fear of forgetting it later.This colloquial phrase does not seem to be important on the surface, but in fact the real meaning of the person who said this colloquial phrase is: The argument I put forward in the negotiation is very important, so you must pay attention to it.
3.if then……
During the negotiation process, if the other party keeps asking the following types of questions, such as "If I double the order quantity, will the price be slightly cheaper?" "If the quality of the product is inspected by ourselves , will you put forward some new requirements in terms of technology?" etc.
In the stage of probing the details of the other party and proposing, using this kind of questioning method can be said to be a relatively positive way, which plays an important role in promoting both parties to seek common interests and choose the best transaction path.But speaking this colloquial language also has great requirements on timing. If the negotiation has entered a critical stage of discussion, it is not appropriate to use this strategy, otherwise it will cause unnecessary differences, and in serious cases, it is likely to destroy the already formed cooperation atmosphere.
4.before i forget...
This type of colloquial expression is similar to the previous "By the way", and it does not seem to be important on the surface, but in fact they all hide extremely important arguments.The frequency of use of such spoken language in negotiations is relatively high. Negotiators must pay attention when listening to the other party's speech, and use it as a signal that the other party is about to put forward an important argument.
5.frankly
Logically, an argument that begins with the words "frankly" often implies that what he is expressing on other arguments is not candid and honest.However, what the person who uses this colloquial phrase really wants to express is: "Attention, you must pay special attention to what I say next, because the following words are all important points." It can be seen that this colloquial phrase is related to frankness and honesty. There is no absolute connection between them, its function is only a reminder or a reminder, indicating that what he is about to say is very important, and you need to pay attention to it.
Therefore, don't think that oral language is a very troublesome and distressing "cancer". Using it in the right place and saying it at the right time will also bring about magical effects and help you at the tense negotiation table Strive for the greatest benefit.
(End of this chapter)
Negotiation is a war without gunpowder. Although there is no gunfire, the full "smell of gunpowder" on the negotiating table can still make people feel the potential danger.Negotiations are nothing more than two outcomes, success or failure.Success indicates the acquisition of the target benefits, which will undoubtedly benefit a lot, while failure means the loss of benefits, followed by huge losses.If you want to be successful, you must have a keen negotiating eloquence.
care about the interests of the other party
In many cases, the interests of both parties in the negotiation are usually the same. If one party gets more benefits, the other party will inevitably get less benefits.Under such circumstances, if we want to ensure a win-win situation for both parties, while maximizing our own benefits, we should also consider and care about the interests of the other party while maximizing our own benefits, and thus promote cooperation between the two parties.
Any experienced negotiator with a long-term vision understands that when negotiating, he must not be too greedy, and he must not think about taking all the money on the negotiating table into his own pocket.Even if you win the negotiation, don't be dazzled by the victory, because once the other party feels that they are defeated, they will easily feel repelled. Less than any positive boost.
From this point of view, the last penny left on the negotiating table is often the most expensive, and it is very likely to pay or make huge sacrifices if you want to get it.Therefore, don't covet the last penny. On the contrary, you should take the initiative to show proper concern for the interests of the other party, and let the other party feel that he is also one of the winners. Only in this way can the negotiation achieve a win-win situation.
Dale Carnegie, a famous American tutor of human relations, often gives lectures in the auditorium of a certain hotel, teaching social aspects to students from all over the world.
Once, not long after he started speaking, he suddenly received a notice from the hotel, telling him that the rent of the auditorium was twice as much as before, and urging him to hand over the rent to the person in charge of the hotel as soon as possible.Normally, Carnegie would definitely change the location of the class, but not this time, because all the tickets for the lecture have been sent out.
Considering that the rent was too high, Carnegie finally decided to negotiate with the person in charge of the hotel.So, two days later, Carnegie went to the hotel manager and said: "Two days ago, I received a notice from you to increase the rent of the auditorium. I was shocked by this, but at the same time, I also deeply understand your decision, because Maximizing the profitability of the hotel is your ultimate goal. If you insist on increasing the rent, we will take out a pen and paper and write down all the advantages and disadvantages of doing so.”
"Let's talk about the benefits first. Even if the hotel doesn't rent the auditorium to me to give lectures, but to those who need it to hold dances or evening parties, there are still many benefits, because the income will be much higher."
