The Harvard Negotiation skills and case
 A, timely counterattack

Counterattack success, will see the time to fight back if mastery accurate. Only in each other's back to "terrorist tactics" to threaten when you can use, so, it can also be said to be a retreat into the defense. Tom successful examples, is enough to show that the counter is the so-called "borrow force to make force", is to use each other's strength, coupled with their own strength, to play a "multiplier effect", to be successful in one fell swoop.

Secondly, it is necessary to pay attention to, using counter method, if you don't think of you as a "match word to deed", the effect will be greatly reduced. Johnson believe that Tom is a "to do", so Tom has not yet before the formal declaration of war, he made concessions. If on the contrary, the results are naturally different. Therefore, before using counter method, you must first understand, in the negotiation rivals in the eyes, whether you are a match word to deed, do guy.

Two, attack the fort

Negotiations, especially on the official negotiations, participants are usually more than one person. In this "one to many" or "many to many" negotiations, the most suitable, is to "attack the fort".

Negotiation opponent when more than one person, actually has the right of final decision, but is one of them. Here, we call it as "the other summit", said the rest of the talks as "the other members of the legates". "The other summit" is we need to pay special attention to figure in the negotiations, but also can not ignore the existence of "the other team".

Negotiations, sometimes you no matter how hard could not persuade the "other summit", in this case, we should transfer target, to the "other members" offensive ", let the other team members" understand your ideas, by virtue of their "heads to influence each other". The process may be generally negotiate hard, however, whether to do anything, the most important is to be able to persevere, make persistent efforts, in order to obtain the final success.

When you cannot convince "the other summit", we should open a new path, the attack directed against each other. "". Just as the ancient times to attack cities and capture territories in general, as long as the first take outside the fortress, will march into the.

The assault on the city, should first take protective fortress, in this way, can encounter little resistance. Similarly, after failing to persuade, they should make a new start, try to through the "other members" to shake "the other summit" position.

The use of "attack fortress" tactics, the key lies in the "change to repeated". Obviously, "the other summit" has more than once heard what you stand for, and now, if you want to get the same word for "other members" lobbying ", other leaders" feel have lost all interest in sth.. "The other team members as well as immutable and frozen," on your statement, could not concentrate on listening. So, although the same purpose, however, in the process of repeated explanation, pay special attention to the changes, so as to avoid backfire. In addition it should be noted that, even if you have to persuade the "other members", however, it is no guarantee of "the other team" will also be like you earnestly to persuade them to like to persuade other summit "". If the "other members" refused to do so, even if you have tried your best, "attack fortress" tactical or difficult to play the effect of the.

Three, "" black face ""

Once, legend -- billionaire Hughes wants to buy a large number of aircraft. He plans to buy thirty-four aircraft, of which eleven frame, but got it. At first, Hughes personally to negotiate with the aircraft manufacturers, but how to talk about not approach, finally got the millionaire fly, turn on one's heel. However, Hughes still did not give up, will find an agent, to help him to continue negotiations. Hughes told the agent, as long as they can buy his favorite the eleven frame, he satisfied. And the result of the negotiation, the agents had to buy thirty-four aircraft of all. Hughes admired the agent's ability, asked how he did it. The agent said: "very simple, each time the negotiations come to a deadlock, I asked them what is the hope -- you and I talk about? Or want to please Hughes I come to talk about? I asked, the other had to obediently said -- forget it all, do as you like!"

To use the "white" and "black" tactics, you need to have two negotiators, two negotiators can not attended the first round of negotiations. Two people attended words, if one of them leave bad impression, is bound to affect their perceptions of another person, the negotiations for the second leg, is very detrimental to.

The first appear negotiators sings is "black", his responsibility, to incite "this person is not good", "meet the negotiation opponent really poured eight luck" reaction. And the second negotiators sing is "face", is also played "angel of peace" role, so that the other party has "finally breathed a sigh of relief.". Thus, the two appear alternately, turns into battle, until the negotiations to date.

