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True and false identification in negotiating behavior

Negotiation behavior is a very complex human communication behavior, which is accompanied by many aspects of multi-dimensional and intricate interactions of negotiators' speech interaction, behavioral interaction and psychological interaction. In a sense, negotiating behavior can be seen as one of the many human games, a game that is both serious and full of intelligence. Participants are obeying certain rules of the game and each looking for the outcome of the negotiation that does not know when, where, and under what circumstances. Nielenberg, chairman of the American Negotiating Society and negotiator, said that negotiations are a process of "cooperative self-interest." The result of seeking cooperation must be based on a mutually acceptable rule. This requires the negotiator to appear in every aspect of the negotiation behavior in a true identity, to win the trust of the other party, and then to complete the negotiation activities. However, due to the self-interest and complexity of the negotiation itself, and the means that the game can allow, the negotiator is likely to cover himself with a false identity, confuse the opponent, and win, which makes the already complicated negotiation behavior change. It is more true and false, true and false, and difficult to identify. The following is a summary of the true and false phenomenon in the negotiation activities from only three aspects. First, treat each other with sincerity and swear. Negotiation is a process of seeking mutual cooperation. Sitting at the negotiating table for consultations, both sides should come with sincerity, otherwise the negotiation will not be necessary or possible. According to Maslow and Nielenberg's theory of needs, the goal of negotiation is a self-fulfilling need, which is achieved by establishing other needs that meet lower levels. Therefore, as a warm reception of the host, a comfortable and safe environment, a warm and private exchange before the negotiations, the warmth, modesty, courtesy and concession in the negotiation process should be sincere. Unless you want to stab the other party, the negotiations are broken. However, the ability of negotiators to accept sincerity in negotiating activities varies from person to person. Some experienced negotiating opponents will take advantage of your fragile mentality in front of sincerity, and will confuse you. It is said that Japanese businessmen often use this policy in some business negotiations. They sent a special person to the airport to welcome you, and then led you to the high-class hotel to stay, and very warm hospitality. When you need to take a break, they deliberately arrange some entertainment for you. Every sentence, every action seems to be extremely sincere, and it makes you feel very difficult. Until you are exhausted and have not fully recovered, they propose to negotiate. It often makes you dumb to eat berberine, and you can’t say it. Can you complain about each other? They are gracious, but you are both difficult to push and unbearable. In the negotiations, we often see some opponents. They are very rich in "cultivation" and "cultivation" and they are extremely respectful to us. Not only do they seldom blame, they even keep saying: "It's good for you." "We don't dare to raise objections in terms of your prestige." This situation seems to be the other party's obedience to others. In fact, it is a false sense of welcoming, using the satisfaction of your self-esteem, to grow your vanity, and to achieve his purpose without hiding any benefits of your benefits. Many words will be lost. Once you lose your mouth, you are still forced to maintain your face. Therefore, in the negotiations, we should be vigilant and not be fooled by the superficial illusion and harm our own interests. Second, the voice of the East hits the West to show the false truth. Negotiation is a competitive cooperation. Although it is not a game, it is not a war, it is not that you live and die, you lose me, but the negotiation is not to find a friend, and to push your heart. Although the negotiation follows the principle of mutual benefit, the results of the interests of both parties are difficult to reciprocate. In this kind of game where both sides win, the two sides are allowed to display their strategies and find more benefits. This is the rule. In the negotiating countermeasures, it is often the skill of the negotiators to show the falsehood. In the history of the Warring States period in China, the negotiation strategy of "the candle is retired to the Qin Dynasty" is an example. In the Warring States Period, Zheng Guo was weak, and the two major national coalition forces of Qin and Jin were surrounded by Zheng. Zheng Wengong sent the candle to Wu and Qin Mugong to negotiate. The martial arts of the candle saw Qin Mugong said: "I am a doctor of Zheng, but it is for the benefit of Qin." Qin Mugong sneered after listening, do not believe. Then, the analysis of the candle is: "The Qin and Jin Dynasties are surrounded by Zheng, Zheng Guo is known to die, but Zheng is in Jindong, Qin is in Jinxi, and is separated by a thousand miles. If Zheng Zheng, Qin can separate Zheng from Zheng Zheng will only fall in the hands of the Jin people. Qin