It is undeniable that negotiation is a kind of struggle, even a battle. It determines not only the winning or losing of a game, but also the direction of the future. Therefore, how to negotiate in a negotiation Obtaining maximum benefits is everyone's focus. If you want to win this battle, you need proper strategic deployment and tactical coordination.
Don’t give in on issues of principle
In business negotiations, the most ruthless opponent is often the most powerful opponent. On issues of principle, you must not give the other party an opportunity to take advantage of it. Therefore, if you want to develop a strong mouth and strong teeth when negotiating, you must go through some hard training. The following negotiation principles are summed up by the many years of experience of many successful people, and are worthy of careful study and use:
In business negotiations, you should try to avoid talking about people and things that have nothing to do with the negotiation, especially do not use a kind of Discuss the faults and rights and wrongs of third parties in a critical or revealing manner. It includes the following two aspects:
It is taboo to blame another business peer behind the scenes. It is taboo to talk about what another boss has done in front of a business partner. He may listen with interest at first, but if he is smart, he will think like this: Since you can talk to me about other people's private matters, then what about talking about other people's private matters in front of others? What will they say about me?
For example: When the female boss of a company almost made a big deal, she talked about some of the private activities of another of her customers in an unseemly way. . Her new customer was silent for a while and then said slowly, "I'm sorry, I don't want to be your fault." As a result, she lost the business.
We should try our best to remain neutral and not get involved in the conflicts between our clients’ private individuals or their businesses. Careless words and actions during negotiations can destroy trust and cause some serious problems. For example, an important customer of a company has a bad relationship with his own consultant. When the relationship deteriorates, the customer always tells the boss of the company that he wants to fire his consultant and asks the boss what he thinks about it. So this A boss confided his idea to him, which aroused strong resentment from the consultant and ultimately led to the breakdown of the company's relationship with the client.
Don’t give in during negotiations just because of feelings. When talking about business, we should not just settle the accounts of conscience and not the economic accounts. The success of business negotiations depends on sincerity and scientific prediction of the possibility of success.
Don’t overestimate the role of “flexibility” in business negotiations. Don't be intimidated by the psychological intimidation adopted by the other party. Don’t overstate the role of “psychological tactics” in business negotiations. When discussing business, don’t always go to the other party’s territory.
Don’t think that just bragging about your company and products will make the negotiation successful. In business negotiations, you must not show off your administrative level, position, or professional title to the other party. During negotiations, do not be overwhelmed by the size of the other party's company and the high status of the negotiating opponent. During negotiations, do not refuse when others are in high spirits. Choose the right time to refuse the other party's unreasonable demands. When expressing rejection, don't always beat around the bush, be frank, straightforward, and persuade rather than persuade. Do not use contemptuous language or boast.
When negotiating, don’t feel inferior and don’t automatically give up the initiative in the negotiation. When negotiating for business, don't be nervous and be thoughtful. When talking about business, don't fight for every inch of profit or territory, and give up what should be given up. When discussing business, don't just be "reasonable" but not "reasonable". Pay attention to emotional communication and mutual understanding. "Cheating customers" is an unethical behavior and is not conducive to business operations.
In business negotiations, you should not be impulsive or engage in emotional negotiations, but negotiate with understanding.
As for the "deadlock" in negotiations, strong methods cannot be used to resolve it. The principle of negotiation must be to take into account the interests of both parties. Don't be satisfied with harming the interests of the other party, and don't think that the negotiating opponent cannot cooperate. During negotiations, you must have the necessary patience. In negotiations, refuse immediately what should be refused and do not delay at will. When negotiating, don’t be bored or impatient.
When negotiating, don’t go too far off topic. When negotiating, don't panic when the other party asks questions for which you are not prepared. When negotiating, don't get angry when the other party points out the shortcomings of your company or group. We must remember that "the buyer is picky", and more importantly, "Whether the transaction is successful or not, friendship must last forever." During negotiations, don't be too harsh. It doesn't mean that you have to explain everything the other party says to criticize you. If a customer is unreasonable, you cannot treat them the same way they treat you.