The first negotiators need only make their "don't want to go and that people talk" resentment will be enough, however, such tactics, can only be used on each other to get agreement from the negotiation occasions. When they deliberately seeking the solution of the problem through negotiations, is not due to the first impression of poor negotiators, and the suspension of negotiations. Therefore, in the negotiations, you should try to control other people hold the attitude of negotiations, if it is "to talk about not talking", then the "white" and "black" tactics is useless.

As already mentioned, to negotiate on their own turf is favorable, but, in the use of "white" and "black" tactics, but on the other side of the camp to negotiate for better. No matter the first battle negotiations with what way to the other side "challenge", if the negotiation is on the other side of the camp's words, a "anyway, here is my territory" sense of security based on the other, there is usually not an overly emotional reaction. Therefore, when the second negotiators appear, their attitude is not too bad.

On the contrary, if the negotiation is carried out in their territory, while the other was the first battle of the negotiators enraged words, will probably refuse came again, or simply puts forward to change negotiation location requirements. Once the negotiations on the site changes, convenient and may thus shed the last negotiations caused displeasure, cheer up, high morale to again face your challenge. If so, then the "white" and "black" tactical effect will be greatly reduced.

"White" and "black" tactical effect is derived from the first and second negotiators negotiators "line". Second negotiators is to bad impression produced on the first negotiators use each other, to continue its "and" work. The first negotiations "performance" if not successful, second negotiators and naturally can sing.

Four, the "turning point" for the first

However. The "but", is a kind of speaking skills are often used. There is a famous TV show host during a visit to a special guest, can skillfully use the technique. "I think you must don't Love asked about the private life, but......". "However, this is a warning, warning special guests", "although you didn't love", "but I still want to......". In everyday speech, and the "but" synonymous, "but also", "however", "yet" and so on, with these transitional words as "leading" the question is, will make the other side is easy to answer, but without causing its offensive.

However. Can induce the answers of the questions the role of. The host said, then asked: "but, in front of the television audience, eagerly hope that further understanding about your personal life, so......". So ask, special guests even don't want to answer, is also difficult to refuse.

□ tensions

In the negotiations, when the problem itself is quite complex, it is difficult to say, but it is not non - Q, usually have to use the "slow" skills. Dynamic ease speaking skills, to prevent the other side angry, so that negotiations can proceed smoothly role.

In the process of negotiations, we sometimes become emotional, and sometimes have to put forward some related to personal attacks, sometimes inevitably must have you defeated opponent negotiator meet again. In this case, you should be how to deal with? "Here is an example. Suppose you are now negotiating opponent, not long ago, and before you talk something about the sale of land, when the other party that he had raised the price is very reasonable, but it was more like the less

On the thought, more feel the price is too low, he ate a badly. In this case, when the negotiation opponent again with you face to face, talk about the other thing about the sale of land problem, must be the heart, with uneven gas. So, whatever your prices again how reasonable, the other will not easily agree. The reason why he refused to agree, is not the price unreasonable, but he has made up his mind, to higher prices to sell the land, to fill a loss.

Examples like this often happens. So, when you see the opponent to you be not normal, we have to carefully, carefully deal with. And may the best way to beat their swords into plowshares, is sincere, open the door see mountain began to ask for explanation, in order to eliminate dissatisfaction and grievances of the accumulation in the heart, so that all can start again.

Maybe you could say: "the last time the sale of land is past, want to come now, I did some sorry, but......". Then try to let each other know, the hearts will no longer hate injustice, negotiations can be carried out smoothly. This is the so-called dynamic ease speaking skills.

Episode - words

"Call waiting" talk slow acting skills, has changed the whole negotiation situation forces.

If the male has hosted a has the court cases. But negotiators for effective court decisions are still controversial, but after several discussions, there is no specific results. However, if the male has seen each other's confidence has some subtle signs of faltering.

The court is effective or not, have a significant impact on the outcome of the negotiations. Therefore, although each other feel necessary to this issue has not to talk about it, but if the man still has repeatedly used "call waiting" slow acting skills, efforts to the topic back to the judgement on the issue of whether or not. If a man repeatedly tell each other "although we have court decision problem fully discussed, re presented words, is really some killjoy. However. , then illustrate their views on the decision. Thus, there is an opportunity, if the male is repeated statements on the court. Finally, each other's confidence was shaken, but if the man claimed to accept.

