【Weapon of Negotiation】Without a trump card in your hand, you will be controlled by the other.
I once met a client who said after negotiating with me, “I actually don’t have a good impression of your company, and I even had unpleasant experience before. However, we are interested in business cooperation with the case you are presenting, we have no choice but to do so.”
From this dialogue, we can clearly understand: Negotiations are based on the benefits. The two parties in the negotiation can have no emotional establishment, or even are in an antagonistic relationship, but in order to get the results that each other wants, they sit down to talk at the negotiating table.
So, does a person with extensive business experience understand negotiation skills?
Actually, the answer is NO!
A person who is good at business communication may be reminiscent of his ability to close each other’s distance, social skills to talk happily, and quickly establish topics with people… etc. However, when it comes to negotiations, the test is how the two sides “who hide their advantageous swords, set traps, and seem indifferent to each other” obtain their own interests.
When I first came into negotiating work, the supervisor bought the book “Weapon of Negotiation-20 Professional Negotiation Principles” for me and requested me to read and study it carefully. The negotiation principles & case studies in the book are very admiring. It is worth taking notes and imitating. Until I read it again recently, there were other gains that I hadn’t grasped at the beginning. I sincerely recommend these negotiation skills that can be applied in the workplace or in life!👇
- Negotiation is not to “win the other”, but to let everything go according to your plan!
In the long negotiation process, you need to be vigilant anytime & anywhere, and you must never lose your fighting stance, otherwise you are doomed to swallow the bitter fruit of failure.
- →Negotiations require careful observation, and the key words of the other party may be his flaws and become our weapon.
The purpose of deliberately showing an attitude of agreeing or conforming to the other party is to achieve our goals.
- →Negotiation is a psychological battle, each other’s emotions will affect the strategy of the whole negotiation, by letting the other’s guard down, and breaking his first line of defense.
Negotiate with empathy.
- ex. For a car salesperson, he doesn’t need to understand the specifications of the car, just “understand people”. But the specifications of the car still have to be introduced. For example, when it comes to height, he will take the guests to the car, chatting, and comparing him from the car roof to see whether it reaches his shoulders or his ears. Therefore, after he gets home, he can easily compare whether the car can be parked in the garage. Moreover, when doing this action, the chance of thinking of the car salesperson far exceeds that of blunt digital data.
To confirm your purpose is the starting point for negotiations. But! People are often greatly affected by emotions. Once they are led by emotions, the purpose of negotiation will lose direction.
Don’t let your panic (ex. fear of not getting what you want, fear of breaking the negotiation, and nervousness) be seen through, and then used by the other.
- →An elusive negotiator is a quiet person, whose calmness can make people fearful or clueless.
Find out a clear negotiation purpose. If you want everything, it will eventually be taken away wholly by your opponent.
Find out the “Never Concession” (negotiation bottom line) and “Concession does not matter” (concession card). Know clearly the priority of the purpose.
Faced with a case with a short delivery time and a small budget, you can use the delivery time as a bargaining chip to increase the reward; or provide more options to the other party so that he can unconsciously help you to inflate the price tag in the process of making decisions.
- ex. If the delivery time is extended to 2 months, I hope the budget is 400,000 yuan; if the delivery time is 1.5 months, my budget is 500,000 yuan.
Sell favors to each other → Deepen interpersonal relationships and achieve the purpose of negotiation.
If you want to win, you have to stick to the bottom line of the negotiation! Breaking the negotiation is the strongest trump card in negotiations. Without a trump card in your hand, you will be controlled by others.
- →This is a truth that I have recently realized. Indeed, the party who is not afraid of breaking the negotiations is the winner.
- Negotiation is a psychological warfare that constantly tests when the opponent will play the final trump card. Beforehand, you must be mentally prepared for the negotiation to break the situation and figure out what to do next for the future; or deliberately let the other party think that you have this trump card.
- When encountering opponents bluffing or making random offers, don’t bargain directly, otherwise you will only get in the opponent’s trap. You should let the negotiation break at the beginning and let the other party take the initiative to lower the price and ask you to buy it.
- If you are at a disadvantage during negotiation, don’t give up the negotiation. You can definitely turn a corner and find other advantages for negotiation.
- The other party is willing to negotiate with you because he also has what he wants. So when looking for your own strengths, you can think from the other side’s standpoint.
Continue to the next article👉【Sword of Negotiation】The real opponent is often not at the negotiating table
＊Feedback is welcome! It’s my pleasure to exchange different ideas ^ ^
＊Please feel free to give claps, and subscribe to follow my articles!
＊If you like this article and would like to share it, please indicate the source of this original article. Don’t misappropriate！