"Then let's talk about the disadvantages. On the surface, it seems beneficial for you to increase the rent, but in this way, I and other guests like me will be driven away. We can go to other restaurants to re-rent the place, Make your money elsewhere, so your income will be lower because of it.”
"In addition, there is another thing that is not good for you. A considerable part of the people who come to my lecture are management personnel in the enterprise. From another perspective, this is equivalent to free advertising for your restaurant. You can think about it, even if Your hotel has paid a high price to publish a large number of advertisements in the newspaper, and it is difficult to invite such a group of high-quality people to visit the restaurant. I have done things that you can't do with money. Isn't this enough for you? Is it a good deal?"
After talking about the pros and cons, Carnegie left. Early the next morning, the hotel manager visited Carnegie in person and promised to increase the rent of the auditorium from 2 times to 1 time.
In the above example, Carnegie has been thinking about the interests of the other party from the beginning to the end. The content of the discussion is how to make the other party profit. In the end, he not only realized his purpose of renting, but also made the other party feel that he has indeed gained a lot. interests, and are willing to reach an agreement with themselves.
Carnegie finally agreed to the hotel to double the rent, rather than insisting on making concessions, which is the same as leaving something on the negotiating table for the other party.It can be seen that in the negotiation process, only by fully considering the interests of the other party and making the other party profitable can we create opportunities for ourselves to obtain benefits and the negotiation can be successful.
It can be seen that if there is a conflict in the negotiation, you should try to temporarily put aside your idea of how to make a profit, and think about it from the perspective of the other party, and you will find that in fact, many things are not communicated. Not as difficult as imagined.No one will refuse a kind reminder. Once the other party starts to reconsider the problem according to your thinking, then you will not be far from success.
Negotiations with opponents of different personalities
There are many factors that affect the success of a negotiation. From the perspective of the entire negotiation process and personal subjective analysis, the most critical factor is the character of the opponent. If you want to change your negotiation strategy in a targeted and flexible manner, you must It is necessary to have a detailed understanding of the opponent's own negotiating personality and negotiating habits.
Due to different social environments, different levels of education, and different local cultural customs, people have very different negotiating personalities and negotiating habits, and it is difficult to accurately grasp and identify them.Therefore, in the negotiation, we should pay attention to the following types of negotiating opponents.
1.Eloquent
Under normal circumstances, this type of opponent is the most common in negotiations, and their main characteristics are:
(1) Love to talk.At the beginning of the negotiation, people of this type usually say a few polite words first, and then put forward their opinions in a rush, imposing certain restrictions on some issues that need to be discussed in the negotiation.
(2) Be good at expressing.Their thinking is extremely open, with strong expressive ability and strict logic, which makes people feel very reasonable.
(3) Willing to communicate.They are sociable, like to go to parties, and always have a way to get close to the person they want.
If you encounter this type of opponent in the negotiation, you should take several countermeasures.
(1) Communicate with him enthusiastically, create a harmonious atmosphere for negotiation, make full use of the emotional weakness of this kind of person, and try to make him make concessions at critical times.
(2) Don't be intimidated by the other party's eloquence, but put forward your point of view boldly, and analyze it with extensive reference.
(3) Participate in activities with him as much as possible, and try to make him talk more, so as to extract useful information from the words.
2.Hidden type
The most dangerous opponents on the negotiating table are the "hidden" types of people. They often keep their faces when others express their views, making it impossible for people to speculate and observe their true inner thoughts, so they don't know what to do. how to respond.
Therefore, when facing this type of opponent, you must not take it lightly, and you should take the following countermeasures.
(1) When the other party remains silent, you should also stand still, and don't reveal too much of your point of view easily, so as not to be caught by the other party.Therefore, pay attention to the wording when expressing opinions, and try to make the meaning vague and disturb their judgment.
(2) Listen carefully to every word the other party says, and conduct detailed analysis, trying to summarize or infer his intentions in these words.
(3) Don't believe all the opinions expressed by the other party, but see clearly which ones are under the cover of him, and don't be deceived by his tricks.
In short, you will meet people with various personalities in the negotiation field. The deeper you know them, the better you can take targeted precautions or take the initiative to attack, so that the negotiation can be carried out in a direction that is beneficial to you, and you can gradually grasp the initiative. Lay the foundation for the success of the final negotiation.
