Twenty tips in the negotiations (13)

Negotiation: How to prevail in conflicts and disputes 1. Negotiation is a patiently contested method. In the process of exertion, it is often a contest of patience. Whoever loses patience first, who loses calm and loses. In Rockefeller's anecdote, an uninvited guest suddenly broke into his office, went straight to his desk, and slammed the counter with his fist, and thundered: "Rockefeller, I hate you! I have absolute reason to hate you!" Then The violent hacked him for a few minutes. All the staff in the office felt extremely angry, thinking that Rockefeller would pick up the ink bottle and throw it at him, or told the security guard to drive him out. Unexpectedly, however, Rockefeller did not. He stopped his work and looked at the attacker with kindness. The more violent the man, the more kind he would be! The unreasonable man was made inexplicable and he gradually subsided. Because when a person is angry, he can't fight back, he can't hold on for a long time. So he swallowed. He was ready to fight with Rockefeller and thought about how Rockefeller would attack him. He would use his good words to refute. However, Rockefeller did not speak, so he did not know how to be good. At the end, he knocked on Rockefeller's table a few times, still couldn't get back, and he had to leave without a trace. Rockefeller, just like nothing happened at all, pick up the pen and continue his work. Ignoring others' rude attacks on themselves is the most severe blow to him. The reason why the winners win every battle is that when the opponents are impatient, they are still me, seemingly calm and calm. Rockefeller used the low to stimulate the law, and the provocate used the anger as a means, but the purpose was too obvious, and the endurance was not as good as the opponent, and only the defeat was lost. There is another case. Ge Li voted against a resolution in a meeting. The leader of this party came to his office and accused him of being a traitor to his party in an attempt to destroy the party organization. Ge Li Nei is writing a manuscript. He didn't look up when he sent it. He didn't seem to know that he was right beside him. The visitor saw that Ge Lie was so cold, but it was even more angry on the fire, so he insulted Ge Li. However, Ge Lie did not pay attention to it, still writing his things silently. The guest was helpless, took a circle around the table in Ge Li, and returned to the original position, and he repeated it again and again. Although the visitors repeatedly repeated this arrogant accusation, Ge Li Nei never stopped his work. Until the guest's words were angered and ready to leave, Ge Line slowly stopped the pen in his hand, looked up, smiled softly, and threw a proud look and said, "Why are you so anxious to go? Come back and enjoy Let's vent it!" Fighting to pick up opponents, you will have to choose Shuhan. Looking for those who are a bit taller, the cold and snowy people will go to the singer, maybe Napoleon will hit Mettne, and Zhou Yu will go against the hole, and will be rude. 2. The way to negotiate, one sing one and the American rich man Huo Hua. Hughes once negotiated with a number of aircraft manufacturers for a large number of aircraft purchases. Hughes asked for the 34 requirements that he had put forward on the treaty. Of the three requirements, there was no room for concession, but this was confidential to the negotiating opponent. The other party disagreed, the two sides did not give each other, the conflicts in the negotiations were fierce, and the smoke rose from the wind, and it actually developed to drive Hughes out of the negotiating venue. Later, Hughes sent his personal representative to continue negotiating with the other party. He told the agent that he would be satisfied with the 11 items that did not have room for concession. After some negotiations, the agent won several items, including the 11 items that Hughes said. Hughes was surprised to ask the agent, how to achieve such a brilliant victory, the agent replied: "It is very simple, whenever I can't talk to each other, I will ask each other:" You are I hope to solve this problem with me, or to keep this question waiting for Howard. Hughes solves with you? 'As a result, the other party accepted my request every time. "Obviously, the faces of Hughes and the faces of their personal representatives seem to have no strangeness. The combination of two is a peculiar use. This is the secret of singing red and white faces. The strategy is to From the white face, he took an aggressive offensive, made excessive demands, arrogant and rude, and his position was stiff, which made the other party look upset and resentful. Then, with a red face, he spoke with a gentle attitude, sincere expression and reasonable reason. Treating each other and subtly suggesting that if he can't reach an agreement with the other party and the negotiations will be deadlocked, then Mr. White will play again. This will put a psychological pressure on the other party. In this case, the other party In terms of reluctance to continue to deal with the white face, on the other hand, they will reach an agreement with the red face because of the red-faced attitude. The white face in business negotiations can appear in different faces or forms. They may be human or may It’s something, it may be true or it may be fake. The valuer, lawyer, board of directors, etc. may play very competent The policy, principles, programs can also play a variety of bad guys. For example, "I sympathize with you, I am willing to consider your position, but the board would not agree with me to do. "I am very willing to agree with you at this point, but the policy does not allow me to make it." Don't think that you can win a negotiation by welcoming people with smiles, giving people a face, and being amiable. Singing a red face blindly will make people feel that you are asking for him. The more this is the case, the more the opponent will be tough and arrogant, and the upper hand in the