When treating customers, we cannot be "reasonable and unreasonable".
In negotiations, never fail to give the other party a chance to speak. During negotiations, pay attention to concise language. Have the courage to say “I don’t understand” during negotiations. In a negotiation, you have to keep saying "I don't understand" until you really understand. During negotiations, one should insist that matters must be discussed on a case-by-case basis. When someone deliberately disrupts a discussion with you, don't let him or her succeed. You can discuss it in your own way and let him listen to your reasons. Procrastinate appropriately
Procrastination is often used in negotiations. There are many forms and different purposes. Because it has the characteristics of stopping with silence and leaving few loopholes, it has become a commonly used tactical method in negotiations. Delay tactics can be divided into the following four categories according to their purposes:
(1) Clear obstacles
When the two parties "cannot reach an agreement" resulting in a deadlock, it is necessary to slow down the pace of negotiations. Slow down and see where the obstacles are, so you can find ways to solve them.
Conan Doyle is the author of "The Sherlock Holmes". He was stubborn by nature. After writing the fourth volume of the Sherlock Holmes, he refused to write any more. He used practical actions to make the Sherlock Holmes and the criminals in his writing Professor Moriarty fell into the abyss together, and it was "one and done".
Kevin's publisher, Mace, was a shrewd man. He knew that Mr. Ke was just tired of writing popular literature. He still had feelings for Holmes, who had brought great reputation and profit to the author. Special preference. So while Mace clung to the copyright agent, he worked hard to do Ko's work, telling him from time to time the regrets and dissatisfactions of Sherlock Holmes fans; at the same time, he promised a generous remuneration of one thousand pounds for one story. The two-pronged approach bore fruit a year later. Conan Doyle returned to writing, letting Sherlock Holmes climb out of the canyon, and perform another series of wonderful detective stories.
Just imagine, if Metz had not given the other party a buffer time, but had been impatient and kept pushing, I am afraid that the history of detective literature would have lost a bright star.
Of course, some obstacles in negotiations are "hidden". They are often hidden under various high-profile excuses and are not easy to be seen through at once. This makes it even more necessary for us to delay and slow down. Take a moment and handle the situation calmly. D. Kirby, a famous negotiation expert from ITT Company in the United States, once told such a case:
The negotiations between Kirby and Company S are nearing completion. However, at this time, the other party's attitude suddenly became tough, and they were picky about the negotiated agreement and made various unreasonable demands. Kirby was very confused, because the other party’s representative was not the kind of unreasonable person, and the agreement was definitely beneficial to both parties. In this case, why did Company S still block the signing? Kirby suggested sensibly. Negotiations postponed. After collecting information from all aspects, we finally found out the key: the other party believed that ITT was much cheaper than ours! Although the price was acceptable, the psychological unfairness was difficult to accept, which led to the agreement being shelved. As a result, negotiations were reopened, and Kirby compared prices. The other party knew that the profits of both parties were roughly the same, and the contract was signed an hour later.
In actual negotiations, there are many such hidden obstacles. To deal with them, delaying tactics are quite effective. However, it must be pointed out that this kind of "delay" is by no means passive, but requires the time gained by "delay" to collect intelligence, analyze problems, and open up situations. Waiting passively will only result in failure.
(2) Wearing the will
Human will is like a steel plate. Under a certain amount of pressure, it may remain the same at first, but after a period of time, it will gradually weaken. Bend down. Delaying tactics are one of the most common ways to put pressure on negotiators. Sudden interruption, no reply, or vague answer are often more intolerable than yelling or getting angry.