Relaxed and humorous to let the other party relax their vigilance
The famous German writer Thomas Mann once said: "When a person has a strong desire for something in his heart, he will quickly enter a state of preparation for war." Nervous, in this tense state that is about to suffocate, it is difficult for the other party to break through every suggestion, request or condition you put forward.If this tense atmosphere cannot be eliminated as soon as possible, it will be extremely difficult for the two sides to reach a consensus and achieve success.
For negotiations, the Jews have such a point of view-negotiations are a very intense war without gunpowder.If you speak well, you can win with just a few words and gain cooperation and support. If you speak poorly, even eloquence will fall short.Therefore, when negotiating, you must control your mouth well, and don't just talk about it.We must pay attention to creating a relaxed and pleasant negotiation atmosphere as much as possible, so as to resolve the other party's previous sense of resistance and relax our vigilance.
After Kissinger participated in the perfect Soviet negotiations on strategic weapons and signed an agreement with the Soviet Union, he immediately held a press conference on the negotiations in the hotel where he stayed.At the meeting, Kissinger revealed to reporters: "The Soviet Union has a strong ability to produce missiles, and can produce about 250 missiles every year."
A reporter who is always very sensitive to weapons issues immediately raised his hand and asked: "What about the situation in the United States? What is the level of our country's missile production and what is its capability? In addition, what is the specific number of nuclear submarines?"
Kissinger replied: "I'm sorry! I don't know how many missiles the United States can produce every year, but I am quite clear about the specific number of nuclear submarines, but I don't know whether this is required to be kept secret, can I disclose it to you."
The reporter immediately said: "There is no need to keep this secret, you can safely disclose it to us!"
Kissinger smiled and said, "Really? Don't you need to keep it secret? Well, please tell me the specific number of nuclear submarines."
Although this conversation is brief, it embodies the essence of the topic shifting technique vividly and vividly.Facing the extremely sensitive topic of weapons brought up by the reporter, Kissinger skillfully re-thrown the question to the other party in a joking way. Although he did not directly say it, he used another way to imply that the other party was a topic that should not be involved. In doing so, it will not make people feel that he is avoiding the problem, and at the same time, the problem is easily resolved by him in such a humorous way.
This method of using humor to let the other party relax its vigilance is not only tried and tested during the negotiation process, but also can create a relaxed and pleasant atmosphere before the negotiation, so that both parties can easily start the negotiation in such an atmosphere.
At the end of 1943, because General de Gaulle's proposal of "Fighting France" was supported by the United States and Britain in terms of weapons and equipment, the army under his command also expanded from 10 to 40, and the front line stretched from Africa to Italy.However, de Gaulle and Churchill had a lot of differences on the Syrian issue. The direct reason for the differences was that the French National Liberation Committee announced that it had arrested the governor of Poisson, and this person happened to be highly appreciated by Churchill.The only way to properly resolve this thorny issue that both parties find is to negotiate.
Churchill's French level is really unflattering, but General de Gaulle can speak fluent English, which is very clear to both de Gaulle and Churchill's deputy.
When the negotiation officially started, all the people present thought that Churchill would speak fiercely about the matter that both parties were concerned about. Unexpectedly, he mentioned the language problem between himself and de Gaulle as soon as he opened his mouth.To everyone's surprise, he said in blunt French: "Ladies, please go to the market first. General de Gaulle and other gentlemen, please follow me to the garden to chat." After that, he spoke loudly in English Said to his assistant Duff Cooper: "My French sounds pretty good, doesn't it? General de Gaulle's English is so good, I think he will understand the meaning of the French I just said."
Before the words fell, de Gaulle and the others present were already laughing.In this way, de Gaulle, who had always been very sensitive at the negotiating table before, was also moved by Churchill's relaxed and humorous self-deprecating way, and his vigilance gradually decreased. He listened to Churchill's speech in stumbling French friendly and patiently.
As such, you must always remember that conflicts, stalemates, and disputes are inevitable when stakes are at stake.In order to prevent the other party from taking strict precautions against you from the initial stage of the negotiation, you can use this relaxed and humorous way to ease the tense negotiation atmosphere and make the other party's vigilance slowly relax, thus laying a solid foundation for subsequent successful negotiations .
