[China Glass Network] The theoretical research of business negotiation originated from Western countries. The market economy of Western countries is relatively mature, and formed a set of market economy operation system, and business negotiation is a better deal to promote the prosperity and development of market economy. . Since the author studied business negotiations, he found that the strategic skills in business negotiation are similar to those of China's military law. The strategic techniques used can find corresponding strategies in the 36th law of the military law. Whether it is speech or content, it can be said to cooperate. One-to-one correspondence. The article on business negotiation published by the author in the recent period is also the name of the policy using the thirty-sixth method of the Art of War. This article is about the business negotiation strategy.
In the end, I mean, in order to hold on to each other, let it deliberately let go of it, so that it will not be guarded, and then annihilate it in one fell swoop. It is the 16th plan of the 30th law of the military law. The original text reads: "Forcing against the soldiers, walking is reducing the trend. Follow the do not force, tired of their strength, eliminate their fighting spirit, scattered and then smashed, soldiers are not bloody. Need, have Fu, light." Translation: forced the enemy has no way to go It will counterattack; let it escape can weaken the enemy's momentum. When chasing, follow the enemy not to force it too much, to consume its physical strength, disintegrate its fighting spirit, wait for the enemy to be frustrated, collapse, and capture it, to avoid bleeding. In accordance with the principle of the Book of Changes and the Needs, you can win the bright end of the war when the enemy completely fails in the psychological and convinced me.
You want to buy a second-hand house. In the process of buying and selling, once you express a strong purchase intention to the seller, this will greatly reduce the possibility of bargaining. So even if you are satisfied, don't rush to show your inner thoughts. At this time, you can use the strategy of squatting and seeing your own house. When the agent urges to pay the deposit, you can tell the other party that you also have a different set of more affordable houses. Please ask the other party to consider it. The subtext of doing this is to tell the other party that if they are willing to make a little concession on the price, there is still the possibility of trading. If you bring a lot of cash at the time of the transaction, it will even more impact the seller's eye, and the store will be more likely to make concessions. Some of the following negotiating words are believed to have been heard and "learned".
"Manager Li, this way, you can take it back and discuss it with your company's leaders. Consider whether this price is OK or not, I don't think we will do it."
"Wang, I think we have no problem with the cooperation project. I don't mind how much the money is going out, but I have two or three projects waiting for me to consider. This project is optional for me."
"Song Manager, we have just increased the price by 10%, and you are not allowed to go, I think I can't go back to the intersection, the price is still the original price, can't be improved."
"This handsome guy, do you want this jeans? If you don't, I can leave it to someone else. This morning, a clam looks at it and says it is waiting for it. If you want, this is for you, I will go back to the warehouse." Go to that one and give it to the clam."
If the negotiating opponents say something similar, I think the pressure of the negotiations will be transferred to us at this time. The psychological pressure will become bigger. I don’t know if the other party’s statement is true or false. This is the strategy of using the desire to swear. We know that the speech is eager The one obtained is easy to give in. When negotiating with an opponent, you can't be too impatient. Opportunity can be used to control the whole negotiation situation with language skills. Give full play to the judgment of the situation and the understanding of the opponents, and you must not be eager to seek success.
The author once negotiated with several agents. The pressure of the superiors required to open up a new franchise agent within one month. Although the heart was in a hurry, it was eager to reach an agreement with the agent, but it also guaranteed the interests of the headquarters. Every time the author negotiates with the agent, he will tell the agent that he needs to think deeply. This is not a game. If you want to get the agency right and fully consider it, then give me a reply. In general, the author does not Will take the initiative to call the agent.
In addition to being able to prepare and absorb more information beforehand, a negotiator can also show his deep thoughts at the negotiating table, calm down, and use your own professional knowledge and negotiation skills to control the whole situation. Achieve the purpose of the negotiations.
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