Stalemate Strategies and Methods of Removing Obstacles in Business Negotiation
This is a common goal. When both sides. Can't talk normally? If the deadlock is caused, it is necessary to slow down the pace of negotiations and see where the obstacles are in order to find a solution.
Conan Doyle is the author of The Adventures of Sherlock Holmes. He is stubborn by nature. After writing the fourth volume of detective stories, he insisted on not writing any more. With practical actions, his Sherlock Holmes and moriarty, a professor of crime, fell into a deep valley together. Fix it? Yes
Mace, Koch's publisher, is a shrewd man. He knows that Koch is just tired of writing this kind of popular literature, and he still has a soft spot for Sherlock Holmes, who has brought great reputation and benefits to the author. Therefore, Mace firmly grasped the copyright agent, and at the same time worked hard to do Koch's work, revealing to him all kinds of regrets and dissatisfaction of Holmes fans from time to time; At the same time, I promised to give a story 1000 a generous reward. Two-pronged approach, a year later, really paid off, Conan Doyle wrote again, let Holmes climb out of the canyon, and then interpreted a wonderful detective story.
Imagine that if Mace didn't give the other side a buffer time, but was anxious and constantly urged, I'm afraid he would have lost a bright superstar in the history of detective literature.
Of course, what are the obstacles to some negotiations? Recessive? Yes, it is often hidden under all kinds of ostentatious excuses, and it is not easy to be seen through at once. This requires us to slow down, slow down and calmly deal with this situation.
D, a famous negotiator of ITT company in the United States? Kirby once told such a case: the negotiation between Kirby and S company is coming to an end. But at this time, the other party's attitude suddenly hardened, criticizing the agreed agreement and making various unreasonable demands. Kirby is confused because the other representative is not unreasonable, and the agreement is of course beneficial to both sides. In that case, why did company S block the signing of the contract? Kirby rationally suggested postponing the negotiations. After collecting all kinds of information, I finally know the key point: the other party thinks ITT is much cheaper than itself! Although the price is acceptable, the feeling of psychological injustice is unacceptable, which leads to the agreement being stranded. As a result, the negotiations resumed and kirby compared the prices. The other party knew that the profits of both parties were roughly equal, and signed the contract an hour later.
In actual negotiations, there are many hidden obstacles, and delaying tactics are quite effective ways to deal with them. However, it must be pointed out that this kind? Drag? Not passive, but to pass? Drag? Take time to collect information, analyze problems and open up the situation. Passive waiting can only lead to failure.
Weaken sb's will
Man's will is like a steel plate. Under certain pressure, it may remain the same at first, but after a period of time, it will slowly bend down. Procrastination tactics are one of the most commonly used methods to exert pressure on negotiators' will. It is often more unbearable to stop suddenly and not reply (or reply vaguely) than to swear and fly into a rage.
At the end of 1980s, an electronics company in Silicon Valley developed a new type of integrated circuit, but its advanced nature could not be understood by the public. At this time, the company is heavily in debt and is about to go bankrupt. Whether this kind of integrated circuit can be valued is the company's last hope. Fortunately, a European company has a good eye for pearls and sent three representatives to fly thousands of miles to discuss the transfer. Sincerity looks great, but the starting price is only 2/3 of the development cost. The representative of the electronics company stood up and said, Gentlemen, let's call it a day! ? From the beginning to the end, the negotiation lasted only three minutes. I didn't expect Europeans to ask for the resumption of negotiations in the afternoon, and their attitude was obvious. Cooperation? Many, so the circuit patent was transferred at a high price.
Why do representatives of Silicon Valley companies dare to negotiate? Because he knows that there are two main points of pressure: first, the pressure is strong enough to let the other party know that your determination is unshakable; Second, the pressure should not be stronger than the other party's tolerance. He estimated that Europeans had flown thousands of miles to negotiate and would never go home just because of these three minutes. This three-minute conversation seems to break the routine, but at that time, it was the best way to let the other party lose their illusions.
In addition, procrastination tactics, as a basic means, can have many changes in concrete implementation. For example, some Japanese companies often adopt this method: with negotiators with lower authority as pioneers, pestering each other repeatedly in details may make a step or two, but each concession requires the other party to make great efforts. In the end, the two sides have outlined the general outline of the agreement, but there are always one or two key points that cannot be discussed, and this process often drags the other side to exhaustion. At this time, the authority figure of our company appeared and said what? It's not worth any further delay. Let's make a little concession, let's make a deal! ? At this time, the other party has been physically and mentally overdrawn, and this plan will often be agreed as long as it is within the acceptable range.
notice the time
There is also a malicious use of procrastination tactics, that is, by delaying time, waiting for changes in laws and regulations, market prices, exchange rates, etc. Take the initiative and threaten the other party to make concessions. Generally speaking, it can be divided into two ways:
First, delay the negotiation time and stabilize the other side. For example, 1986, a customer in Hong Kong negotiated fur business with a foreign trade company in a northeast province, but the preferential terms were delayed. More than two months have passed, and the international fur market, which was originally booming, has sufficient supply and the price has plummeted. At this time, Hong Kong businessmen bought at a very low price, which made us suffer a lot.