Do what you like
What a person wants in his heart will eventually be expressed through behavior. This is the fishing effect.The famous American eloquence master Carnegie once said: "Although you like to eat bananas and sandwiches, you can't use them to fish, because they are not what the fish like. If you want to catch fish, you must put the bait." Visible If you want to achieve the set goal, you must do what you like and give what the other party wants.You must understand that everyone has a plan, and only if you give up can you get something. If you want to get what you want, you must give up something you have or insisted on before.
There is such a joke:
A cruise ship has an unexpected breakdown during the voyage and the ship may sink at any time. Although a distress signal has been sent out at the first time, it will take some time for the rescue ship to arrive.Although the place where the breakdown occurred is still some distance from the coast, it is still possible to swim to the shore with the help of a life jacket.After considering this point, the captain immediately asked the first mate to inform the passengers to put on life jackets and dive to escape.
Soon, the first mate told the captain that none of the passengers jumped because they were afraid of danger.The captain hurried to the deck where the passengers gathered, and came back after a while to say that all the passengers were diving now.The first officer was surprised and asked how it was done.The captain said: "I told the British that diving is a good sport for the body; told the Germans that it was an order from their superiors; told the French that diving is very popular now; told the Japanese that we are conducting an escape drill; told the Americans We already bought insurance for them when they got on the ship..."
Although this is just a joke, it also contains a profound truth: if you want to get what you want from the other party, you must give the other party what you want.The same is true in negotiations. Both parties have positions that they want to maintain. The purpose of negotiations is to obtain the desired benefits. There will always be one party that has to make some concessions. The advantage of one party is overwhelming, otherwise the negotiation will not proceed smoothly, and both parties will not be able to achieve a win-win situation.
However, if one party is willing to make concessions and intends to satisfy the other party's needs for some small interests, even if he makes some seemingly excessive demands in the future, the other party will try his best to meet them. will also be carefully considered.
In order to obtain a patent for a new technology, Professor Jeff negotiated with another company as a company representative.At the beginning of the negotiation, the other party listed a lot of harsh conditions: "In addition to paying a transfer fee of 500 million US dollars, you have to give us 3% of the total output value every year; the products cannot be sold using your company's brand; in addition, the whole process of production and sales of products must be supervised by us.”
These conditions made Professor Jeff feel too harsh, and he wanted the other party to make some appropriate concessions.Therefore, he took the lead in taking concession measures on some details, such as increasing the proportion from 3% to 5%, agreeing not to use the company's brand when selling, the production and sales process being supervised by their company, and agreeing to jointly establish a factory to produce products And co-create a whole new brand, and so on.
The other party was very happy with Professor Jeff's concession, so Professor Jeff seized the opportunity to propose conditions beneficial to his company: "We will be responsible for building the factory, and the cost will be deducted from the transfer fee; allow the other party to exchange technology for 30% of the shares in the new factory; the profit from the factory will be distributed according to the proportion of the shares.” The other company immediately agreed after hearing this, and finally the two parties happily signed a cooperation contract.
On the surface, it seems that Professor Jeff gave the other party the benefits he wanted and put his own interests aside, but this is not the case. If 3% is handed over to the other party, what his company gets in the end is just a technology, and the profits created by this technology have nothing to do with them.Although the concessions he made increased the output value, he had the funds to build the factory. In this way, he got both the technology and a new factory, and he also got most of the profits created by the technology.In essence, this negotiation is to give up the small to make the big, and the latter is precisely the ultimate goal of the negotiation.
It can be seen that when we are negotiating, we do not have to be tenacious when we insist on our own interests. This is likely to attract the other party to follow suit. If both parties are unwilling to back down, the negotiation will be in trouble.On the contrary, if you give the other party some benefits appropriately according to what you like, it will be easier for the other party to make concessions.But be careful, what you give to the other party can only be small profits, the fundamental interests must be adhered to, and you must not lose the watermelon and pick up the sesame seeds.
Ingenious cloth maze, lead you into the urn
In the negotiation, which seems to be an extremely cruel war without gunpowder, the most appropriate negotiation strategy must be used in order to achieve the ultimate goal.When necessary, you can also cleverly set up a maze, and introduce the other party into the pre-set situation according to the plan, so that the initiative of the negotiation will naturally fall into your own hands.It should be noted that during the whole process, one must keep a clear mind at all times and keep in mind the ultimate goal to be achieved, so as not to be confused by the other party using the same strategy.