and Jin are adjacent to each other, and the national strength is quite similar. Once Zheng is swallowed up by Jin, the power of Jin State will surpass that of Qin. Jin Qiang is weak, and weakens himself for the purpose of annexing land with other countries. The wise man is doing what he is doing. Now, the Jin State has increased its troops and dominated the princes. Why do you put Qin in your eyes? Once Zheng died, he will commit crimes to the West." Qin Mugong nodded and said, please sit down and talk. . Candle Wu continued to analyze: "If Meng Gui Wang Hui, Zheng can continue to exist, and if Qin Qin has something in the east, Zheng Guo will be the 'host” responsible for the Qin State messenger and the army, and provide luggage support." Mu Gong was very happy after listening, and he signed a covenant with the martial arts. The reason why the martial arts of the candle can disintegrate the Qin and Jin coalition forces is because he is evenly threatened by the Qin and Jin dynasties, threatening each other and having mutual suspicion. In the negotiations, the candle martial law Zheng knew that he was going to perish, so the country that was about to perish had nothing to do with anything, which made Qin Mugong illusory, thinking that the martial arts of the candle really came for the benefit of the Qin state. Then analyze and explain the influence of Qin and Jinlian coalition forces on Qin. On the surface, it is considered to be the Qin State. The hidden reality is Zheng Guojie's urgent need. The real negotiating strategy of false and false is to focus on the illusion to be realistic, and the true purpose of oneself should be hidden and ingenious, not to be perceived, otherwise it will be self-defeating. Third, throwing a real hook and setting a trap. Negotiation is a kind of information exchange and competition between the two sides. Who can get more control over the opponent's negotiation information and who can take the initiative in the negotiation, so whether it is political negotiation or business negotiation, acquiring, collecting and identifying the opponent's information is already an important negotiation work. Therefore, the corresponding parties are required to attach great importance to the strict confidentiality measures of their own negotiating information. However, our understanding of the confidentiality of information can't just stay on the surface, always, and everywhere, regardless of the use of invalid land. On the contrary, it should be flexible to use the information “to count”. Appropriate “leakage” is a negotiating strategy that uses intelligence. Specifically, "leakage" also has a real hook - leaking real intelligence and clever traps - leaking false information. The means are different and the purpose is the same. China and Japan Shanghai International Building bought and sold agricultural machinery negotiations. After several bargainings between China and Japan, the Japanese offer could not satisfy the Chinese side, but the Chinese side could not find a stronger force to persuade the other party and force them to make concessions. . The Chinese side believes that at this time, it is necessary to throw a real hook and not to "stay" the trade secrets that it has contacted with the other two countries. Therefore, it is said that the foreign exchange rating of our competent authorities is limited. If it is necessary to increase the need for re-approval, then the negotiation It can only be delayed, while the other two countries are still waiting for our invitation to pass on the approval of foreign exchange use and the electricity of the other two countries to each other. On the unexpected new situation, the Japanese side considered the gains and losses of the interests and worried about the breakdown of the negotiations. They had to swallow the true hooks that were thrown and met the requirements of the Chinese side. Of course, such a leak is a certain risk, but if it is timely, appropriate, appropriate, accurate grasp of the fire, the size, can also play a miraculous effect. In the negotiations, there are still some people who use their opponents to quickly understand their intelligence. They will deliberately put some fake information prepared in advance to the place that the other party can easily see or hear. For example, some negotiators have deliberately forgot to take away one or two files or briefcases during the negotiating recess, or carelessly talk about some trade secrets in public, and dig a trap to let you drill in and ask you to be fooled. During the Second World War, the Allied Forces placed a false intelligence in a battled captain's briefcase in a battle and then evacuated from the battlefield. The Germans unexpectedly obtained this important "intelligence" while cleaning the battlefield. Later, the Germans really got trapped and suffered heavy losses. For the leakage of false information, it is not easy for the opponent to perceive it. It is too easy for the other party to obtain anti-conference and make it suspicious. Therefore, it is sometimes necessary to set up obstacles and release them in time to hang their appetite and lure the enemy deeper. So how do you identify true and false information? Should be calm, multi-party confirmed, can not draw conclusions.

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