Twenty Wonders in Negotiation (8)

Fishing Meter: How to establish and maintain interpersonal relationships with people who have useful relationships requires patience, which is similar to the principle of fishing. The basic essentials of fishing can be briefly introduced through its "trilogy": 1 do bait and hook: from the choice or production of bait, you need strong judgment: what kind of food do you want to fish? : Is the bait more effective? Look for the right "fish pond" and the appropriate computer. 2 Guardian: At this stage, you must have patience, and you should not be eager for quick success. "If you want to catch a fish, you want to see the fish." The second is to calm down, and giving the "fish" a little "sweetness" is not enough to make it foolish. Maybe the other party is testing whether it is safe. 3 Receipt: This is the most dangerous moment, and most of the things that are not eaten by the meat at the mouth are at this time. At this time, it is necessary to be hidden. If you are too sad or too hurried, you will lose. Older than the world, will be randomly retracted, Zhang Chi is appropriate, hanging the other side of the appetite, so that the hook into the mouth deeper, fishing more secure. In addition to the basic essentials, you should also pay attention to the strategy of feeding the big fish caught and the line for a long time, that is, you should not neglect the usual emotional investment for friends and colleagues. 1. Put a long line, catch a big fish in the Tang Dynasty, there is a dou in the capital, smart, very good financial management, but he is financially weak, it is difficult to display the ability to make money. There is no way, he first earned from a small place. He wandered around the capital and sought to make money. On a certain day, I came to the suburbs, but I saw green mountains and green waters. The scenery was beautiful. There was a big house and the houses were strict. Inquired, it turned out to be an outside house that was to be bureaucratic. He came outside the garden wall behind the house. But see a pond, the pond water is clear, straight through the small river, there is water, there is water, but because of no one, it seems a bit messy and dirty. Dou Gong thought: The road to life is coming. The owner of the pond felt that it was a difficult place to use and sold it to him at a very low price. Dou Gong bought the pond and borrowed some money. He asked the people to build the pond into a stone bank, dredged the water inlet and outlet, planted the lotus root, stocked the goldfish, surrounded the fence, and planted the rose. In the spring of the second year, the man was asked to take a vacation at home. When he visited the garden, he smelled the flowers. When he went to the garden, he saw him drooling. Dou Gong knew that the fish had been hooked and immediately sent it to the place. In this way, the two became friends. One day, Dou Gong pretended to talk unintentionally about Jiangnan’s walk. The eunuch was busy saying: “I will write a few letters to you to let the local bureaucrats take care of them.” Dou Gong brought these letters to and from several states. The county, who bought and sold, and the government support, earned a lot of money in a few years. Then returned to the capital. He has long seen a large low-lying land in the southeast of the palace. Because the terrain is low, the land price is not expensive. After Dou Gong bought the hand, he hired people to fill the soil from the neighboring highlands, and then built a pavilion on it, specializing in receiving foreign merchants, and trying to imitate different forms of housing and hospitality in different countries. Therefore, once completed, the customers will be satisfied, and even those who send the Tang will be willing to come and go. At the same time, a street was created, and more buildings, casinos and even juggling venues were built. This street was built as the “Changan First Amusement Street”, and the tourists were full of day and night. Within a few years, the number of money earned by Dou Gong was also unclear and became the richest man in the country. In order to catch the eunuch, Dou Gong used the bait as a bait, and he was very patient. His skill is to "put a long line and catch a big fish." Those who are good at laying long lines and catching big fish, after seeing the big fish hooked up, are always in a hurry to collect money and smash the fish to the shore. He will press the joy of his heart, unhurriedly collect a few lines, slowly pull the fish closer to the shore; once the big fish struggles, they will relax the fishing line, let the fish swim a few times, and then slowly collect fishing . So close, until the big fish is exhausted, unable to struggle, only to bring it closer to the shore, use the net to squat. Human manipulation is the same. If you chase too tightly, others will refuse to accept your request. Only patiently waiting will have a good news of success. It is said that the chairman of a small and medium-sized enterprise has a high level of communication skills. He has long contracted the projects of major electrical companies, and often applied small favors to the important figures of these companies. The difference in the communication style of the chairman is that he not only flatters the company's dignitaries, but also treats the young staff with hospitality. Everyone knows that this chairman is not aimless. Beforehand, he always tried to make a comprehensive investigation and understanding of the academic qualifications, interpersonal relationships, work abilities and performance of the employees in the electrical company. He believed that this person is promising