What are the ways to cleverly clothe the maze?The following two methods can be used for reference.
1.Use false information to make the other party have an illusion
In order to facilitate water navigation, the U.S. government decided to dig the Panama Canal to connect the Atlantic Ocean with the Pacific Ocean.At that time, a French company was also digging the canal, but failed in the end, so they wanted to transfer the development rights of the canal.With its rich assets, the company offered a high price of 1.4 million U.S. dollars, but the U.S. government's offer was only 2000 million U.S. dollars.Due to the large price difference, it is difficult for the two parties to reach a consensus for a while, so further communication can only be made through negotiation.
After a long period of negotiations, the French company decided to lower the price to US$1 million, and the United States also made concessions and changed the offer to US$3000 million, but even so, the two parties were still not satisfied, and the negotiations fell into trouble again.The United States began to worry, the Panama Canal is very important to them.Previously, the government had drawn up two plans for the construction of the canal, one was the Nicaragua Canal and the other was the Panama Canal.At this time, the government reported that it would abandon the Panama Canal and instead dig the Nicaragua Canal.In fact, the United States has indeed considered it, but it has not been confirmed.The French company is almost clear about this matter, so they also announced that they are considering negotiating with Britain and Russia, as long as they get loans from the two countries, they can continue to dig the canal.
As the tug-of-war continued, the French company obtained an important report to the president written by the relevant US departments, which made the company extremely disturbed.The report said that although the Panama Canal has advantages, the amount of money spent is too high. In comparison, it is better to dig the Nicaragua Canal.At this time, disagreements emerged among the company's shareholders. Due to internal and external troubles, the company had to lower the quotation to 4000 million U.S. dollars. Although this price was a little higher than the U.S. government's expectation, considering the actual value of the Panama Canal, 4000 million U.S. dollars Not too high, so the two parties finally reached a consensus and signed an agreement.
It can be said that this example has applied the method of clever maze to the extreme.The two sides continue to use false information to create one illusion after another for the other. In contrast, the methods adopted by the United States are slightly better, which has the effect of disrupting the other's audiovisual. Coupled with the sudden problems of the other side, the United States has naturally achieved its ultimate goal.
It should be noted that when using this method, you must pay attention to skills, and you must not use fake data, fake trademarks, etc. to confuse the other party, because that is not just a matter of laying out the enchantment array, but also involves commercial fraud.
2.intentional mistake
Under normal circumstances, making mistakes will bring serious consequences, but if you make mistakes intentionally, the result will be different.In negotiations, in order to make the other party make concessions to achieve their ultimate goal, many negotiators will use deliberate mistakes to test the other party, and then use the problem to lure the other party to accept certain conditions.
In a clothing store, a customer took a fancy to a piece of clothing and began to bargain with the owner.The shopkeeper asked for 360 yuan, but the customer thought it was a little expensive, and said, "The price is too high, let's make it cheaper!" The shopkeeper said, "I usually sell this dress for 500 yuan, but now I only have this one left, so I will give you a discount." The price is 280 yuan, how about it?" The customer felt that it was still a little expensive and said, "220 yuan!" The shopkeeper said, "I think this dress suits you so I give you a discount. If everyone is like this, I will lose money every day. Well, I’ll sell it to you for 300 yuan, so please don’t tell anyone else.” The customer was very dissatisfied and said, “You just said 280 yuan, why did you change it again?”
The shopkeeper seemed confused and said: "Is there? No way, the purchase price is 290 yuan, how can I say 280 yuan to you, forget it, you have to be trustworthy in business, then I will pay a little bit, 280 yuan to you Alright!" Although the final transaction price was higher than the customer's ideal price, the customer still happily bought the dress.
In this example, the store owner used the method of intentionally reporting wrong prices when negotiating with the customer. After comparing the prices before and after, the customer unconsciously fell into the trap of the store owner and accepted a higher price.
Whether it is using false information to create smoke bombs, or deliberately making mistakes to lure the other party into the trap, you need good negotiating eloquence. Be careful not to let the other party see the flaws. Only in this way can you win the negotiation and achieve Final goal.
