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Negotiate to guard against rampage

Ramp is an integral part of trade negotiations. It means that in addition to the "objective" needs and accidental factors, the negotiating party takes the detriment of others as the starting point and attempts to extract the improper actions that should not be obtained. The martyrdom contains a certain degree of deception and blackmail. It masks the truth with illusion, steals the content in the form, and dilutes the main "drama" with the secondary "mechanism", thus creating an illusory illusion for the object, making it unpredictable. His original intention... The logic of the martyrdom is fully embodied here. Deceptive martyrdom and savvy negotiating strategies should be distinguished morally. For example, in order to achieve a certain interest, the negotiating party has extremely low opinions on the object, so that the other party can “justify it”; another example, another negotiator buys the other person’s personnel for his own benefit and gives The other party wears a high hat and creates various illusions to cover up the essence of the problem. One thing that these two behaviors have in common is the specific content of the martyrdom. The strategic direction of the martyrdom is the shortcoming of using formal logic. The expression of the martial strategy is based on the shape of the model. The use of the strategy of the martyrdom is an improper method of reasoning. The purpose of introducing martyrdom is to let people know the expression of martyrdom so that people can pay attention to each other's blackmail behavior during negotiations and take corresponding countermeasures to ensure that they maintain their legitimate rights and interests. There are many manifestations of martyrdom in the negotiations, but there are mainly the following: Manufacturing illusion The so-called illusion of manufacturing refers to the creation of various illusions with purpose and plan, and confuse the other party to make mistakes. Whether the illusion can be achieved depends on whether the judgment of the negotiating opponent can be wrong. The focus of his research and understanding is on grasping the thinking method and thinking mode of the negotiating opponent. How to make the difference between the phenomenon and the essence is not objective. Rationality, but subjective satisfaction. For example, intuitively looking at the price threshold seems to be a matter of confidentiality, but in the martyrdom, in people's psychology, the more people want to keep secret, the more people want to figure it out, the more they pay attention to it and understand it; For common issues, people tend to turn a blind eye and see no doubt. Therefore, the use of martyrdom in some negotiations, I believe that the best confidentiality is a subtle exposure, and deeper secrets are implicit in public actions. Common tricks for creating illusions are: □ The suspects are “missing” in the negotiation without revealing traces, such as deliberately losing negotiating notes, notes or files, or throwing some data into the word paper False information leads the opponent into astray and makes it wrong. □ Intentional mistakes For example, when calculating prices and quantities, deliberately add or mistake, or distort the intention, miss words or make incorrect statements, so that the other party will be deceived or lost if they are slightly careless. And these tricks are seen, it is still possible to get the other party's surprise, because anyone can make similar mistakes. Such errors mainly include fake bids, specification errors, parts list errors, product structure errors, and so on. In the negotiation, deliberately expressed anger, madness, urgency, violent behavior, screaming and screaming, smashing and slap, to shake the other party’s negotiation determination; For the weapon, I don’t know, no matter what you say, "I can only pay this price." This method can paralyze each other, test the other party's determination and patience, and avoid the sharp problems in the negotiation. Controversy and arrogance Everyone has a negotiating confrontation activity, and there is a psychological confrontation from beginning to end. The technique of martyrdom is based on "attacking the heart" and "taking the gas" as the basis of "deliberation." Attacking the heart is tempting, "the soldiers are not blunt and profitable." In the process of trade negotiation, one of the basic attempts to "attack the heart" and "get the gas" is to study the psychological characteristics of each other's personality, use environmental factors and situational orientation, and establish a complete system of intensified influence to promote the formation of negotiations and their intentions. Compliance with the trend. In other words, it is the use of psychological mechanisms such as fear, pride, and concealment to create an environment for the other party: to hesitate in fear, to hesitate in hesitation, to lose confidence in the shackles, to lose self-protection after losing confidence, and finally to yield; Or it is to make the mind swell in pride, numbness, lack of arguments when making a request, and refute the other