Five, file tactics

A finance company held the meeting of the board of directors, twelve directors around the oval conference table discussing fiercely. Eleven directors are faced with pen and paper, while the other one? In addition to pen and paper, also covered with stacks of documents, each stack is almost over ten cm thick. The directors of the center -- changes related to company business policy issues of the meeting, were Yongyue speech, Each airs his own views., temporarily between, about four, difficult to reach the conclusion. In the chaos, the carrying a large number of documents of the board of directors, but has remained silent, and each one up to speak of the board of directors, will invariably to awe inspiring vision, to the pile of documents salute. The audience to speak later, chairman and ask the director seems prepared to say a few words. I saw the director stood up, picked up the top of the stack data, briefly say a few words, then sat down again. Then, after a brief discussion, eleven directors are of the view that the final floor board "It stands to reason.", and agreed to his opinion, complex and lengthy debate ended.

After the meeting, chairman of the board of directors and quickly over the final handshake, thanks for valuable suggestions he provided, but also to pay homage to collect the data of the time.

"What? These documents and the meeting today is two different things! These things is the Secretary of sorting out, first give me have a look, if you do not save the necessary, will be destroyed. And I was going to finish the meeting will go on vacation, so the way they also brought to the meeting. As for the hand I comment note, just listen to the address you side to write down. To be honest, to this meeting, I had nothing to do what."

This was the "misunderstanding" the board has done so to explain.

Anything, do not look at the surface. Regular board meeting, in addition to pen and paper, we what also do not take. And this time, suddenly appeared a director to carry a lot of information the, in addition to make all people surprised remaining, will naturally reminiscent of -- he took so many references to attend the meeting, presumably in advance has been made full preparations. Because of this association, so, no matter what the director, will make people feel "weight", "It stands to reason.", thus no objection to the adoption of the.

And the meeting is different, in the negotiations to use "file tactics", then, you have to carry the "tools", is also a variety of documents, must be related to the negotiation itself. If you bring a large number of independent data and negotiation to negotiate, to "mixed", once they are found, negotiation credit will go bankrupt, while the front has repeatedly stressed, negotiation credit once lost, it will be difficult to restore, also cannot make up for it. Therefore, in the negotiations, you must be careful, don't to a diagram of the will, and commit to "bankrupt" mistakes, this is the principle of negotiations.

In any negotiation, should pay attention to their use of tactics and techniques are applicable to the content of the talks, it is very important to. The use of tactics or techniques if not clever, not suitable for the negotiations, the negotiations will be difficult to successfully.

"File tactics" effect, mostly starts in the negotiations, it is both sides across the negotiating table sat down. Why? Just think, if the negotiations are to a certain stage, suddenly out of a large number of documents, the other can not carry a lot of suspicious? Documents to the purpose of negotiation, is to let each other know how thoughtful preparation for negotiations, understanding of the content and how deeply. But if the only way to move out of a large number of documents, they don't think so.

Secondly, it is necessary to pay attention to, once the "file tactics", must have a beginning and an end, at every time of the negotiations, don't forget to all documents with him, otherwise, will cause the other side of the question, and even contempt. If there can be no longer carry documents reason, to each other in detail, in order to make them understand.

When the negotiations are to a certain stage, all the important issues have been settled, only two or three minor problems, you can end your documents "tactical". However, before the withdrawal of all documents, or it is necessary to put forward the "important issues have talked about" to each other! These data have no ", so as to avoid the suspect. Also, if the negotiation position changes, make you not convenient to carry a large number of documents to, must also to note a "those things are too bulky, take up is not convenient". In a word, when you think there is no need to use "file tactics", regardless of the reasons, the most important, is not to make each other heart doubts.

Negotiation is to hold in their own "territory" favorable. But, sometimes, but you have to go further, to the other side of the camp in the negotiations.

