Secretarial knowledge > negotiation skills

Phone - good props on the negotiating table

Friends, if the business with you is a guy who is a savage savvy, then by phone, you can get unexpected results in the negotiations and make the business negotiations successful. ? 1. Deliberate disclosure of information? A US steel company negotiated a bargain with a steel seller at the negotiating table. After several rounds, no agreement was reached. A representative of the steel company took out the mobile phone and dialed the headquarters and made a record. After the call, the representative asked to suspend the negotiations and immediately convened his own personnel to leave the negotiating room. A few minutes later, the steel company personnel returned to the negotiating room, saying that it was never lower than that price. As a result, the two parties reached an agreement at the price proposed by the steel company. Originally, the steel company's telephone records read that there are not many stocks of round steel of several diameters, and it is possible to raise prices. They forgot to take the record while the negotiations were suspended and stayed in the negotiating room. Naturally, as soon as they left, the seller received the information and agreed to the price offered by the steel company. It should be noted that this is specially planned by the steel company. At the negotiating table, you can deliberately disclose some information to the other party by phone. As a seller, you can reveal a message that prices may rise, or because a raw material is tight, prices are rising, and capital turnover is difficult, etc., a product may suspend production or reduce production. As a buyer, you can disclose the information that will be negotiated with another company in the next few days, or the price may fall and so on. Since these messages are transmitted to the negotiating partner's ears by talking to a third party on the phone, giving the other person an illusion seems to be a godsend to let them know the important information, thus increasing the credibility. This will help you to take the initiative in the negotiations and transform the negotiations into aspects that are beneficial to you. ? 2. Virtual competitors? A chemical research institute negotiated with a detergent plant about a new type of detergent production technology transfer. The detergent factory proposed to pay the technology transfer fee twice in two cases because the new detergent has not been subjected to market inspection and it is difficult to open the market. The research institute insists on paying the technology information once, and the two sides do not give each other. deadlock. Later, the institute received a call from another detergent factory, saying that they wanted to negotiate on the transfer of new detergent technology. After the negotiating washing factory heard the phone from the side, it no longer insisted on the installment payment. In fact, this call was pre-arranged by the Institute. This is the way to make virtual competitors by phone. Arranging a person before the negotiation in advance of the negotiation, calling as a competitor can stimulate the purchase desire or sales desire of the other party you are negotiating, prompting the other party to no longer hesitate to make a decision; or to soften each other. A tough attitude, lowering its requirements and making the negotiations a success. ? 3. Under the dark calculations? An electromechanical company negotiated with an automobile manufacturer, and after a long time in the price of the car, the car factory proposed a new plan: the car factory is willing to reduce the price of several models to the price required by the electromechanical company. Low, but requires a 1% increase in total amount. The electromechanical company immediately said that there is an important matter to be handled, pick up the phone and dial it quickly. After putting down the phone, the mechanical and electrical company said it could accept the new plan and the negotiations were successful. In fact, the electromechanical company did not actually make a phone call, but simply dialed a number and called the new plan proposed by the car factory in the name of the phone. The calculation results showed that the total amount of the new plan was higher than that of the mechanical and electrical company. The total amount of the program is only slightly higher. So the electromechanical company agreed to the new plan. The method of secretly calculating by telephone can be used to accept a new scheme or to propose a new scheme; it can be used to break the deadlock and achieve negotiation success, and can also be used to avoid accepting a disadvantageous scheme. Take advantage of it. ? 4. Moving out of the background? When negotiating a problem, you can make a call, ask the backstage, use the back-end request to bargain with the negotiating party, making it difficult for the other party to attack you positively and passivate its edge. This kind of "background" can be a superior, a colleague or a relative, or even not on the phone at all, but only in your mind. This is the unique role of the phone. ? 5. Delay time? For the unforeseen problems in the negotiations, in order to avoid the negotiation of the other party forcing you to make a hasty decision, you can call a phone number, imagine to talk to someone about an important issue, to win time to consider the negotiations. problem. You can also say on the phone: "I will come right away." Take this time to leave the negotiating room, and then ask the superior or consult a colleague. You can also use this name to justify the adjournment request. ? 6. In exchange, if you find that due to fierce words, the two sides have a psychological incompatibility. To ease the tension of the negotiation atmosphere, you can make a phone call and say on the phone. In a hurry, I will put down the phone and ask the negotiating party for a replacement. You can also ask for a substitution in this way when there is a situation in the negotiation that is difficult for you to deal with. When you find that you are more conducive to your new negotiating object, or if you continue to negotiate against your own side or fail to achieve your own goals, you can also ask for a suspension of negotiations in this way. ? 7. Promote the signing of the contract as soon as possible? Once the contract is signed, it cannot be changed. Therefore, negotiators often suffer from loss and hesitation before signing the contract. Many examples of failures that ultimately fall into failure reveal us: When you want to sign a contract and the other party expresses its willingness to sign a contract but is not willing to sign the contract immediately, you can just call and say that there is an urgent matter to deal with, so as to urge The other party seized the time to sign the contract. In short, in the negotiations, we should use the telephony props flexibly and skillfully to make the negotiations more beneficial to ourselves and to succeed in business.

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