After reading the most popular negotiation course at Wharton Business School, 1 Negotiation is a complex subject. Negotiating with different people involves many disciplines, such as sociology, psychology, culture, faith and so on. Even negotiating with the same person about different things is the same. This "Wharton Business School's Most Popular Negotiation Course" consists of one small case after another, which is very interesting. If there is not much boasting in the content, I will give it a higher evaluation.
Negotiation is talking more.
This is the author's first experience of me. How can we "judge" if we don't "talk" about negotiations? Moreover, when negotiating, we should try in many ways until we find the key points of the other side, so that we can defeat the enemy with one move.
Because I have done some management work, I have experienced many negotiations. There are China people and foreigners. The general feeling is that there must be many starting points for conversation. If you want to discuss business, it is always right to talk more, which is better than not talking at all!
When negotiating, you can set a bottom line for yourself. Above the bottom line, you can talk about anything, but you must talk about it.
What kind of knowledge should be considered in the negotiation?
This is a question that I have thought about after reading this book. When I first talked about a million-dollar bill, I didn't really consider what the essence of negotiation was, but I just thought that negotiation was a sales behavior.
Up to now, I think negotiation is still part of the sales problem, but with the development of the times, it becomes easier for people to acquire knowledge. If you want to negotiate successfully, you must have something different, and this differentiation comes from the accumulation of comprehensive knowledge in peacetime.
It should be the first priority to observe words and feelings. Psychology is very important in negotiation. Sociology and even ethics should also be taken into account according to the age, gender and status of the negotiating opponent; Pay attention to your dress and image, which should be regarded as artistic and aesthetic cultivation, and prepare negotiation strategies. I think it should at least include arts and sciences and logic; If you want to speak properly, you should not only be literate, but also have professional knowledge as a powerful weapon to show your strong side, so … paying attention to current events can help us have more communication strategies after negotiations and find out the relevant information of our opponents, so that we can not fight unprepared … it's not easy!
Diamond's book is easy to read. How much you can remember and how much you can use depends on the reader's own ability.
The third important thing is information.
Living in the information age, information is of course the most important-hehe, empty talk! However, when negotiating, we should always pay attention to the changes of static and dynamic information, and be able to accurately understand and understand these information, which will be of great help to the success of the negotiation.
Negotiator information needs to be mastered; Your competitor's information needs to be mastered; You also need to master the information of your peers and competitors ... too much.
Another key information point is that we can use some knowledge of psychology or behavior to give each other some "illusions". For example, we can frown when we are satisfied and smile when we are anxious. On the one hand, we must fully grasp each other's information, on the other hand, we must not let the negotiators see our ideas at the negotiating table, so that we can have the premise of a complete victory.
Wharton Business School's most popular negotiation course, Reflections on Reading 2, is written in the front.
In the eyes of many people, when it comes to negotiation, a high-end conference room may emerge, with business elites in suits and ties sitting solemnly on both sides. During the meeting, various strategies, changes in the situation, intrigue and intrigue, the tug-of-war of tens of millions and hundreds of millions of funds and interests was clear at a glance, filled with smoke, and there was a real battlefield.
But this book makes me understand that negotiation can be used not only in the solemn occasions mentioned above, but also in your life. It has become' relaxed and interesting', and even a negotiation can be settled with one look and one action, which brings joy and great convenience to our life and work. Whether you are a director, CEO, ordinary employee or freelancer, you can use the negotiation skills in the book. No matter how deep you are, you can broaden your horizons in interpersonal communication, simplify the complex and win more for yourself. As the book says, this is an optimistic book, which can make your life better.
For example, an example in the book, a negotiation without words. A couple delayed boarding a flight. When the boarding gate of the next flight was closed, they found the right place and the right person. In a strange way and with pleading eyes, they stopped the plane that was about to take off and successfully boarded the plane. Learning to use negotiation skills will help you win more and more. In this book, Professor Diamond talked about many skills, and here I only talk about two of them, communication and emotional compensation, which impressed me deeply.