In the late 1980s, a certain electronics company in Silicon Valley developed a new type of integrated circuit. Its advanced nature was not yet understood by the public. At this time, the company was heavily in debt and was about to go bankrupt. This integrated circuit could Being appreciated or not can be said to be the company's last hope. Fortunately, a European company had a keen eye and sent three representatives to fly thousands of miles to negotiate the transfer. The sincerity seems quite high, but the starting price is only 2/3 of the development fee. The representative of the electronics company stood up and said, "Gentlemen, let's stop here today!" From beginning to end, the negotiation only lasted three minutes. Unexpectedly, in the afternoon, the Europeans asked to reopen negotiations, and their attitude was obviously very "cooperative", so the circuit patent was transferred at a higher price.
Why does the representative of a Silicon Valley company dare to cut off negotiations? Because he knows that there are two key points in applying pressure:
First, the pressure must be strong enough to let the other party know that your determination is unshakable; second, The pressure should not be greater than the other person's ability to bear. He estimated that the Europeans had flown thousands of miles to negotiate, and would never return home just for these three minutes. This three-minute meeting seemed to break the rules, but at that time and place, it was the best way to make the other party give up their illusions.
In addition, delaying tactics, as a basic means, can have many changes in specific implementation. For example, some Japanese companies often adopt this method:
Assume a person with lower authority The negotiator is the vanguard, repeatedly entangled with the other party on detailed issues, and may be able to make concessions once or twice, but each concession requires the other party to expend a huge amount of energy. In the end, the two sides have outlined the general outline of the agreement, but there are always one or two key points where they can't agree, and the process often drags on until the other party is exhausted. At this time, the company's authoritative figure appeared and said, "It's not worth delaying it any longer. Let's give in a little more and let's make the deal!" At this time, the other party is overdrawn physically and mentally. As long as this plan is within the acceptable range, it will often be successful. Agree immediately.
(3) Waiting for opportunities
There is also a malicious use of delaying tactics, that is, by delaying time, waiting for changes in regulations, market conditions, exchange rates, etc., to seize the initiative and threaten the other party Make concessions. Generally speaking, it can be divided into two methods:
The first is to delay the negotiation time and stabilize the other party. For example, in 1986, a client from Hong Kong negotiated a fur business with a foreign trade company in a northeastern province. The terms were favorable, but the decision was delayed for a long time. More than two months have passed in the blink of an eye. The international fur market, which had always been prosperous, was overflowing with goods and prices plummeted. At this time, Hong Kong businessmen were purchasing at very low prices.
The second is to leave loopholes in the negotiation agenda and delay the delivery (payment) time. When a yarn factory in Wuchang was built in 1920, it ordered 20,000 spindles of yarn machines from the British Amway Company, worth 200,000 pounds. At that time, the exchange ratio between pounds and silver was 1:2.5, and two hundred thousand pounds was only worth five hundred thousand taels of silver. British businessmen saw that silver was precious and gold was cheap, so they used excuses to delay delivery. By the end of 1921. The world financial market conditions suddenly changed, and the exchange rate between pounds and silver skyrocketed by 1:7. At this time, the British businessmen took the opportunity to urge the cotton factory to settle foreign exchange and receive goods. The current price of 500,000 taels of silver suddenly became 1.4 million taels, causing the factory to suffer huge losses. In general, to prevent malicious delay, we must do the following:
First, we must fully understand the credibility and strength of the other party, and even the usual methods and past performance of the negotiator.
Second, we must fully grasp the current status and trends of relevant regulations, markets, and financial conditions.
Third, reserve one hand as a means of counter-blackmail. For example, it requires gold standard settlement of foreign exchange, credit guarantee, advance deposit, etc.
(4) Winning favor
Negotiation is a kind of argument, a process in which both parties want the other party to act according to their intentions, and it is highly confrontational. But since everyone is sitting together and wants to reach an agreement on matters that the government is concerned about, persuasion and cooperation are still basic. Therefore, all good negotiators attach great importance to winning the favor and trust of the other party.