and will become a key member of the company in the future, no matter how young he is. They all treat themselves with hospitality. The purpose of this chairman is to prepare for more benefits in the future. He understands that nine of the ten people who owe their debts will bring him unexpected benefits. The loss-making business he is doing now will be profitably recovered in the future. Therefore, when a young employee he is looking for is promoted to the section chief, he will immediately rush to celebrate and give gifts. The young section chief, naturally moved, invisibly produced a sense of gratitude. The chairman said: "Our corporate company has today, it is entirely up to your company's promotion. Therefore, I would like to express my gratitude to your excellent staff. It is also appropriate." So, one day, these staff members will be promoted to the director, manager, etc. When you are in a position, you also remember the favor of the chairman. Therefore, during the period of fierce competition in business, many contractors closed down, bankruptcy went bankrupt, and the company of the chairman was still prosperous because of the fact that he usually had a lot of investment. Looking at the chairman's long-term wrist, he really has the "spicy" of his "Ginger". This also reveals that there must be a long-term vision for people to make friends, and pay attention to long-term emotional investment with goals. At the same time, if you want to catch a big fish in the Great Wall, you must also look at the heroes, so that you don’t want to spend your time on those mediocrity who can’t use it. 2. The fish caught should also be fed with the saying: "The fish caught do not need to be fed again", which shows a lot of people's mentality. Their interpersonal relationships are very quick and quick. This kind of short-sightedness completely violates the principle of catching big fish. Imagine: If you don’t even feed a small fish, how can you grow into a big fish! A friend who just went to the United States wrote a letter saying: "We are there, there is no social life. We rarely have to go see friends. This is of course because we first came to a different place and didn't know many friends, but then I heard that other The same is true of people... "We can't use our vacation to visit friends, because no one is at home during the holidays, unless a friend is sick in bed..." But we often talk to friends on the phone, this is the only friend we can include. The way, we have nothing to call, even if it is a few words, or something that is irrelevant. "But if there is something, we will get together immediately, for example, Bobby suffered a stomachache last week, I am in a hurry. When I got up, I called my friend Jiang to find a solution. He immediately drove the car from 20 miles away. Initially, he was diagnosed with appendicitis. He used his car to send Bobby to the hospital for surgery..." read this letter The biggest impression is that he knows how to call a friend when he has nothing to do, so when something happens, the friend will come to help immediately. When you have something to find a friend, everyone has it, find a friend when there is nothing. Have you ever had this? Do you have any experience: When you have a difficulty, you think someone can help you solve it, you want to find him right away, but then you think about it, there are many times in the past, it should have been Going to see him, you didn't go to the result. Now, if you ask someone to go to him, will it be too abrupt? Under such circumstances, you can't help but regret that you don't burn incense when you are free. France has a name. Called the book "The Necessity of Politicians." The book teaches those who have the heart to make a difference in their careers. They must at least collect information about the person who is most likely to be the prime minister in the future, and carry it back, and then regularly Visit these people on time and maintain a good relationship with them, so that when any one of these people starts as a prime minister, it is naturally easy to remember you. It is highly likely that you will be invited to a ministerial position. This technique does not seem to be very clever, but it is very realistic. A politician's memoir mentions that a person appointed to form a cabinet is very anxious at the beginning. Because there is at least seven or eight cabinets in a government. Cabinet, how to find so many people to suit themselves? This is indeed a difficult thing, because the selected person has the right talents and experience, the most important thing is to "have some friendship with himself." If someone else has a relationship, it is easy to be appreciated. Otherwise, you will have the ability to go to heaven, and others will not know it. Modern people are busy, have no time to make too much entertainment, and for a long time, many original relationships will be It’s a pity that friends are gradually becoming indifferent to each other. It’s a pity that everyone cherishes the precious fate between people, even if they are busy, don’t forget to communicate their feelings. The Chinese satirize the use of people, the most The concise words "do not burn incense, usually hold the Buddha's feet", "something is there, no one is there." This is a short-sighted slogan, as the saying goes: "There is usually a lot of burning incense, when someone is in a hurry", "Sunny people, love the rain." "Umbrella". Those who are really good at asking for a person have a long-term strategic vision, preparing for it, and not wearing rain satin, so that in an emergency, they will get unexpected help. Treat or give gifts to These have a direct