Chapter 47 Eighty-two technique: Negotiation is also a science

Negotiation is to exchange views with the other party, and to achieve the goal of mutual satisfaction through communication.This is a very deep knowledge.Where is its secret?It's about how to make people listen to your opinions attentively, how to persuade them with reason; instead of using threats or deception to make the other party change their attitude, believe you and accept your opinions or suggestions.Negotiations by both parties have obtained the benefits they hoped for, even if the negotiations are successful; if one party is sacrificed, it is not a satisfactory result, and even bad sequelae will occur.

During an election campaign in a certain country, the people in one area were divided into two factions, and they sought votes from each other. In order to win votes, some election assistants used all means and even swear words when negotiating with the other party. One campaigner aggressively asked another campaigner why he worked so hard for the opposing faction.This campaigner quip replied: Do you see me like this?If you think I do, just pretend I'm working hard for him. As soon as the campaigner who made the negotiation heard, he immediately lost the target of the attack, let alone asking the teacher to ask the crime, so he said boringly:

I'm just asking, why take it seriously! This example shows that if ordinary people are negotiating in this occasion, they will definitely answer yes or no directly, but this assistant skillfully avoids a positive answer, so that the aggressiveness of the other party is immediately vented, and they shake hands to make peace. In negotiation occasions, sometimes there is such a situation: knowing that some conditions are unfavorable to the other party, the other party will be very unhappy after hearing it, but we must try to persuade him to make him willing to accept it. what to do?Before negotiating the topic, you should first say: I know I will be scolded, but I still want to say it, and even though you have different opinions, I still want to say it straight.Such an opening statement of the negotiation can make the other party have a psychological preparation and dilute the spirit of the expected confrontation. Not only will the other party not scold you, they will not ignore you, but they will feel that you are sincere and straightforward, so they are willing to listen You go on.

Next, you have to win the heart of the other party. You might as well give him the credit for reaching an agreement between the two parties, and blame yourself for the failure. You will win the trust and support of the other party and succeed in the next negotiation. The example of Zhang Tang, an important minister of Emperor Wu of the Han Dynasty, who won the hearts of the people is worth learning. Zhang Tang was gradually promoted from a small country official until he became the deputy prime minister of Emperor Wu of the Han Dynasty. He was appreciated by Emperor Wu of the Han Dynasty for his fair and strict law enforcement.The reason why Zhang Tang was promoted step by step and has a good reputation is inseparable from his shrewd and capable negotiation skills.Even though he was the deputy prime minister, he never forgot to take the opportunity to visit his colleagues in the DPRK and China and greet them.Even if the other party is annoying, still maintain a respectful attitude to interact with them, and the same is true for subordinates.

For example, when he finished a certain case and submitted it to Emperor Wu, when he was reprimanded by Emperor Wu because of some oversights in the case file, Zhang Tang not only apologized immediately, but also took the opportunity to promote the capable ones in his subordinates. He would say: Regarding this oversight, so-and-so did mention it to the minister, but the minister was ignorant for a while and did not accept his opinion, the crime is all on the minister On the contrary, when he sent a certain case to Emperor Wu for imperial approval and was praised by Emperor Wu, he said: In fact, this is not the opinion of the minister, but the opinion put forward by so-and-so.The minister just followed his advice.

In this way, Zhang Tang recorded the credits in the accounts of his subordinates, and took over the faults himself, which was tantamount to winning people's hearts, communicating ideas, and achieving the goal of rising again.This kind of negotiation and persuasion skills can be said to be the most brilliant.