A negotiation "expert", not long after the two parties sat down, he became hospitable: "Let's take a rest today and let's not talk anymore. We have many scenic spots here."
When the negotiation reached a stalemate, the gentleman suddenly became hospitable again: "No more talk, no more talk, I'll invite you to karaoke today."
As the birds sang and the swallows danced, they drank and drank. , the mood is comfortable, the relationship is harmonious, the deadlock is broken, and some off-site transactions are also reached. This method pursued by this gentleman is said to be extremely effective. Many business matters that could not be negotiated were completed in a short time after he kept delaying and delaying them.
To be fair, off-site communication, as a special form of delaying tactics, plays a very important role. Psychologists believe that human thinking patterns always change with different identities and environments. The psychology at the negotiation table must be different from the psychology in front of the Luminous Cup. As an opponent, you must be tit-for-tat, but as a friend, you must sit down and talk. Another mood. When both parties bring this harmonious relationship back to the negotiation field, many misunderstandings will naturally be eliminated and many twists and turns will be avoided.
However, any form of harmony must follow one principle: personal friendship is an auxiliary to public affairs, and public affairs must not become a victim of private interests. This is related to the fundamental quality of a negotiator.
Also pay attention to details during negotiations
Our country has learned lessons in this regard in the past. For example, if a foreign businessman wants to sign a large-scale transaction contract with the director of a rural enterprise, in the direction of In the corridor of the negotiation room, the factory director spat into the corner and wiped it with his feet. When the foreign businessman saw it, he walked away.
The following aspects are the details that successful business people should pay attention to:
(1) Don’t interrupt in the middle
Interrupting in the middle of speaking will often attract others’ attention. of disgust. Being eloquent and stealing the limelight can only arouse people's rebellious psychology.
(2) It is taboo to monopolize a conversation and over-express oneself
Business interactions should come and go, especially during the conversation. Although it can be satisfying for a while to monopolize a conversation and over-express oneself , but it will bring huge losses.
(3) Good at listening
Most people who are good at negotiation are taciturn. They are all masters of listening and will only speak a word or two at critical moments.
(4) Clearly hear the key points of the other party's conversation
When talking to others, the most important thing is to hear the purpose and key points of the other party's words.
(5) Express your opinions in a timely manner
Conversations must come and go, so you must express your opinions in a timely manner without interrupting the other party's conversation. is the right way to talk.
(6) Affirm the value of the other party's conversation
During the conversation, you must carefully find out the value of the other party and affirm it. This is a great trick to gain the other party's favor.
(7) Rich topics must be prepared
To prevent the conversation from becoming dull and to enhance communication, rich topics must be prepared. Rich topics come from rich knowledge, but remember: rich topics should never be used to show off to the other party, lest the other party becomes disgusted, and you will lose more than you gain.
(8) Use your whole body to speak your inner words
It is difficult to create momentum by speaking with your mouth alone, so you must speak with your mouth, hands, eyes, and heart. Only speaking can Only in this way can you melt the other party and convince the other party.
(9) Negotiation tone should be low and clear
Clear, low, and pleasant tone is the most attractive. People with high tone should try to practice becoming low-key and speak charming words. sound.
(10) Clear pronunciation and clear paragraphs
The biggest fear when speaking is unclear pronunciation and unclear paragraphs. In this way, not only will the other party not be able to understand what you mean, but it will also bring confusion to others. To feel pressure.
(11) Use the appropriate speed of speaking when negotiating
When driving, there are low, medium and high speeds. Appropriate adjustments must be made according to the needs of actual road conditions. In the same way, when speaking, the speed should also be adjusted according to the needs of the actual situation.
(12) The secret of using "pause" in negotiation
"Pause" is very important in negotiation, but it must be used appropriately. "Pause" has functions such as organizing one's own thinking, arousing the curiosity of the other party, observing the other party's reaction, prompting the other party to reply, forcing the other party to make a quick decision, etc. It must be used properly.
