ultimatum
How do Americans negotiate?
? This is a high-profile negotiation method, and those inexperienced negotiators are often shocked when they receive an ultimatum. This kind of negotiation will give people a sense of tension and oppression, but it also has great defects. Unless you do what you want to do at the last minute, you will lose most of your bargaining chips invisibly. This is also equivalent to a risky move. So how to deal with this strategy? There are four ways: 1. Verify immediately; 2. Refuse to accept; 3. Delay time; 4. muddle through. You can practice a strategy of gradually strengthening these four methods according to it.
The fourth part is mutual benefit and win-win situation.
This part is intended to emphasize understanding the differences between the two sides and achieve mutual success, which is similar to the Seven Habits. The first section talks about how Americans negotiate, which is simple and direct, without beating around the bush, and feels that once the agreement is signed, it must be implemented. But non-Americans don't think so. Non-Americans emphasize the relationship more than the agreement. They pay relatively little attention to this. When dealing with non-Americans, we should see, listen and speak more. On the other hand, I think most of the time I am an American, and the negotiation method is simple, rude and direct. I saw these contents today, only to find that I have to change a lot.
Day2 1 advantage negotiation
Act before you act-act before you act
A difficult thing to solve; The Nut
? Of today's two strategies, the first strategy is to act first, that is to say, sometimes we need to deal with problems like this, but only if we think about the consequences first, can you accept such a result? Don't try this strategy easily, because you never know what will happen.
? I was very surprised when I saw the "hot potato". Why a hot potato? When I finished reading it, I realized that this was a problem. Just don't pass on the problems that others should have considered to yourself. Don't take over other people's problems easily.
Day 20? Advantage negotiation
Be ready to leave at any time.
Take it or leave it.
?
? I feel that I haven't read this book for a long time. When I started reading today, today's plan came into view and I was ready to leave at any time. There are two points to control. 1 point is the right time to leave. The second point is that you should have other chips in your hand, and you can't just finish at 1 minute. This will put you in a very passive position and cause anxiety. Such a situation is harmful to the desired result. Then, if you want to achieve your goal in the negotiation, I think you should follow two points. 1 is to nourish your heart and tell yourself that I can accept any result, and it is a big deal to start all over again. The second is to be confident enough to believe in your choices and decisions. Life is your own, since you dare to choose, you dare to make a decision. The external environment can only trap yourself for a while, but it will not limit your choices and decisions for a long time.
? Take it or leave it! This is also a negotiation skill born after death. I can accept it, and at the same time I can put everything down. This is the courage brought by a strong self-confidence, which is very rare. Another way is to tell each other that we need a win-win situation, not coercion. No coercion can last long. What can be maintained must be mutual understanding and a win-win situation. Thank you for your persistence and your constant company. Let's make progress together, spark more sparks, and constantly integrate contacts and resources.
Day 19？ Advantage negotiation
Time pressure
Information power
? Knowing the function of time pressure, we can make good use of it. We should learn to carefully analyze the advantages and disadvantages of ourselves and each other before the negotiation, and what is the overall environment of both sides. This reminds me of the negotiation I practiced last week. I just took it for granted that I wanted the result, but I didn't analyze each other's ideas and the big environment. This led to the failure of the first negotiation. Finally, I finally gave up all my ideas and prepared to hoard myself and wait for the next negotiation.
? The power of information aims to tell us to collect more information, ask more questions and listen more. There are four ways to get more information for yourself:
1. You can repeat each other's questions;
2. Ask each other's feelings;
3. Ask the other person's reaction;
Ask the other person to repeat what he said.
It is also important to let the other side enter your sphere of influence, which will give you an advantage and put the other side at a disadvantage.
Day 18 Advantage Negotiation
Be sure to congratulate each other
The art of mediation
? When a negotiation is over, you must congratulate the other party and tell them how well he has just performed. That's great. First of all, you recognize the other party, and the other party is a matter of etiquette. We should learn to respect each other, because respecting each other can make each other respect themselves.