negotiations. When necessary, it is necessary to apply a color to the other party and stimulate the other party with some white face means. Of course, the so-called stimulus is not to irritate or hurt the other party, but to cause the other party to pay attention to certain facts, pay more attention to themselves, and also remind the other party not to excessively raise their own price. There are many ways to stimulate each other, but the role and effect are to cause anxiety and anxiety. In business negotiations, many off-site actions may attract the attention of both parties, directly affecting the situation at the negotiating table and stimulating the talkers. For example, during the negotiation period, we continued to contact other merchants. During the negotiation process, other merchants suddenly came to the door, temporarily interrupted the ongoing talks, complained that the negotiation time dragged on for too long, and their schedule activities were arranged. Very tight; exchange information directly with other merchants, etc. These are very sensitive actions of both parties, which can imply a lot of things for the other party, so that the other party has a sense of urgency. Of course, this method of off-site stimulation can't be used indiscriminately because they are very risky and can easily hurt each other's feelings and sincerity. On the other hand, it is forbidden to make a fuss, and make a sound. As a result, the “fake” merchants have driven away the real collaborators. Therefore, the other party must be ingenious, at least to show their sincerity, that is to say to the other party: "I am not a daughter who can't get married, but it is more than you, it depends on your feelings." Such stimulation will promote mutual understanding and cooperation. In business communication, the way to stimulate each other is not limited to words, and some facts will be more convincing. However, if you want to continue to cooperate, the same reason should be hinted through some links and details, not to hurt the other party too much. For example, if you can’t argue with the price, you can come up with a new design to ask for the other party, or The goods put forward opinions, indicating that both sides must face the reality and have a good prospect of cooperation. A variant of singing a white face is the Australian double spring. The Shuang'an strategy can enable negotiators to get rid of the difficulties of riding the tiger. In the negotiation, we can often hear a negotiator from conducting such a dialogue with each other: "Old Li, how are you so awkward this morning? I thought we should be able to Agree..." "I think they are a bit reasonable. If we agree..." Here, the same party’s negotiators seem to have taken the other’s position and suggested concessions to their companions. However, this situation is mostly in the performance of the double-spring: beforehand, let a person take a tough attitude, and when appropriate, then the companion will come forward to propose a compromise; but the tough guy is hard to make a gesture, indicating the boss's unwillingness. Finally, under the repeated persuasion of the companions, I barely agreed. Of course, after the other party has obtained this concession, it will naturally make a corresponding return to the good person. In commercial negotiations, you can also reverse the double-spring performance. For example, you can make some concessions on less important issues. Then, your companion speaks on a major issue. He will say to you: "You performed very generously this morning, but at this point, you can't make concessions any more. We have already let too much." At this time, you turned your face to each other and said: "I can't do anything about it now, everything has to be decided by you." From our description, this kind of double-spring performance seems to be obvious, and it can't be fooled by an experienced negotiator. However, under the pressure of long and intense negotiations, it is not easy to see through this strategy. Especially when the singer is tacit, and the performance is natural, of course, the other party may also be suspicious, but he cannot be completely sure that it is a performance. He may think: "Their words may be true. I can take this opportunity to find ways to differentiate them." 3, a little bit of opponent's abyss, any negotiator, should not only be aware of himself in the negotiation. What to get, but also to know what you can give each other. Because negotiations are an exchange of interests and needs. Your own requirements are most clear, and the requirements of the other party are difficult to grasp. Therefore, in terms of a negotiation, perhaps the most important thing is to discover the needs of the opponents, and sometimes even to create the needs of the opponents with conscious actions. There was a debt collection professional who was hired to recover the loan owed by a company. He knew from the factory guard that the factory manager had another new love. He went to the factory director's home to chat with his wife, and mastered the factory's illegal taxation, bribery and other illegal circumstances. Then, he went to the factory manager again, in order to help the other party, he recovered the arrears as he wished, and also got the commission agreed in advance. His predecessor did not succeed because they only had their own needs and could not meet the needs of each other. Simply put, the opponent is not afraid of him. He discovered or created the needs of his opponents by his deceitful means, thus forming the possibility and necessity of exchange. This is the secret of "karate" in the negotiations. In the negotiation, we must be able to adapt to each other and seize the weaknesses of the other side to give a blow. There is a wonderful effect of acupoints in Qigong. Some weaknesses have been mastered by us beforehand, and some weaknesses are exposed to the other side of the move. We must always find the handle. The two males argue that it is the contest between