interest for you people, how welcome, how a gift, when hospitality, or when sent, there is very knowledgeable. After someone else has helped you, send the gift again, and the other party must take it for granted. If you help from the Jubaito family and send the gift to you, the idea of ​​the recipient will be very different. There is also a significant difference in the effectiveness of the general manager who gave up the gift and the gift to the general manager who will be transferred. Giving gifts to someone who was originally a boss, but will be transferred to other departments for other positions, will make the other person very grateful. A friend has been appointed as the general manager of a company. At the end of each year, gifts and greeting cards are like snow flakes. However, once he retired, he received only one or two gifts, and a New Year’s card was not received. In the past, there were endless visits, but there were very few people in this year. When he was lonely, a former subordinate came to see him with a gift. During his tenure, he did not pay much attention to the staff, but he came to visit. It was this person who did not feel that he was moved to tears. After two or three years, this friend was hired as a consultant by the original company. Of course, it was natural to reuse the staff. Because he was able to visit the door without interest, he left a deep impression on his heart. At the same time, he also gave the idea that "someday, once I have the opportunity, I must return him well." In short, people are sentient spirits, and everyone can hardly escape a "love" word. In interpersonal communication, it is worthwhile to pay more attention to making emotional investments in the friends and colleagues around you. Say something secular, if you can't catch a big fish now, you should have a "full net, focus on training" for the little fish around you, and create a personal foundation for your future development. If you always hold the mediocrity of "fish caught without feeding", it is likely to fall into disarray, big fish can not catch, small fry also let you starve to death. 3. Keeping the "appetite" of the fish on the bait The British hard-shelled band in the world has not been able to open the game for a long time. Apart from the influence in Liverpool, their records have been squeezed into the catalog of national best-selling records. The long-established appreciation habits stubbornly reject this anti-traditional new game. The band's agent, Epstein, was discerning and saw the team's potential and decided to change the situation of the depression. He sent a group of agents to each city that produced the catalogue. After arriving in various cities, these people bought the records of the hard-shelled insects at the same time and deliberately went to the shops that had been sold out to repeatedly ask the arrival time of the next batch of records, and also asked the TV station to purchase the records. The address of the record mail order store. A large number of records purchased from various places, and then Epstein's own record store, then re-exported wholesale and retail, thus forging the "prosperous" illusion of the hard-shelled band's record, after so many cycles of tossing, The prestige of the hard shell band suddenly went up, and this music became a British pop. Not only that, the hard shell insects have also surpassed the British borders, crossed the ocean, and quickly spread to many countries, becoming a worldwide pop music that influenced a generation and even allowed Britain to balance in a few years. International fiscal revenue and expenditure. Popularity is the trending thinking and behavior of the public. Thinking can be formed unconsciously, or it can be artificially created, or even deliberately forged. The reputation of the hard-shelled band began to be the result of forgery. In commercial activities, the popularity is particularly important. Popular goods mean large-scale production, broad market and high profits. Therefore, it is worthwhile to make some articles on the popularity of products in order to cover the road. As long as people's appetites feel hungry, their desires will be hooked up, scrambling to find food everywhere. The key to this kind of "hanging appetite" skill is not to let the other person feel satisfied, so that he can't stop. Remember that the hook should be slow, the hook should be slow, and the bait should not allow the fish to eat enough. This psychological rule can give people the following revelation. In order to achieve their goals, they must stimulate their desires, suggesting that as long as they can do things, good things will be behind, and from time to time give some sweetness and let him believe in you. It’s not an empty talk, so under the constant stimulation, his desire is picked up. It’s time for you to take his nose. Take the negotiation case, the real negotiator must have the following "three essentials" to succeed: 1 Respond quickly and seize the opportunity. When negotiating, be alert and recognize different moments: when you are serious or indifferent, when talking or mysterious, when you talk or remain silent, when you make concessions or firm, you should carefully observe and When the attitude is gentle, when giving or requesting, that is, we must pay attention to the various fleeting opportunities. 2 hidden like a hunter. In the face of negotiating opponents, you must not show your wishes or motivations in a straightforward manner. The negotiators must maintain a sloppy attitude and make the other party feel anxious and unsure of whether the transaction can be successfully completed. 