? Mediation is not arbitration, its original intention is to solve some thorny problems of both sides with the lowest cost and the best way. To understand, mediation can not be solved at once, but it takes many times to solve the problem bit by bit.
Day 17 Advantage Negotiation
Be sure to congratulate each other
The art of mediation
? When a negotiation is over, you must congratulate the other party and tell them how well he has just performed. That's great. First of all, you recognize the other party, and the other party is a matter of etiquette. We should learn to respect each other, because respecting each other can make each other respect themselves.
? Mediation is not arbitration, its original intention is to solve some thorny problems of both sides with the lowest cost and the best way. To understand, mediation can not be solved at once, but it takes many times to solve the problem bit by bit.
Day 16 Advantage Negotiation
Written words are more credible.
Pay attention to current problems
? After reading these two sections, I review my recent work status and find that my recent work needs to be adjusted. I have paid great attention to the communication between people recently, but I really didn't notice that written words are the most credible. I just talked to others blindly. Then what I have to do next is to complete my work and goals on the basis of language dialogue and written form. There is always nothing wrong with using data to speak.
? When I read and focused on the current problems, I recalled the conversation with my boss on Friday. I was really emotional at that time, just telling my emotions there, but I forgot the purpose of the conversation at that time. This is really my negligence. I mistakenly used my emotions on the boss who can only talk. When talking to the boss, you can have your own emotions, but now is not the time, because it is not yet time to speak with emotions. Next, it is most important to find ways to improve your emotional intelligence, IQ and financial quotient. Day 15 Advantage Negotiation
Look at the agreement every time.
Decomposition price
? When it comes to reviewing the agreement, I have considered it before. But I didn't expect that someone would really modify that part of the agreement. I have always believed that since it is a definite content, it should be implemented and trust others. But I forgot that my opponent and I are both sides of the negotiation and the opposite of interests. This also causes cognitive bias. I am very grateful to read such content today, which has given me a deeper understanding of the negotiations. When dealing with such problems in the future, there will be further consideration, that is, the understanding of risks.
? I was even more surprised to see the breakdown price and recall a strategy of the merchant. So this is also a routine. I always think that what these people say is very reasonable, and his decomposition is also reasonable. I didn't expect this to be their strategy. Decompose this large quantity into every year, every month or even every day through his life cycle, and let consumers reduce their pressure by weakening his quantity, although his actual situation has not changed. This is a particularly good strategy, because when people choose to buy, they don't necessarily care about the price, but about their feelings and their feelings. Enterprises just take advantage of this.
Day 14？ Advantage negotiation
Play dumb on purpose
Never let the other party draft the contract.
? This strategy sounds easy, but it is a bit difficult to do. I especially agree with two points in the article. The first is that we don't regard a person who asks us to solve a problem as a competitor. Second, don't use this silly strategy in your professional understanding, which will make people feel that you are particularly unprofessional.
? As for not letting the other party draft the contract, it is also because everyone has a psychology, that is, when making choices and decisions, people usually make decisions that are beneficial to them. This is also the natural expression of human nature. Anyway, doing everything with your heart is the key. Day 13 advantage negotiation
Deliberately leaking false news
Let the other side make a statement first.
? The credibility of gossip is sometimes easier to believe than the news on formal occasions. Why? Because most of us have a misunderstanding, that is, as long as we participate, we may know the information of formal occasions. On the contrary, if we can get news through informal channels, it indirectly shows that we are better. We can get news without considering risk awareness and simply choose to believe it. Oh, my god What a terrible thing it is. Based on this situation, we should check the authenticity of information more effectively before choosing to believe. If you can't work hard, you should stick to your own ideas and don't be easily disturbed by other people's news.