Throw stones to ask the way, find out the cards
In negotiations, the most common tactic is to hide your true heart.Some people put pressure on the other party with a tough attitude that will never give in. Some people are very anxious but seem innocuous on the surface, and they put on a posture of fighting to the end.It can be said that when striving for more interests while maintaining basic interests, everyone is in a tense state, hiding their true hearts, constantly testing and suppressing the other party, and trying to turn the situation to their own benefit .At this time, if you want not to be restrained by the other party, you must use all methods to understand the other party, and then use the method of throwing stones and asking for directions to figure out the real intention of the other party's superficial attitude.
John Cowell is a salesman of Hewlett-Packard. Although he often encounters rejections from customers during the sales process, he can resolve this problem every time, and finally makes customers happily accept the products he sells.
Once, he went to a certain company to sell products, but unfortunately, just after he revealed his identity, he was rejected very strongly by the other party: "Don't waste any more time trying to convince me, I only believe in IBM. products, and we have maintained a good cooperation with IBM, and the cooperation will continue, so please come back.”
John was neither angry nor frustrated, but smiled and said in a tone that sounded very comfortable:
"Sir, from your words, I can feel that you trust IBM very much, don't you?"
The other party replied in a blunt tone: "Of course, do you need to emphasize this?"
John continued: "So, sir, what aspects of IBM's products attract you the most?"
The other party replied while thinking: "There are many aspects of their products that are particularly attractive to me. For example, the quality is guaranteed. This is beyond doubt, and their company has high technology as a support for product development. The company must have advantages. The most important thing is that their company has had a very good reputation for many years. In this industry, IBM almost occupies the position of a leading company and is a symbol of authority in the industry. Based on these points alone, they are worthy of recognition. We feel confident working with them for a long time.”
John immediately asked: "I think, in addition to these points, your ideal product must have other characteristics. In your opinion, what changes should IBM make to make you more satisfied?"
The other party thought for a while and said: "It would be better if they improved some necessary details. Many employees in our company reported that some operations in their products are too complicated and difficult to master. Solve this problem. Our company has a huge demand for this product, and spends a lot on equipment updates every year. Therefore, it would be more perfect if their company can lower the price a little bit from the current level. "
Hearing this, John knew exactly what to do next and what to say.So he said: "Sir, I have some good news here. I believe you will be very interested in it. Our company can satisfy the two wishes you just mentioned. In terms of technology, our company is definitely world-class, so The quality of technology and products is absolutely guaranteed. Our company's technical department can also create the most suitable and best-used products according to your company's needs. In addition, in terms of prices, in order to open up the market, our company is currently implementing low prices strategy, so the products you get are definitely of high quality and low price.”
The other party saw that all their requirements for the product could be met by John's HP company, and after a little consideration, he finally agreed to cooperate with HP, and said that he would purchase a batch of goods in a week.
In the above example, John flexibly used the very effective strategy of throwing stones and asking for directions in negotiations. Through progressive questions, he guided the other party to actively disclose his expectations and requirements for the product, and understood the other party’s true intentions. Prescribe the right medicine to the case, and finally achieve the expected effect and ultimate goal.
The military book says: "Know yourself and know your enemy and you will never be in danger of a hundred battles." Negotiations are the same. If you want to succeed, you must ask for directions, use negotiating eloquence flexibly to guide the other party to express their needs and expectations, and open up channels for the ultimate success of negotiations.
Learn to say no when negotiating
Negotiation is a negotiation process that uses negotiation as a means, takes mutual benefit as the goal, and finally reaches a certain consensus through rejection and commitment.An experienced negotiator should not only dare to say "no" when he cannot promise to the other party, but also be good at making a proper refusal on the basis of not hurting the other party's psychology and feelings. higher requirement.
How can I say no without hurting the other person's feelings?What are the eloquence skills in this area?The following is a brief introduction to several commonly used polite refusal techniques in negotiations.
1.Inheritance and transfer
When people's certain requests are rejected by the other party, their self-esteem will be more or less hurt to a certain extent. Pay attention to using as little or no direct negation or total veto as possible to express the meaning of rejection.