3 is like a suspenseful master who is good at appetizing. People always cherish things that are difficult to get. Buyers don't appreciate the easy success, so if you really want to make each other happy, let them work hard to get everything they can get. In addition to not too fast to make concessions, do not provide extra services to the other party too quickly - to promise fast delivery, to be responsible for freight charges, to provide favorable conditions or to lower prices in accordance with the specifications of the other party. Even if you make these concessions, you can't do it too fast. Don't give in easily and let the other person win. 4. If you are interested, please see the following story: Do you know the Mexican style shawl? It is a woolen carpet made of a whole piece of a hole. Tell you when I bought this shawl. I haven’t had any interest in the shawl since I was young. I never thought about it. When I was young, I still grew up. Even when I was in Mexico, I never thought I would buy a Mexican. Shawl. Seven years ago, my wife and I were on vacation in Mexico. Once, I was hanging out on the streets. In front of there is a local hawker selling along the street: "1,200 pesos." Ignore, continue my footsteps, "Well," the hawker said: "big sale, one thousand... eight hundred pesos Ok." At this time, I spoke to him for the first time. "Friend, I really appreciate your kindness, and I admire your perseverance, but I have no interest at all. Please ask someone else?" I even asked him in Mexican: "Do you understand what I mean?" Once, I turned and left, but his footsteps still sounded in my ear: "eight hundred pesos." It seems that we are locked together by the chain. Impatiently being harassed again and again, I started running, but the hawker who sold the shawl kept pace with me, and his asking price had dropped to 600 pesos. Because of the red light, we have to stop at the street, and he continues to talk to himself: "Six hundred, six hundred is good... five hundred, five hundred pesos... well, okay, Four hundred pesos." When the green light was on, I had quickly passed the road, hoping to get rid of his entanglement. Before I wanted to turn around, I heard the footsteps of his steps and the sound of the sale: "Sir, sir, four hundred pesos." I felt hot, sweaty, tired and drunk. Tired of his tone. I turned to face him, gnashing my teeth: "Bastard, I tell you I don't buy your things, don't follow me!" From my attitude and tone, I seem to understand what I mean. "Well, you won." He replied: "Only sell you two hundred pesos." "Let me see your shawl." Why should I look at the shawl? Do I need a shawl? Do I want a shawl? No, I don't think - or I changed my mind. Back at the hotel, my wife is reading a magazine in bed. I proudly said: "A local negotiator is asking for 1,200 pesos, but an international negotiator - the person who is on vacation with you - completed the transaction with only one hundred and seventy pesos. She said scornfully: "Oh, it’s interesting. I bought a shawl that is the same as yours. If you have a hundred and fifty pesos, hang it in the cupboard." How wise you look at the hawker: the price has dropped seven times. He is always on the appetite and his patience is the most precious quality of all fishing experts. 5. The basic common sense of fishing: see the bait does not see the hook from 17. Since the 18th century, Germany has been in a state of feudal separatism. Large and small states have their own policies, which have seriously hindered the development of the capitalist economy. By the first half of the 19th century, Prussia had developed into one of the most powerful kingdoms in the states. After welding, Smyr was determined to assume the task of unifying Germany. Shen Simai saw that at the time, the international situation was very favorable to Pluto: Russia’s power in the Crimean war was weakened and it was not restored, and the rival Austria of Pruto did not support Russia in this war. The conclusion of an alliance with Britain and France led to disharmony between Austria and Russia after the war, and the contradictions in the Balkans intensified. Therefore, Austria cannot expect Russia’s help at this time. France was stronger at the time, and the United Kingdom was afraid that Napoleon would dominate Europe, so it supported the Prusade and contained France. France's Napoleon hopes that the Olympics will fight each other and prepare to take profits after the two lose. Shimei recognized this situation and decided to use the intensification of contradictions among the European powers, display diplomatic skills, isolate the enemy, and gradually break through. Austria is also a strong force in the German states. In the Ming Dynasty, it is the same as the leader. The first step is to remove the obstacle of Austria. For your isolation in Austria, you have made a superb diplomatic skill, which is to first unite with Austria. At the end of 1863, the Danish forces entered the Principality of Holstein of the German Confederation and the Schleswig Principality in the north. You use this as an excuse to win over Austria as an ally, using its power to fight against Denmark; on the other hand, it can rule out Prussian worries. Austria wants to use this opportunity to jointly slaughter the Holstein Principality and prevent Pruss from being swallowed up, so it is willing to agree to send troops. After the victory of the war, Prussia occupied Schleswig and gave Holstein generously to Austria. The Austrians were glad to accept it, but did not expect this to be the bait thrown by Shen Simai. Under the bait of this "free pie", Shen Simai skillfully laid two hooks, but Austria did not notice: First, the joint Austria was to