The second is to leave loopholes in the negotiation agenda and delay the delivery time. 1920, when a yarn factory in Wuchang set up a factory, it ordered 20,000 spindle yarn machines with a value of 200,000 pounds from Amway foreign firm in England. At that time, the exchange ratio between pounds and silver was 1:2.5, and 200,000 pounds was only worth 502,000 silver. British businessmen see that silver is expensive and gold is cheap, so they delay delivery on an excuse. As of 192 1. The world financial market has changed suddenly, and the exchange rate between pound and silver has soared to 1∶7. At this time, British businessmen took the opportunity to urge the cotton mills to settle foreign exchange and receive goods. The price of 500,000 taels of silver suddenly became1420,000, which caused great losses to the factory.
Generally speaking, in order to prevent malicious delay, we should do the following work:
First, we should fully understand the credibility and strength of the other party, and even implement the usual methods and past records of negotiators.
Second, we must fully grasp the current situation and trends of relevant laws and regulations, market and financial situation.
Third, we should keep one hand as a means to fight blackmail. For example, foreign exchange settlement should be based on the gold standard, credit guarantee and down payment.
Win sb.' s favor
Negotiation is an argument, a process in which both sides hope that the other side will act according to their own intentions, and it is highly antagonistic. But now that we are sitting together, we hope to reach an agreement on the issues we care about and convince that cooperation is still the most basic thing. Therefore, all excellent negotiators attach great importance to winning each other's goodwill and trust.
I know such a negotiator? Expert? The two sides were seated soon, and the greetings were over. The dinner was not warm, so this gentleman was very hospitable. Let's have a rest today. Let's not talk about it. We have many scenic spots here. ?
The negotiation was deadlocked, the situation was deadlocked, and the gentleman suddenly became hospitable again. Forget it, forget it. Today's karaoke is my treat. ?
So, while singing and dancing, I felt very comfortable and harmonious, the deadlock was broken and some over-the-counter transactions were reached. This practice pursued by this gentleman is said to be extremely effective. A lot of business that can't be discussed many times, he dragged on for so long and finished it in a short time.
In all fairness, long-distance communication, as a special form of procrastination tactics, plays a very important role. Psychologists believe that human thinking patterns always change with different identities and environments. The psychology at the negotiating table is definitely different from that before the luminous cup. As an opponent, talking to each other is definitely another kind of mood. When the two sides bring this harmonious relationship back to the negotiation field, it will naturally eliminate many misunderstandings and avoid many twists and turns.
However, any form of harmony must follow a principle: personal friendship is the auxiliary of official business, and official business must not be the victim of self-interest, which is related to the fundamental quality of a negotiator, and this quality is one of the qualities that negotiators in China need to cultivate vigorously.
Expansion: One of the Ten Skills in Negotiation
Schwaetzer: Put pressure on your opponent skillfully.
1. Crush the people with the sword of law
15-year-old Ning * * * came back from her classmate's house and found the door wide open and there was a sound of moving things. Looking in, a man is rummaging in the closet, as if looking for money. The man also looked up and found Ningmou. He immediately picked up the kitchen knife prepared in advance and stared at Ning. Ning looked at the thief who was taller than his head, stared at him for a while and suddenly shouted:? Put the knife down! ? The sound actually stopped the thief.
? I tell you, if you really move the knife, the nature will change, that is robbery, or at least three or five years! If you put down the knife, I'll give you a chance to turn yourself in. I'm telling you, three of my classmates locked their cars at the door, and I can ask them to arrest you right away. You throw the knife on the ground! ?
Ning took the reprimand of everyone angrily, surrendered the thief, let the thief throw away the knife obediently, and sent the thief to the police station with the help of his neighbors.
/kloc-Ning Mou, a 0/5-year-old middle school student, captured a tall and strong thief with a murder weapon in just a few words, which is admirable. On closer examination, there are three points that can be praised:
First of all, the thief was frightened. In view of the nature of the thief, Ning Mou preemptively shouted: Put the knife down! Naturally, he didn't dare to make a move, because that formidable momentum caused an impatient thief. Ning took this opportunity to change the unfavorable situation of weakness and weakness, and also made a sound to the neighborhood, further exposing the thieves.
Secondly, the thief's psychological defense was defeated by intimidation. When the thief raised the kitchen knife in his hand, he did not give the thief a chance to breathe, and immediately raised the sword of legal knowledge: if the knife is really moved, theft will become robbery, with bad nature and aggravated punishment; If you obey, you can turn yourself in, and of course you can reduce or avoid punishment. ? Weigh the two sins and choose the lighter one? The thief's desire to kill was naturally suppressed. Ning took the next sentence: three students locked the car at the door, and they can recruit you at once. Everything is fair in war, even for thieves. This scam shattered the thief's meager hope of desperate escape and made him understand that he was? The thief in the jar? Now, I can only put down the kitchen knife and turn myself in.
Once again, the teenager is cautious, be careful, and pay the thief soldiers urgently. Ning's clever tactics drove the thief away, and then he ordered: throw the knife to the ground! ? Throw the knife on the ground? It limits the way and intensity of throwing knives, and also cuts off the possibility of the enemy attacking again. Really? A word of advice? , save the day. This kind of law? Fang Shangjian? The method of intimidating gangsters can also be used to convince people with hot heads.
Finished reading it? What are the delaying tactics in business negotiation? People still see:
1. What is the purpose of procrastination in business negotiation?
2. Four skills of business negotiation
3. Solutions to the deadlock in business negotiations
4. Three classic cases of business negotiation.
5. What are the problems in business negotiation?
6. Six skills of negotiation reply
7. Skills and methods of business negotiation