We should start from the most basic psychological needs of people, such as the desire to be respected and understood by others, first find out some non-essential content that they agree with from the opinions of the other party, and find the right angle and time to respond This expresses affirmation and recognition, and then shows the common ground between the two parties, expressing understanding and respect for each other, this is the so-called inheritance.Then, calmly and objectively explain where the two sides have different opinions, so as to inspire and persuade the other party.
In this way, because the other party has gained respect and understanding before, and their psychological needs in this regard have been met, the psychological distance between the two parties will be shortened a lot. Even if they are rejected later, they will feel that we are reasonable, so by The psychological imbalance caused by being rejected will be greatly reduced.
2.limited barriers
In the negotiation process, if the other party's request far exceeds the limit that we can accept, and it still does not achieve good results after using other methods, in order to make the other party realize that it is meaningless to do so, you can Make the illusion that you cannot overcome some objective obstacles in front of the other party, and show that you have more than enough energy but not enough power, so that the other party can forgive your refusal when you give up the entanglement.
The limitations and obstacles mentioned here can be emphasized through two aspects: one is that some requirements put forward by the other party cannot be met by oneself, such as technology and funds; the other is the limitations from society, such as laws, systems, practices and situations Wait.The two can be used alone or in combination with each other.
3.Besieging Wei and Rescuing Zhao
When the request or opinion put forward by the other party is unacceptable to our side, we will not be restrained by the other party, and we will not directly refuse or counterattack, but aim at some of the other party's rejection of our side in certain opinions in the previous negotiations. Discuss key issues, use offense as defense, put pressure on the opponent to make concessions, and put the opponent in a position where they are asked to express understanding so that they are busy parrying.Therefore, if the other party still insists on not making concessions, it has to voluntarily give up its request for concessions from our side.
4.compensation method
In the negotiation process, many times we will have great hopes for certain transactions, and we are determined to win, but the other party’s requirements on certain terms are beyond our tolerance. This is unacceptable to us, but if we are straightforward If you reject the other party, it is likely to have a bad influence on the atmosphere of the negotiation, and it may even irritate the other party, leading to the final breakdown of the negotiation and making all our previous hopes come to nothing.
In order to avoid similar situations from happening, we can use the method of compensation and comfort, that is, while rejecting the other party, we can give the other party appropriate compensation in terms of psychological needs and material benefits within the range we can accept, so as to relieve the pain. The other person's sense of imbalance due to rejection.
5.self-denial
The so-called self-inducing method refers to not giving an immediate answer to the questions or accusations raised by the other party, but asking some pre-designed questions through some insinuating words, luring the other party to unconsciously deny the previous ones in the process of answering the questions. requirements or opinions.
In negotiations, we often encounter situations where the other party makes unreasonable demands or accuses out of thin air. Faced with these situations, we must be calm and not refute without thinking, let alone complain. The most appropriate strategy at this time is to adopt this method To make the other party self-denial, the ultimate goal can be achieved without spending too much effort.
Although it is best to reach a consensus and achieve a win-win situation in negotiations, we must also learn to reject unacceptable demands when necessary.In fact, no matter which method you use, as long as you can use a way that makes the other party feel comfortable and use appropriate language to reject their request, you will be successful.
Use more "polite" methods to negotiate
Everyone has their own self-esteem, and proper compliments to each other can win you goodwill; everyone has a sense of responsibility, and proper urging to each other can make you get commitment.Similarly, combining these two methods will play a huge role and make you receive unexpected results.
A company in Hainan signed a purchase contract with a factory, agreeing to deliver the goods within one month.But two weeks later, prices soared, and the factory saw that it was profitable, so it wanted to unilaterally tear up the contract and sell the goods originally produced for the company to other companies.After the company got the news, it immediately sent an experienced distributor to the factory to negotiate on behalf of the company, trying to make the other party dispel this idea and continue to perform the contract.
The factory, which had been fully prepared to launch a verbal war, changed its original mind after hearing what the company representative said.