? There are three advantages to letting the other party make a statement first:
1. The first quotation of the other party may be higher than your expectation;
2. You can learn more about each other;
3. You can know each other's price range.
Then if you encounter a price higher than you want, you can use the following three methods to deal with it:
1. We can cry and tell each other our difficulties;
2. We can use the highest authority, such as reporting to the leader and waiting for the result of the leader;
We can adopt a competitive strategy: we have other suppliers, but before that, I still want to hear your advice.
Day 12 advantage negotiation
preinstall
promote
? Today's presupposition and escalation, although it tells us some methods, is actually an immoral negotiation strategy. It is not suitable for him to negotiate with all customers on this basis. We will only choose if the customers we meet use similar methods. And presupposition can sometimes really bring us different benefits. He takes it for granted that the other party will communicate with the reply, which makes people easily fall into a circle that agrees with the other party's conditions. This is especially true for those who are very busy or very lazy.
? The upgrade is to suddenly raise the quotation or requirements before the transaction is reached, so that the other party has to agree to the other party's requirements while considering the external situation and conditions. However, this is also an immoral negotiation method. If we are targeting at one-off or future non-contact customers, we may take advantage of this situation. But in most cases, do not use this method. Because our negotiation didn't end with a result, but just started, all we have to do is stick to our own choices and methods and run our own circle of contacts. However, if the other party uses this immoral negotiation method, we can use the most authoritative method or put forward higher requirements to deal with this strategy adopted by the other party.
Day 1 1？ Advantage negotiation
cherry
A deliberate mistake
? The reading time of these two strategies is very short today, but the truth contained in them is profound. The first thing I ask is that these two strategies are rarely used in general. We only use these two methods when we meet immoral negotiators. Picking cherries mainly refers to a strategy of buyers against sellers, so how to find out and how to deal with this strategy? Then we must know our competitors better than our customers. Therefore, knowing ourselves and knowing ourselves can win every battle. When we know our opponents better, we can find the differences and the advantages and disadvantages of all parties, and then we can have a better response.
? As for deliberately making mistakes, it is actually very simple. That is, many salespeople will take advantage of people's love for cheap and deliberately seduce each other. If the other party doesn't realize that this is a routine, then it is possible to fall into this strategy. And all we have to do is point out their mistakes and discuss them clearly. Avoid sudden liquidation in the final transaction, which will cause us to pay more money. Thank you for your company. I love you.
Day 10 advantage negotiation
snare
The Red Herring
? I am puzzled to see these two titles. What does this mean? What does this have to do with the negotiation? When I finished reading it, I found that these two are also a strategy of negotiation. When we want to achieve our goal, it is possible to throw smoke bombs at each other in an unconventional way and then confuse each other according to the smoke bombs. Let the other side be confused and then achieve your goal step by step. As for red herring, this is a better strategy than trapping. After reading the content of the article, I feel that I understand a little, but I don't seem to understand much, and I am in a turbid state. Next, we should sort out our own ideas. Take a good look.
Day 9 Advantage Negotiation
Withdrawal condition
Receive all the goods
Although I have seen it once before, I forgot it when I saw this strategy again. I am particularly curious about what this content is about. The premise of putting forward the withdrawal condition today is that the negotiation between the other party and you is not very friendly, so this strategy will be made. When you find that the other party is constantly squeezing you, you can cancel the conditions to make the other party feel a sense of urgency and pressure. Let the other person feel that his further request has aroused your disgust. If it continues, then this matter may blow the deal.
? As for the strategy of embracing, the key is not how much you give in, but how important the timing is. The key to negotiation is to make both sides feel that they have won the negotiation, which is particularly similar to the win-win thinking in the seven habits of high-performance people. We will meet many people and many things in our life, not because of how many things we have done and how many people we have known, but because of whether we treat ourselves, the people we know and the things we have done with our heart.
The eighth day? Advantage negotiation
Nibbling strategy
How to reduce the discount?