(13) The volume should be moderate during negotiations
When two people are talking, the volume is more appropriate when the other party can hear your conversation clearly and naturally.
(14) When negotiating, sentences must match expressions
Every word and every phrase has its meaning. It is not enough to express your meaning with words alone. You must add your feelings for each word, as well as your expression and posture, so that your conversation will be vivid and touching.
(15) When negotiating, the wording must be elegant and the pronunciation must be correct
A person's wording during a conversation, like his appearance and clothing, deeply affects the effect of his conversation. For some astringent words, try to pronounce them accurately, because this will implicitly show your erudition and education.
In short, pay attention to details. For negotiators, this is the need to capture the other party’s information. Therefore, in addition to asking and listening, it is also very important to carefully observe and collect the silent messages sent by the other party. As an old song goes: "Every small move has infinite meaning."
People often misunderstand that communication mainly relies on language.
However, communication research tells us that when people talk, only a small part of the information exchanged between them is transmitted by language. The world-famous negotiator Herb Cohen pointed out: In an ordinary conversation between two people, the verbal transmission part is less than 35%, while the non-verbal component conveys more than 65% of the information. As a negotiator, one should have extensive knowledge of non-verbal communication. Mastering this knowledge will be of great help in gaining insight into the other person's psychological state.
Understand the other person by observing their words and expressions. You can carefully observe the other person's behavior and speech to capture clues of their inner activities; you can also try to figure out the other person's posture and expression and explore the psychological factors that trigger such behavior. Using this method, you can not only judge the other party's thoughts and decide your own policies, but also consciously use behavioral language to convey information and promote the negotiation to develop in a direction that is beneficial to you.
What to do if the negotiation reaches an impasse
After the negotiation enters the actual consultation stage, the negotiating parties will often be at a stalemate for some reason and fall into a dilemma. We call this situation where negotiations are stalled a negotiation deadlock.
The reason why negotiations reach an impasse is generally not because of irresolvable conflicts between the negotiating parties, but mostly due to subjective reasons such as emotions, positions, and principles. Therefore, after the negotiation begins, negotiators should try to avoid taking a tough stance on some non-essential issues, which may lead to a deadlock in the negotiation, on the premise of safeguarding their own actual interests.
Once negotiations reach an impasse, all parties to the negotiation should immediately explore the reasons and proactively find solutions. They should never give up or terminate negotiations because of a temporary impasse. Here are some general methods to break the deadlock in negotiations:
(1) Change the issue
During the negotiation process, if a dispute arises due to a certain issue and cannot be resolved for the time being, then In order to seek reconciliation, the parties to the negotiation may wish to change the topics and put aside the issues that are in a stalemate for the time being. After other issues are resolved, the issues in the stalemate can be discussed again in a friendly atmosphere.
(2) Change the negotiator
Sometimes the deadlock in a negotiation is caused by the emotional color of the negotiator. Once a deadlock is formed, the attitude of the negotiator is difficult to change. This kind of potential resistance is extremely harmful to the negotiation. At this time, it is best to change the lead negotiator. The new negotiator will not be influenced by the emotions of the previous negotiator and will come to the negotiation table with a new attitude to ease the deadlock.
(3) Temporarily adjourn the meeting
If the negotiating parties are emotionally conflicted due to impulsiveness, then the actual interests of the negotiation should be considered and a temporary adjournment should be considered until the atmosphere calms down. Talk again. In a calm and peaceful atmosphere, all parties to the negotiation will seek common ground while reserving differences for their respective interests.
(4) Seek a third option
When the negotiating parties insist on their own negotiation plans and refuse to give in to each other, the negotiation will reach a deadlock. The best way to break the deadlock at this time is for each party to give up its own negotiation plan and work together to find a third plan that can take into account the interests of all parties.