the two sides, and the rationale is the core of the spirit. The spirit is the sharp edge of the rationality. The straightforwardness is strong and the rationale is discouraged. However, under certain conditions, the gas can also make the strong three points. . Excellent negotiators often look for the weaknesses of their opponents, and smash one, such as the bottom of the salary, so that the other side's sharpness is immediately released, and they are ready to go. The so-called related weakness refers to the mistakes in the opponent's arguments, the lack of arguments, the bias in argumentation, or the limitations of their own personalities, behaviors, and feelings. The story of Zhuge Liang’s tongue and the Confucianism is a study of the negotiators who are worthy of the handle. Zhuge Liang first arrived in Jiangdong, as the messenger of the weak country, and alone, it seems to be alone. The Jiangdong people who are afraid of hard bullying rely on sitting in their homes, and there are many people, and they are all arrogant. Zhuge Liang was determined to destroy their arrogance first, so the shot was fierce and the key to making a difference. The chief adviser of Jiangdong, like Zhang Zhao, relied on his arrogance, but barely and Zhuge Liang had three rounds. His outstanding weakness is that he advocates dropping Cao, and surrender is an incompetent and shameless performance. Zhuge Liang acquainted this point. After counting Liu Bei’s side, how to be benevolent and benevolent, and to fight against Cao Cao, the words turned: “Building a national plan, the society is safe, there is a mastermind. It’s not a boastful person, it should be deceived; Conversation, no one can be, and the machine is strained, nothing can be done. - Sincerely laughed at the world!" So I suddenly got to the pain of Zhang Zhao, so that he can no longer speak. Zhang Zhao’s following smashing, stepping eagle, Ping’s trace, Lu Ji, Yan Jun, and Cheng Deshu’s flow are all turned upside down in a round. For example, Xue Lian and Lu Ji out of the low Liu Bei, and raised the identity of Cao Cao, which made the public taboo in the class of scholars at that time. Zhuge Liang seized this point and rebuked them for being "no father and no king" and one "children's opinion". They said that two people were "full of shame and balance" and had "spoken words." Yan Jun and Cheng Deshu are completely ruthless Confucian scholars. One asks Zhuge Liang to be "appreciated by the Confucianists." Zhuge Liang pointed out sharply: "Finding chapters and extracting sentences, the world's ruins and Confucianism, and how can the Xingbang be a matter of fact" Although there are thousands of words, there is no one in the chest." It is even more tragic to bend and change. Accurately and forcefully hit each other's weaknesses, making the other party dejected and defamatory. In the slap in the face, when the opponent always says that the mouth is leaking, this is a good opportunity to chase after the fight. This method is more effective for dealing with arrogant opponents, because the ugly person will be like a defeated cock, and will be frustrated and frustrated. Therefore, the proud person is more likely to defeat than the modest person. The British ambassador to Japan, Bacchus, is an arrogant person. When he interacts with the Japanese Foreign Minister Teraji Zong Chang and the Army Minister Xixiang Nanzhou, he often shows disdainful attitude and taunts the two from time to time. But whenever he encounters a tricky thing, he always likes to say, "When I talk to the French ambassador, I will answer it later!" Siji Zongchang and Xixiang Nanzhou decided to seize this sentence and attack Bacchus. Full of ethical behavior. One day, Xixiang Nanzhou deliberately directed to Bacchus: "I am very eager to ask you one thing, is the United Kingdom a country of France?" Bacchus listened to his chest and arrogantly replied: "You It is ridiculous to say. If you are the Japanese Army Minister, then you should know that Britain is not a country of France, Britain is the world's most powerful constitutional monarchy, and even can not be compared with the German Republic!" Xixiang Nanzhou said calmly: "I used to think that Britain is a strong independent country. Now I don't think so." Bacchus asked the geology: "Why?" Xixiang Nanzhou smiled calmly and said: "In fact, there is nothing special. Just because whenever we talk about the international issues on behalf of the government, you always say that you will wait until you discuss with the French ambassador. If the UK is an independent country, then what is the face of the country? In this way, the United Kingdom is not a subsidiary of France. What is it?" The arrogant Bacchus was asked to be speechless. From then on, when they discussed each other's problems, Bacchus never dared to be full of energy. Xixiang Nanzhou seized the weakness of the Bacchus language and launched an offensive to achieve satisfactory results. There is no doubt that no one can be perfect, and it is inevitable to have their own weaknesses, and the arrogant and once they are caught by others to attack, they will disintegrate their arrogant capital. 