? I didn't know what this nibbling strategy meant before. After this group reading, I have a deeper understanding of his ideas. When a person does not make a decision on one thing, his heart is exclusive, but when he determines his choice, he will agree with and firmly believe his choice accordingly. At this time, we discussed the initial requirements with him, and the corresponding success rate was relatively high. If we meet someone who uses the nibbling strategy, we should immediately identify them and make corresponding countermeasures, such as telling each other what the corresponding cost is to avoid being nibbled.
? As for reducing the discount, I have heard others say before, "Let's stop nagging and just say what the lowest price is, but whether we can accept it or not, we will tell each other the lowest price ourselves." I didn't realize until today that this was just a strategy of others. And every time we make concessions to each other, we have to follow a process from big to small, which also tells each other that we have tried our best and others will feel particularly fulfilled. Day 7 Advantage Negotiation
Be sure to ask for something in return
White face-black face strategy
? I was particularly shocked when I read that I wanted to ask for something in return. I thought at that time, what is this? How can I get something in return? When I finished reading, I combined my life with my work, and I found it necessary to do so. Because this will also give the other person a sense of pressure and can't keep asking you for it. This section mainly says that when the other party asks you to make some small concessions, you must remember to ask the other party to give you something in return. And pay special attention to the expression: "If we can do this for you, what will you do for us?" . Pay special attention to intonation and wording, and don't have specific content when asking for something in return, because that may lead to confrontational feelings.
? Speaking of the good COP-bad COP strategy, I think it is particularly important in children's education. There is always a kind and serious person in a family. But this is especially important in life and work. So first of all, you should see through it and tell the other party that you should stop using this strategy. Conversely, it doesn't matter if others know your strategy. This will make the negotiation process very interesting, and our life is an interesting process.
Day 6 Advantage Negotiation
Deal with difficulties
Coping with dead ends
? Through today's reading, I understand that there will be three situations in the negotiation process, namely deadlock, dilemma and dead end. In the past, I was particularly anxious when I met opposition from others, and I didn't know what I should do to be better. Through reading and understanding these days, sometimes we just enter an impasse. When we encounter an impasse, we can put aside the problem first and then talk about some irrelevant topics. In view of today's predicament, we should make some adjustments to ourselves, such as adjusting the negotiators, adjusting the negotiation atmosphere and making some adjustments on some financial issues.
? However, if you encounter a dead end, simply talking about marginal issues or adjusting personnel or atmosphere can no longer satisfy the status quo. We should learn to introduce a third party to make negotiators realize that this third party looks at the problem from a "neutral" perspective. This person's choice and how to do it is particularly important.
Through reading and understanding these days, I have a new understanding of communication and negotiation with people. This feeling is simply too good. I hope my thoughts can change faster and reach a new level.
Fifth day
Never compromise.
Deal with deadlock
? I used to think that compromise was the best way to negotiate or chat. I have always thought that compromise is the best result for both sides, but today I found that this idea is simply wrong. When we start to negotiate with others, we must first throw away the old concept of "compromise" and then break it down according to specific things. The most important thing is to make the other side feel like winning. But these negotiations can only be applied to work, not to life, because life needs our careful maintenance.
? Sometimes we can't tell a deadlock from a dead end. Although I don't have much contact at work, I feel deeply. I used to feel that I had met a dead end, but now I seem to be in a deadlock. Moreover, the good way to solve the deadlock is just to talk about an irrelevant topic. Finally, returning to the original negotiation topic is equivalent to taking a circuitous form and giving things a buffer time to find a better way. I hope to further evolve and grow my own thoughts. Come on, Brother Feng.
Day 4 Advantage Negotiation
Deal with indecisive opponents.
Decline in service value
? After reading it today, I found myself eager to give each other a feeling that they have the right to decide. Over the years, I have been wondering why the price is not mentioned and the effect is not good. This is the reason for the result. In today's reading, use the language in the book to express how to deal with opponents who have no decision-making power.
1. Don't let the other party know that you have the final decision;
2. Your better authority must be a vague entity, not a specific person;
Even if you are the boss of the company, you can tell the other party that you need to consult a certain department.