(5) Use a mediator
When some negotiation deadlocks occur and the two parties cannot solve it on their own, it is necessary to use a middleman to mediate and promote the reconciliation and transformation of the conflicts between the two parties. This is a very effective and common way to break an impasse.
(6) Submission of issues
When the negotiation reaches a deadlock and the above methods fail to work, both parties to the negotiation can submit the issue to their respective designators or superior authorities, who will They offer solutions or personally intervene to reverse the impasse.
(7) Individual talks with experts from each party
Negotiators may invite relevant experts to hold individual talks based on the special issues involved in the deadlock. For example, if legal issues are involved, the lawyers of both parties can have separate talks; if technical issues are involved, engineers and technicians of both parties can have separate talks. This is because talking among peers can avoid a lot of trouble, and it is easy to find common ground, which can help generate new solutions to problems.
Don’t accept failure easily
In business negotiations, not all negotiators are masters, and even master negotiators will sometimes fail. This is what "lost" is about. Therefore, for the weak, as long as they grasp this point, they can turn weakness into strength and defeat their opponents.
(1) Don’t underestimate your abilities
Most people really have greater abilities than they think. Through systematic analysis, you can understand your abilities. Ability comes from strong personality, fierce competition, methods of providing rewards or punishments, commitment, knowledge, and adventurous spirit. Hard work and skilled bargaining skills are also sources of strength.
(2) Do not assume that the other party knows your weaknesses
Assume that they do not know your weaknesses, and then test whether this assumption is right or wrong, because your situation may often be worse than your own. It's better to imagine.
(3) Don’t be intimidated by status
We are often accustomed to distinguishing between classes, and we often bring this attitude to the meeting table. Remember that some experts are fake, some have outdated Ph.D.s, and some authorities are incompetent: an expert may be too specialized to be familiar with matters outside of his or her field; A lot can be inferred from certain small things; some people, despite their high status or power, lack or simply do not have the courage to prove their beliefs. It is dangerous not to understand these complex examples of little people and big people.
Don’t be fooled by statistics, precedents or regulations. Some decisions are based on old principles based on precedent, so be skeptical and challenge them.
(4) Don’t be intimidated by unreasonable or rude attitudes
If you allow the other person to insult you by treating you as a worthless person, he will do so. It's cunning to assume that the other person is being unreasonable, so you might as well rebuke the other person loudly and in person. Maybe there are people in the other company who are as troubled by his unreasonableness as you are.
(5) Don’t reveal your full strength too early
Discovering and showing my strength is more effective than revealing all your strength right away. Because showing it slowly will enhance the other party's understanding and promote the possibility of changing opinions, this will give the other party considerable time to adapt to and accept our point of view.
(6) Don’t be overly concerned about the losses you may suffer and overemphasize your own difficulties
Because the negotiation has reached a deadlock, it will also limit the actions of you and the other party. Focus on the other person's problems; they are opportunities that you can exploit.
(7) Don’t forget that every negotiation is necessary
Don’t forget that the reason the other party sits at the conference table to judge is that he believes he can benefit from the negotiation. You may find that this negotiation, no matter how small, is central to the goals of both parties.
(8) Never accept the initial offer
Many people will accept the first offer immediately if it is higher than their expectations. But based on the following two reasons, we'd better not accept the other party's first offer easily: first, the other party may make some concessions; second, this will make the other party feel confused and think that they seem to The bid is too low. In either case, it is a mistake to accept an offer too quickly.
Never assume that an issue is on the rocks and will lead to a deadlock in the entire negotiation. If there is an issue that cannot be reached, it may be better to put it aside for the time being and move on to the next issue.
(9) Don’t be fooled by the other party’s final bidding strategy
He may change his mind. When he intends to renegotiate, remember to take care of other people’s face.
(10) Don’t focus on cost analysis, value analysis is more important
Require the other party to provide quality and price analysis information. The more you ask for, the more you will receive. (11) Don’t think that you already know the benefits he will get from the transaction
Speak slowly and slowly that the transaction will bring him short-term and long-term benefits. The more clearly, the better. Doing so will make It is easier for him to answer to the company.