party's omissions, causing the other party to take advantage of it. Common tactics are: □ When a wicked person encounters an experienced hard-line opponent in a negotiation, it is difficult to work hard and hard, and he tries to squat in front of the boss of the other person’s colleague or his colleague to make the other person’s talker Lose the trust of the boss and colleagues, and achieve the purpose of exerting psychological pressure and shaking the will of the other party's talkers. The specific approach is visited by dinner alone or with other members of the other party boss, it shows good faith negotiations, and it is difficult to analyze where the crux of the contract, either directly or indirectly reveal the "difficult if not substitutions negotiations transaction" means. □ 卑 词 厚 以 以 以 厚 厚 厚 厚 厚 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 恭 The main approach is to use the other weaknesses of human nature, entertained the other chief negotiators, bribery and other relevant personnel alone. □ pretend poor use of each other's compassion, deliberately exposing miserable, difficult phase, and some even kowtow to tears, request spare; some lying pretend to be sick, sad looking, is genuine, pleading for a way out. Sophistry logic where the art of deception, all with Rebellion and way of thinking of formal logic, always seek complementary to each other from the opposite: the purpose or away from the heart of the act, or act contrary to the truth, or some of each other's subjective desire to conform and Actions... Although the sophistry and arguments in economic and trade negotiations are only one word difference, their essence is quite different. The purpose of sophistry is not to seek the possibility of cooperation and cooperation between the two sides, but to play with language games to sell their grievances and confuse people. people fooled. Sophistry often used improper reasoning, the secondary exaggerated as the main, to say the nature of the phenomenon, the chance to say inevitable, says the tributaries into the mainstream. The common forms are: □ The circular argumentation argument is generally composed of three elements: thesis, the argument and the argument, among which the argument proves the topic. If the arguments are not used to prove, but rely on the thesis to prove, this is actually equivalent to using the thesis itself to prove the thesis, can not prove any problem. Therefore, in formal logic, the authenticity of the argument cannot be proved by the topic, otherwise it will make a logical mistake of "circular argument." The sophists often consciously create circular arguments in the negotiations. For example, the sophists said in the negotiations: "The products that do not move are trying to sell. You try to sell, indicating that your products cannot be sold, and you can’t sell them. There is a problem with your product." This passage is a typical circular argument. □ Mechanical analogy is the use of accidental identical or similar things as arguments, or the analogy of seemingly similar, but substantially different things, to introduce a ridiculous or irrelevant conclusion. The sophists often play with the mechanical analogy, confuse the audience, and defend their own public opinion for the purpose. For example, in the contract negotiation, in order to prove that the contractor can not effectively manage the enterprise, the enterprise is compared with the clock, saying that the operation of the enterprise is as accurate as the clock, since the normal operation of the watch is not affected by the will of the person, then the enterprise The operation must not be controlled by people. In fact, enterprises and watches, both of which are not homogeneous, have no essential similarities. Such a mechanical analogy, the absurdity of its conclusions can be known. □ Parallel argument When you demonstrate one of its weaknesses, he sneak a shot and set aside another battlefield. Instead, find out another weakness of yours and seize it. Create weaknesses around this weakness or deliberately fabricate arguments and provoke new debates. Transfer people's sights to achieve the purpose of stealing the day. □ It is unreasonable to grasp the quotation of a certain part of the other party in the negotiation, and then infer that the whole quotation is unreasonable; or to grasp the incorrect part of the other party’s criticism. □ In the generalized compromise negotiations, differences between the two sides, people often adopt a compromise method, in order to satisfy both parties. The general use of compromise is not to make a specific analysis of the differences, to simply manipulate the abstract concept, thus confusing the differences between the two sides. For example, the normal price of a certain product is 3.00 yuan, the price of 5.50 yuan is opposite to the price of 2.50 yuan, and the difference is 3.00 yuan. After the compromise, the price is 1.50 yuan, and the selling price is still 4.00 yuan, which is still higher than the normal price of 3.00 yuan. 1.00 yuan. The buyer does not agree with this compromise. If the seller forces a compromise, it is a sophistry.

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