4. Take a step back and enter the two steps. Sometimes the party in the negotiation is not too daring to use the exit to smash the other party. Therefore, the veteran of the negotiations will unscrupulously grasp the true intentions of the opponents, find out the cards, and grasp the initiative of the negotiations. At this time, it is a technical problem to win in this way. It is a commonly used one to achieve the purpose of retreating. The Panama Canal was not originally excavated by the United States. At the end of the 19th century, a French company signed a contract with Colombia to open a canal connecting the Atlantic and Pacific Oceans in the Panamanian province of Colombia. The chief engineer who presided over the canal project was the Frenchman Lei Saibu, who was famous for the construction of the Suez Canal. He thought that this project was not a problem. However, the Panamanian environment is very different from the Su Yi soil, and the progress of the project is very slow. The shortage began and the company was in a dilemma. As early as 1880, the United States wanted to open a canal that was two consecutive oceans. The United States is very remorseful because France first signed a treaty with Colombia. In this situation, the French company's agent, Brio, visited the United States and sold the Panama Canal Company to the US government for a price of 100 million US dollars. The United States has long been coveted by the Canal Company, knowing that France intends to sell the company is even more ecstatic. However, the United States has made a pretense, and Roosevelt has instructed the US Channel Canal Commission to report that it would save money in the canal in Nicaragua. The report states that the total cost of opening a canal in Nicaragua is less than $200 million. Although the direct cost of the Panama Canal is only over 100 million, the cost of buying a French company will be paid. As a result, the total expenditure on the Panama Canal will reach more than 250 million US dollars. Brial was shocked to see this report. If the United States does not open the Panama Canal, can France not return a penny? So he said that the French company is willing to cut prices, as long as 40 million US dollars. In this way, the United States spends less than $8 million. Roosevelt used the same policy to pressure the Colombian government. He instructed Congress to pass a bill stipulating that if the United States can reach an agreement with the Colombian government in due course, it will choose Panama to open the canal. Otherwise, the United States will choose Nicaragua. As a result, Colombia could not sit still. The ambassador to Washington immediately negotiated with US Secretary of State Sea John and signed a treaty to sell the country. He agreed to lease the US to a canal area of 3 kilometers wide on both sides of the strait for a long time at a price of 1 million US dollars. The United States pays an additional $100,000 a year. Roosevelt succeeded in using this strategy. In the end, the United States took advantage of the excavation and use of the Panama Canal at a small price. However, in many cases, the opponent's card is difficult to understand, and analysis and inference can be used to put the pulse of the other party. If the opponent is really fighting a long-term battle, then taking the risk to withdraw from intimidating the other party is also worth a try. Maybe he is more reluctant to negotiate a breakdown than you, and that's the case. Even if you say that you are withdrawing, you still have room for Australia. In 1920, the new Soviets were still surrounded and blocked by international imperialism. In order to break through the blockade, the Russian Communist Party is very keen to develop economic and trade relations with Western countries. At that time, the Italian government was willing to conduct economic and trade ties with the Soviet Union under the pressure of the domestic industry for economic reasons. Italian Foreign Minister Carlo. Sfitz made several statements in the newspaper, saying that his government intends to resume trade relations with the Soviet Union and is preparing to host the Soviet economic delegation in Rome. The Russian Communist Party quickly seized this opportunity and announced the formation of an economic delegation headed by the outstanding Soviet diplomat Vorovsky to Rome. However, at this time, the political situation in Italy was drastically changed. The anti-Communist and anti-Soviet fascist forces quickly rose. They engaged in violent activities throughout the country and madly opposed the Communists. Members of the Russian economic delegation were also frequently harassed, tracked and searched, and diplomatic messengers sent by Russia were also detained. Under pressure, the Jolly government, which is in power in Italy, had to refuse to recognize the diplomatic status of the Russian economic delegation, but was eager to sign a trade agreement with Russia to ease the voice of the domestic industry and strengthen itself after the recent parliamentary elections. Very unstable position, and strive for more support and support from parliamentarians. In May 1921, the Jolly government proposed to the Russian economic delegation staying in Rome to sign a trade agreement immediately. The Soviet government seriously and deeply analyzed the mentality of the Italian government and decided to adopt a strategy of retreating. This time, the Italian government panicked. Three days later, Foreign Minister Svertz invited Vorovski again, this time he was very polite. Three days later, Worowski received an official letter from the Italian government. The official letter said: "The economic proximity of our two countries is interesting... We are happy to give you the diplomatic privilege you want from today." Demand is often two-way, you have to ask for each other, and the other side also asks for you. After understanding this point, you should take advantage of the weakness of your opponents and adopt a strategy of retreating in the negotiations. You must smash opponents, force opponents to submit, and make compromises and compromises. As can be seen from the two examples above, understanding the other's intentions is crucial. But it is also clear that neither the Americans nor the Soviets are willing to negotiate a breakdown. They just adopt a strategy to achieve their goals. So, if your opponent is not going to marry you during the negotiations, or if you know that the other party is afraid that you will withdraw from the negotiations, you can also immediately stop negotiating and let the other party accept the conditions that are favorable to you. This is actually a comprehensive contest between the information, confidence and willpower of the negotiating parties.

Twenty tips in the negotiations (13)

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