(12) Review the mistakes made
It is often easier for us to see the stupid mistakes made by others. Knowledge does improve negotiation skills. However, simply knowing is not enough; the best way to deepen your knowledge is to review after each discussion. Write down the mistakes you make on a small card and look through the error file occasionally. Especially before making a big deal, you'll find the effort is worth it.
Misunderstandings in Negotiation Eloquence
In negotiations, it is easy to make misunderstandings in the use of eloquence.
(1) Revealing too much information
Some negotiators, especially novices, appear very enthusiastic as soon as they sit down with their opponents. A little bit of "foundation" was given to others, which put the negotiation in a very passive situation from the beginning. Therefore, negotiators should remember not to disclose too much. For example, if you want to promote inventory products, before important terms such as price, delivery date, payment method, etc. have been negotiated, you must not reveal sensitive data such as quantity and original price, nor can you reveal "the amount of funds occupied", " Will affect subsequent business", "warehouse tension" and other related truths. Otherwise, it is equivalent to handing the rope to the other party and putting it around your own neck. Once the other party understands your eagerness to make a deal, they will inevitably lower the price, which will cause you to suffer heavy losses. At the negotiation table, there is only a dispute over the distribution of benefits, and there is no "help" at all. Who is willing to pay tens or hundreds of thousands to "help" you? Of course, free financial assistance is another matter. This is true for promoting inventory products, and it is the same in other aspects. You should say it when you should say it, and you should keep your mouth shut if you shouldn't say it. Sometimes it seems like a casual question, such as whether a certain supervisor is going out today, whether the country will have new regulations on the price of a certain commodity recently, etc. If the speaker is unintentional but the listener is intentional, it is likely to become a counterattack from the other side. handle.
(2) Accept easily
"Let's find a compromise." We regard "compromise" as a strategy, which is just to say that there is such a strategy that can be used. In actual negotiations, some people blurt out without effort or careful calculation and thinking, accept the other party's so-called compromise plan, then think about it if it is not appropriate, and then change their words and become passive: easily accepting that the other party seems to have your best interests at heart. suggestions, it is easy to fall into the trap of the other party. When the other party proposes "Let's find a compromise method," you should not rush to express your position on the proposal itself. Instead, you should use rhetorical questions to find out what the actual content of the other party's "compromise method" is and whether it is beneficial to you, and then Make your decision again. It should be noted that accepting empty offers easily is often the beginning of falling into a "trap"!
(3) Be willing to be supported by others
Say good words "without losing money", but be willing to A negotiator who is admired by others is very dangerous at the negotiating table. Once the other party grasps this weakness of yours, they will use "honey" to make you confused, causing you to lose your due vigilance and make unnecessary compromises and concessions.
(4) Cause unnecessary conflicts and confrontations
Since everyone is negotiating for the purpose of doing business and seeking common interests, some unnecessary conflicts should be avoided and confrontation. But at the same time, we must not forget that negotiation is a struggle for the interests of both parties and cannot be without conflicts and confrontations. Giving up necessary conflicts and confrontations sometimes means giving up the rights you deserve. No matter what price the other party asks you to make, you should silently agree to the price and concession. Of course, there will be no conflict or confrontation in such negotiations, but how to safeguard your own interests? A good negotiator should try to find a way Avoid unnecessary conflicts and confrontations, but do not be afraid of confrontations and conflicts. Those who will not easily take a step back when it comes to the interests that should be fought for will be respected by their opponents.
(5) Prematurely threatening to withdraw from negotiations
Withdrawing from negotiations is a last resort. Withdrawing from negotiations means the end of the deal for both parties, and they have to start from scratch to choose a new trading partner. What's more important is that you may lose the best opportunity for sales. Therefore,