Henry Ford is a pioneer who occupies an important position in the world automobile history. His wealth was the second in the United States at that time, second only to the oil king Rockefeller. Henry Ford was the first person who officially named the car "automobile" and the founder of the world famous brand "Ford". From a penniless teenager to a billionaire, Ford's personal struggle history has become a legend that many young people talk about. He left behind more than just things about cars. The most important point is that Henry Ford participated in many business negotiations in his life, and he always used this way to win his own interests and the favor of the other side.
Many successful entrepreneurs, in the process of specific negotiations, can always maintain a moderate state and can't see any feeling of fighting with others. On the contrary, it's like chatting with old friends. This feeling is different from "racing against time". Call it "stalling for time" for the time being. Its biggest advantage is that it can use static braking, leaving fewer flaws and making the other party like you. So, how to do it specifically?
Remove obstacles and make contact unimpeded.
Conan Doyle, the author of The Adventures of Sherlock Holmes, is a very stubborn person, while Koch, his publisher, is a very business-minded person. After Conan Doyle finished writing the fourth volume of detective stories, he insisted on not writing any more. Publishers understand that Conan Doyle is just tired of writing this kind of popular literature, and they still have a soft spot for this Sherlock Holmes who has brought great reputation and benefits to the author. So he tried his best to do Conan Doyle's work, while revealing all kinds of regrets and dissatisfaction of Sherlock Holmes fans to him, and promised a story 1000 pounds. A year later, as expected, Conan Doyle wrote again and let Holmes climb out of the canyon, and performed another wonderful detective story. Publishers also make a lot of money from it, and Conan Doyle not only has a larger readership, but also gets a larger amount of remuneration, so the relationship between the author and the publishing agent is closer, and the improvement of their personal connections means the continuous introduction of new works and the continuous accumulation of wealth! In this process, the publishing agent did not hold the copyright in my hand for the author Conan Doyle. I can go to other people to coerce and seduce the author, but by temporarily accepting each other and then gradually making them feel the need to write, not only the work is successfully completed, but also the relationship between them is promoted, and the work is sold to the next level.
This approach is to remove obstacles, and gradually help the other side to remove psychological obstacles, so as to remove obstacles to cooperation with the other side and further develop personal relations. In this regard, D kirby, a famous American negotiator, once told a case: the negotiation between Kirby and S Company is drawing to a close. But at this time, the other party's attitude suddenly hardened, criticizing the agreed agreement and making various unreasonable demands. Kirby is very confused about this, 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? 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 business negotiations, you may think too much about your own interests, but the other party will often be unconvinced after finding out. If you don't clear the psychological barriers of the other party first, even if the negotiation is successful, you will leave many hidden dangers for yourself, which is a very important mistake in business negotiation. The key to the hidden trouble is the flaw in the handling of personal relations, so there are still many hidden obstacles in actual negotiations, and delaying tactics are quite effective to deal with. In this way, we should not only give ourselves time to delay, but also know how to collect information and analyze problems, so as to open the situation.
The wear and tear of the will can calm people down.
Some people say that human will is like a steel plate. If you keep pressing with a certain weight, it may remain the same at first, but after a while, it will gradually bend down. We can apply this theory in business negotiation. For example, it is often more unbearable to stop suddenly and not reply (or reply vaguely) than to swear and fly into a rage.
An electronics company in Silicon Valley has developed a new type of integrated circuit, but its advanced nature cannot be understood by the public. At this time, the company is heavily in debt and is about to go bankrupt. Whether this integrated circuit can appreciate in value can be said to be the last hope of the company. At this time, a European company sent Theory of Three Represents to fly thousands of miles to discuss the transfer. This incident made the electronics company see hope, but the starting price of the other party was only 2/3 of the development cost. Just then, the representative of the electronics company stood up and said, "Gentlemen, let's call it a day!" " "From the beginning to the end, this negotiation only lasted for three minutes. Everyone doesn't understand why such a good opportunity should be given up, but the representative of the electronics company said confidently, "I didn't give up, and they will come to us again!" " "
Really, in the afternoon, Europeans demanded to resume negotiations, and their attitude was obviously "cooperation", so the circuit patent was transferred at a higher price.
Speaking of which, you may not understand why the representatives of electronic 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. This method can not only win more profit space for yourself, but also let the other party see their courage and wisdom. Often a business is done, and each other becomes good friends!
In real life, we should know how to use these good methods flexibly to accumulate contacts and wealth, but this story is actually just a method and attempt, which can be referenced and used, and there can be 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. When the other party is physically and mentally overdrawn, as long as the plan is within the acceptable range, they will often agree.
What I'm talking about here is how to delay time in business negotiations and leave a space for myself and the other party, which can not only improve the quality of negotiations, but also make good contacts. But in reality, some people like to use some malicious methods to delay time. This method can sometimes work, but only temporarily. Because connections are often bigger investments, the wealth accumulated by such investments is inexhaustible. Therefore, even in business negotiations, we still advocate "harmony". When there is a conflict of interest, we should find a way to solve it, or delay our own investigation, or give each other time to reflect on themselves. Of course, we do not advocate meeting at the expense of our own interests, because after all, it is business negotiation, not interpersonal communication. At the same time, we should also prevent others from procrastinating maliciously. To prevent others from procrastinating maliciously, we should do the following work: First, fully understand the credibility and strength of the other party, and even implement the negotiators' usual methods and past performance; Second, we must fully grasp the current situation and trends of relevant laws and regulations, market and financial conditions; Third, we should keep the first hand as an anti-coercion means, such as requiring the gold standard for foreign exchange settlement, requiring credit guarantee, and requiring advance payment.