4. When negotiating, you must let go of yourself and never let the other side induce you to tell the truth;
Try to get the other party to admit that they have the final say. If this method doesn't work, you can use three strategies to prevent the other party from resorting to higher authority: appealing to his self-awareness and making the other party promise that he will actively recommend you in front of the boss and adopting the "dependence" strategy; If the other party forces you to make a final decision before you are ready, it is better to tell the other party that you will give up the deal.
For the second paragraph, the decreasing service value, I once thought that it would be good to make the other party feel it. After reading today's content, I found that I should ask for a refund immediately. And negotiate the price before starting work. I like this book more and more. Thank you for your company.
? Today, I read a sentence that made me understand what I want, that is, the antonym of "love" is "indifference", and I express my love boldly with my heart.
Day 3 Advantage Negotiation
Reluctant sellers and buyers
Pliers strategy
? After reading today's content, I found that I was too anxious before and the purpose was too obvious. Without considering the feelings of the other party, I just expressed my thoughts and opinions there, but I didn't consider what feelings and decisions this statement would bring to the negotiators. Through today's reading, I found that everyone has their own psychological expectations. When we started the negotiation, we had an interval value in mind, which I hadn't considered before. This has brought unnecessary trouble to yourself and others, and even lost a lot of fun. In the following days, pay more attention to this aspect.
? As for the pliers strategy, I learned that when our negotiations are deadlocked, we should not respond immediately, but wait for the other party to speak first, or directly let the other party say one of their expectations. And what we have to do is to be surprised by the answers given by others and express surprise. Day 2 Advantage Negotiation
Learn to be surprised.
Avoid confrontational negotiations
When I finished these two lessons, I carefully recalled my previous experience. It seems that I have never done anything unexpected, even if I really feel quite unexpected sometimes. This is really my weakness. Now that I think about it, sometimes I really pretend to be calm. It seems that I have to learn to be surprised and make people feel that I care about this matter seriously, not perfunctory.
When I saw the second paragraph, I began to think about the way I used to do things, and I found that my purpose was too obvious. When I talk about work with others, I may start by telling them what I want. If the other party disagrees, I will be particularly angry. I don't know what to do. Now I find that I have taken confrontational negotiations from the beginning, which has brought the whole process to a deadlock, so it is not good to move on to the next step. At this point, I have to start thinking about how I should communicate and speak, so as not to let myself fall into a passive situation. Day 1 advantage negotiation
Bid higher than expected
Never accept the first offer.
? ? I'm glad to start a new round of reading today. When I started reading this morning, I felt great. I am like a hungry child, eating one food after another. The practice in the last two months has made me understand that what we sometimes need to improve is our own way of thinking and mode. Only when these fundamental things have changed can we reach a higher level.
? Through the first day of trial reading this morning, I learned what advantage negotiation is: the ability to win for myself and the other side. In the opening negotiation skills, Roger Dawson described the first method: make an offer higher than you expected. This method will be done even if you don't take this course. For example, in the process of asking for treatment in job hunting or asking for price reduction in shopping. However, I remember another example in the book more vividly today, that is, the deadlock in negotiations. In the past, I thought that if there was an impasse, there might be no room for manoeuvre, but today's reading made me realize that sometimes negotiations were deliberately put into this situation, but this should be more applied to political situations, and this will not happen in daily life.
? For the second method, never accept the first quotation, which is a bit contrary to the first method. Let's take job hunting as an example. Job seekers will ask for more than their ability, but the interviewer will not immediately agree to his request, but will take the form of negotiation and communication to change this situation. Both sides come and go, and finally finalize a price that is satisfactory to both sides, and finally achieve a win-win situation. In order to achieve this result, I think it is worth noting that you should make the other party feel that you are taking this matter seriously, not perfunctory. This is also a way to increase mutual emotional connection in the negotiation process. No matter what the final outcome is, what we have to do is to enrich this process, let ourselves live in the present and experience the beauty of life.