further isolate Austria, once Prussia turned to fight against Austria, Denmark Without sending troops to aid Austria, Prussia will have no worries. Secondly, under the Danish battlefield, Shensmai has figured out the details of the Austrian army, thus laying the foundation for defeating the other side in the battle against Austria. Third, the assignment of Holstein to Austria is to create an excuse for the war against Austria, because Holstein never belonged to Austria, nor to Austria, and was nominally assigned to Austria. In fact, it is difficult for Austria to effectively The place is ruled. Resmer is particularly good at borrowing the territory of other countries to make bait, hoisting the appetite of other countries, and promised sweetness to the country that is useful to him. The war with Denmark has just ended. Shen Simai immediately planned to fight against Austria. In addition to the military preparations, he also made corresponding preparations in diplomacy. The key point is to strive for France to remain neutral in the war. To this end, Shen Simai used the diplomatic means of "sacrificing flowers and offering Buddha" and repeatedly suggested to France that after the end of the war, Prussia would agree to impose a certain territory in Europe for France as "compensation." France wanted to see the good play between the two countries, and the play was still in the performance. The spoils were delivered to the door, and of course they were happy to remain neutral. After stabilizing France, Sammy and Austria’s enemy, the Italian enemy, formed an offensive and defensive alliance, preparing to attack Austria from the south and the north. After the preparations for the above-mentioned wars were completed, Boss made the issue of Holstein an excuse for war. In early June 1866, Prussia proposed that the Holstein Parliament under Austrian unilaterally discussed the future status of the region and undermined the original agreement between the Austrian and Austrian. On June 8, Fusmae ordered the troops to enter Holstein. Austria certainly cannot tolerate it, and it is easy to declare war on Prussia on June 17. It was this day that Shimei and other people immediately announced that they would fight against the Olympics. It can be seen from the above that using the borrowed bait to attract the fish to hook, often can make it see the bait without seeing the hook, because in addition to the factors that people love to take advantage of, the people have a particularly high interest in the split and the meat. Such a psychology is the reason why they have been rushing to the net. During the Eastern Han Emperor's reign, Zhang Yi, one of the "Ten Chang Chuan" eunuchs, was helped by the Emperor Sui to seize power and was named as the Marquis, holding the political ruling and covering the sky with one hand. The promotion and promotion are all his own decisions. Therefore, the guitarist squeezes the door, and those who want to buy money to buy an official are trying to get close to him in order to speed up. At this time, a wealthy businessman called Meng estimated that trafficking to the capital, to understand this situation, the heart has the road to making money. He first inquired about the situation and knew that Zhang Ling was waiting for the emperor in the palace. Therefore, there was a housekeeper in the house to preside over the daily affairs. Some people asked Zhang to let him arrange it in advance. Meng Lun made an article on the steward and asked him which tavern he went to every day. He waited there early and waited for an opportunity. Coincidentally, this day the steward finished the wine, but forgot to bring the silver. The restaurant is an acquaintance and said that it will be brought next time. At this time, Meng was busy rushing forward and the escrow paid the bill. The housekeeper was grateful, and the two men talked about it. The merchant’s mouth and mind are comparable, and the housekeeper is “slowed down” for a long time, and the philanthropy is a confidant. When the fish was hooked, Meng Lun stepped up and spent a lot of money on the housekeeper. In the end, the veteran who was used to "eat black" was a bit too unwilling to ask Meng Lun what requirements. Meng Lun asked, my heart was overjoyed, but I didn’t show my voice. I was busy saying that there was no requirement, just to make a friend. Finally, the butler repeatedly said that he wants to work. Meng Lun said: "There is nothing you can ask. If you are not embarrassed, you only want to worship me in public." The housekeeper is a slave, and he is used to it. It is difficult, and it is full of promises. . Meng Lun is only fishing for bait, and the real fishing show is immediately performed. On the second day, Meng’s came to Zhang’s house, and the power villains who were looking forward to the promotion had already filled the hutong, waiting for the housekeeper to open the door. The sun was old, and the housekeeper opened the door with the help of the little minions, and everyone went forward. The housekeeper saw Meng Xin standing on the door price, not eating the foreword, leading the slaves to open the crowd, and bowing down to the letter, and Meng Meng greeted the government. I was so shocked that the waiting person was there, thinking that the butler of the nose was so polite to the theory of benefit, and that the theory of the plate was not a general relationship with Zhang. Therefore, those who did not find the number of the housekeepers turned to Yijian to take the door and sent a lot of wealth. Meng said that he would accept tens of thousands of money in less than ten days. Meng Lun had a dark night, wrapped up and went to sell in the field.