The representative of the company said: "Through the cooperation with your factory this time, the leaders of our company all agree that you are really good at doing business and have a very flexible mind, especially the leaders of the factory have strong management and operation capabilities, which is really impressive. It is worthy of our imitation and learning. This time, the goods our company ordered from your factory are purchased and operated in cooperation with another company. If we fail to deliver the goods within the specified time, there may be troubles, maybe At that time, we also need to ask the person in charge of your factory to come forward and explain the problem of not being able to deliver on time. I think your factory can understand the difficulties we are facing. In addition, we have cooperated many times. There is a small problem, but there is still the possibility of cooperation in the future. If your factory causes our company to suffer losses due to some small incidents, not only will the cooperation between us be interrupted, but other companies that want to cooperate with your factory will also suffer from this And reconsider the question of whether to cooperate. Besides, now your factory has many customers, and the business volume has soared and the future is bright. Once they know that your factory has unilaterally broken the contract for the sake of immediate interests, they will feel that your factory is not trustworthy. It is difficult to trust, and cooperation also has certain risks. In this way, it is very likely to reduce or interrupt the business cooperation with your factory. If this is the case, wouldn’t your factory not be worth the loss..."
In this example, the company representative combined the methods of "courtesy" and "urging" alternately, which is natural and unconventional, ingenious and does not make people feel sophistry, and deeply understands the true meaning of negotiation. Under reasonable circumstances, the other party finally wavered and revealed the intention to resume cooperation.This inspires us: the combination of some single methods and strategies will produce an amazing effect of 1+1>2.
But it should be noted that this method must be used after proficiency, and it must be combined with flexible negotiating eloquence in the process of application. Praise or praise, otherwise the other party will have mistrust or rejection, but if used properly, it will promote the negotiation to move on the expected track, the initiative will naturally transfer to your own hands, and finally achieve your goal successfully.
Skillful use of colloquial language
Spoken language, that is, some words that are often spoken habitually and have no practical meaning.Spoken language is called the cancer of language in most cases, but in negotiations, if the spoken language can be used skillfully and flexibly, it will often bring a series of unexpected positive effects to the negotiation, such as easing the atmosphere and cleverly introducing a certain topic. Effect.So, what oral language can have such a positive effect in negotiations?You can use the following more common spoken language as a reference.
1.but……
In the negotiation process, the colloquial phrase "but..." is a frequently used speaking technique, and it has an excellent effect on inducing the other party to answer certain questions.
In addition to "however", there are many words with similar meanings that can be used in negotiations as spoken words, such as "but" and "however", etc., and then boldly ask questions after using these words with turning meanings as "leading", so that It will be easier for the other party to answer, and at the same time, the resentment caused by direct questions can be avoided.
2.by the way
"By the way" refers to something that comes to mind suddenly and wants to tell the other party as soon as possible for fear of forgetting it later.This colloquial phrase does not seem to be important on the surface, but in fact the real meaning of the person who said this colloquial phrase is: The argument I put forward in the negotiation is very important, so you must pay attention to it.
3.if then……
During the negotiation process, if the other party keeps asking the following types of questions, such as "If I double the order quantity, will the price be slightly cheaper?" "If the quality of the product is inspected by ourselves , will you put forward some new requirements in terms of technology?" etc.
In the stage of probing the details of the other party and proposing, using this kind of questioning method can be said to be a relatively positive way, which plays an important role in promoting both parties to seek common interests and choose the best transaction path.But speaking this colloquial language also has great requirements on timing. If the negotiation has entered a critical stage of discussion, it is not appropriate to use this strategy, otherwise it will cause unnecessary differences, and in serious cases, it is likely to destroy the already formed cooperation atmosphere.
4.before i forget...
This type of colloquial expression is similar to the previous "By the way", and it does not seem to be important on the surface, but in fact they all hide extremely important arguments.The frequency of use of such spoken language in negotiations is relatively high. Negotiators must pay attention when listening to the other party's speech, and use it as a signal that the other party is about to put forward an important argument.
5.frankly
Logically, an argument that begins with the words "frankly" often implies that what he is expressing on other arguments is not candid and honest.However, what the person who uses this colloquial phrase really wants to express is: "Attention, you must pay special attention to what I say next, because the following words are all important points." It can be seen that this colloquial phrase is related to frankness and honesty. There is no absolute connection between them, its function is only a reminder or a reminder, indicating that what he is about to say is very important, and you need to pay attention to it.
Therefore, don't think that oral language is a very troublesome and distressing "cancer". Using it in the right place and saying it at the right time will also bring about magical effects and help you at the tense negotiation table Strive for the greatest benefit.
(End of this chapter)
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