Communication:
From the perspective of communication, negotiation, any negotiation, is based on the needs of communication between the two sides, and the biggest reason that often leads to the failure of negotiation is communication failure, and the biggest reason that leads to communication failure is misunderstanding. Misunderstanding can be caused by many factors, such as different values and emotional components, cognitive gap, cultural gap and so on. Even the most common words are easy to have different understandings. You think everything else reacts the same as you, and you are caught in various personal conflicts and have no self-study.
Failure to achieve effective communication within the company will pay a high price: higher cost, more failures, lower efficiency, worse service, loss of customers, slower response time (including response to competitive threats), inability to use collective wisdom, missed opportunities, and less time to form institutional teams. Individuals may also pay a high price for failing to communicate effectively, losing orders, losing promotion opportunities, losing friends or partners, etc.
So how to solve the problem of communication failure and disagreement?
First of all, check what both sides said and see if they agree. My personal way to avoid this situation is to summarize what I have heard, organize things well, and then ask the other party in different ways even if it is obvious, so as to determine whether the information received by the other party is consistent with the information I want to convey. There are many ways to read the basic communication principles in the book:
1, keep in touch.
2. Listen and ask questions
3. Respect rather than blame each other.
4, often sum up
5. Switch roles.
6. Calm down.
7, clear goals
8. Stick to your position without damaging the relationship between the two sides.
9. Look for small signals.
10, discuss the difference of perception.
1 1.
12, and make a decision after consultation.
13, focus on what you can do.
14, avoid arguing who is right and who is wrong.
Emotional compensation:
Emotion will weaken people's information processing ability. Emotional people are more concerned about how to find out the harm to each other and achieve the purpose of venting themselves, rather than reaching an agreement to meet their own needs. In work and life, there are countless examples of fierce quarrels or even disagreements caused by emotions, such as fierce quarrels between husband and wife, partners and friends, and sometimes even quarrels between strangers due to trivial matters lead to tragedies.
So how to deal with emotional problems and how to treat emotional people?
Among them, I especially admire emotional compensation. When you have a heated discussion with your friends and colleagues, if you just ask them to calm down, things may get worse. Because your request ignores the normal venting of their emotions, and when people feel that they are not valued, they will be more emotional. Therefore, it is necessary to understand each other's feelings, try to understand the causes of each other's emotions, and understand that each other wants to vent their emotions. For many women, listening to them is their emotional compensation. Any behavior that you pay attention to their emotions in some way is an emotional compensation. You can say a compliment, gently touch your arm and listen to them.
Emotion can unite people. Facts have proved that people who have undergone severe emotional tests can often unite. In the process of building a project team, team building is a continuous process, which is crucial to the success of the project. There is a model of team development called Tackman's ladder theory, that is, team building usually goes through five stages: formation, shock, standardization, maturity and dissolution, especially in this shock stage, the probability of conflicts and contradictions is the greatest. Emotional compensation is also very helpful to realize collaborative work and mutual trust. If we can't treat different opinions and opinions with a cooperative and open attitude, the team environment may become counterproductive.
In most interpersonal relationships, emotional factors are dominant, and most emotional factors will blur the goal and make it no longer clear. If you want to deal with relationship problems successfully, you need strong empathy (paying attention to each other's feelings and opinions), just like paying attention to your own goals. The more negotiation is like a part of a relationship, the more likely it is for the other party to regard it as a relationship. When dealing with relationship problems, it is always the best way to negotiate with each other face to face. The more difficult or emotional the topic of negotiation, the more important it is to negotiate face to face.
If you want to maintain a stable and long-term relationship, you should avoid losing control of your emotions. The more often they see you vent your emotions, the more they think you are unreliable, even those who love you. A better way is to use the negotiation venue that both sides feel is better to promote the smooth conclusion of the transaction. A tense environment will make the whole relationship tense. Informal, humorous, sharing and caring are important factors to maintain a good relationship and can create a more comfortable interpersonal environment.
In short, to understand each other's ideas, what are their needs and opinions? What kind of expression is more acceptable to them? Find out what kind of emotional compensation the other party needs first, and take different ways for different people.
Finally, finally:
In daily life, there are negotiations everywhere, such as how to persuade their crying children to accept intravenous drip, how to persuade elderly parents to receive a health check, how to get lower discounts or concessions when shopping in the mall and so on. Increase your knowledge, and for a better life, expect the collision of different viewpoints and experiences to produce more creative results.