Ending strategy in business negotiation: procrastination tactics in business negotiation have many forms and different purposes. Because of its characteristics of static braking and few flaws, it has become a common tactical means in negotiations. According to the purpose, procrastination tactics can be roughly divided into the following four types:
Remove obstacles
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.
In all fairness, off-court 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.
Closing strategy in business negotiation: The first strategy to resolve the deadlock is sincere treatment and patient persuasion.
Modern market has entered the era of relationship marketing. Business transactions are increasingly based on interpersonal relationships. People are always willing to do business with people they know and trust. Business rivals, private friends. ? Business can't be right? . The most important thing to gain trust is to be honest with others. When the negotiation is deadlocked, the other party can be persuaded, reminded and guided by some convincing information such as market conditions, product quality and after-sales guarantee. As long as we treat each other with sincerity, patiently persuade and get along with each other honestly, then we believe that the other party will make corresponding concessions, consider our immediate ideas realistically and make appropriate adjustments, and the deadlock will naturally disappear.
The second is to think twice and seek common ground while reserving differences.
For major differences involving the economic interests of both sides, they will often encounter great obstacles in the process of advancing, and they will be deadlocked if they are not careful. Therefore, many actual negotiators adopt the circular logic method suitable for bargaining:
If the other party blackmails you on the price, negotiate with them on quality issues; If the other party demands a lot of quality from you, talk to him about service instead. If the other party is very picky about your service, then talk to him about the terms instead; If the other party forces you to talk about terms, then talk about price. Practice has proved that this is an effective circuitous tactic in the deadlock. The style of a clever negotiator is to beat around the bush. A clever negotiator can always think repeatedly in the deadlock and find the key to solving the problem. When Kissinger recalled the establishment of diplomatic relations between China and the United States, he and Zhou Enlai spent 25 hours discussing the world situation and 65,438+05 hours negotiating a joint statement. ? We need to find a model that recognizes the reunification of China without giving up our current relationship. Finally, the problem of Taiwan Province Province is expressed as follows: The United States recognizes that all China people on both sides of the Taiwan Province Strait believe that there is only one China. The United States Government does not object to this position. ? The two negotiators made witty and principled speeches on this major issue of Taiwan Province Province, which made a major breakthrough in the negotiations.