If the negotiations the other camp, we have to consider the problem of carrying documents. The buses are inconvenient to carry a large number of documents, take a taxi, also lost. And if the other person to see you all go through untold hardships, "move" to the pile up like a mountain of documents, the first thought is -- it must be "file tactics" to deal with me.

So, the negotiations on the other side of the camp, in addition to the necessary, and to the use in the negotiations of the file information, best what all don't carry. To do so, in addition to relax and not to let the other suspect, the credit enhancement, there is also invisible help.

While the credit, it is the key to successful negotiations where.

Six, the term effect

From the statistics, we find that there are many negotiations, in particular, more complex negotiations, is limited to soon before an agreement in the negotiations. However, do not set the deadline for the negotiations are many.

If there is a period of negotiations, then, unless the time is up, otherwise, the negotiators will not feel what pressure exists; the so-called "disappear coffin not to drop tears" is this kind of truth.

For example, people usually are not afraid of death, knowing that everyone will die, but I feel it is "no". However, if one day, the doctor announced suddenly, you only have one month to live, this blow, who can bear?

Thus, when the negotiation deadline approaching, the discomfort and anxiety will be expanded, and the discomfort and anxiety, that day in the negotiation terminates, the moment, the vertex will reach -- and this is the best time to use negotiation skills.

Remember America President Carter at camp David and Egyptian President Shadat, former Israeli prime minister than the gold at the twelve - day meeting? This summit of the objective, is to solve the problem of opposing all be in suspense for thirty years, in between. These problems are very complex, therefore the negotiations from the beginning was very slow, often interrupted, no one is sure to talk about what the results to. Thus, owners will have to set a deadline for negotiations -- as the next Sunday. Sure enough, as the deadline day approaching, general Ji has some problem is solved. And on Sunday will come one or two days before, the negotiations atmosphere suddenly become hitherto unknown smoothly, more problems be smoothly done or easily solved, in Egypt, both sides also reached the final agreement.

In the process of such a major negotiations, negotiations "deadline" still can produce amazing results, so, if you can put the psychological application in various negotiation, nature also can achieve the desired effect.

USA western cowboy broke into a hotel to drink, after a few drinks, began around the hotel, the whole in a complete mess. It doesn't count, and later, he took out a pistol shot toward the ceiling, even for the hotel guests. In everybody be nonplussed over sth. on the occasion, the hotel owner -- a good thin and mild, suddenly go step by step to the cowboy side, ordered him: "I'll give you five minutes, you have to leave in five minutes." And the outside is exceeding one's expectations, the Cowboys really good holster, holding the bottle, with random walk away from the hotel, march off. Be still suffering from the shock, someone asked the boss "the rogue if refused to go, what would you do?" the boss replies: "very simple, extended, give him some time not good."

The above story can only prove the hotel boss "good luck", but, in the negotiations, the boss's behavior has great reference value. In order to make the negotiation "deadline" to play its due effect, for all possible before the deadline of the negotiations, the negotiators must assume responsibility, premise condition should have the "limits". Only when there is a new situation or reason enough cases, to "extend the deadline". If you think you are not compliance with established period of the people, or you may have been free to extend the duration of the "record", then, the so-called "safeguard", it can not play what role for negotiation opponent. Even if the time is up, people will not feel uneasy and anxious, because they are already out of you "does not make the deadline as one thing".

Maybe your opponent will reveal a "cut-off negotiations" in naturally or half unconsciously in terms, such as "I must be in one hour to get to the airport", "one hour later, I have to attend an important meeting", this "self handicapping", not just to give you an opportunity?. In this case, you can slowly, waiting for the "last minute" arrival is ok. When the distance takeoff and the time of the meeting is more and more close, each other's nervous must also become more and more serious, even if the two sides reach an agreement in a second. At this moment, you will be in a leisurely manner to demands "how are you? I think my proposal is fair, just, you nod, as long as you promise, not to be able to do the next thing!" because time is urgent, the other side is likely to he grudgingly agreed to your proposal, dare not there is no objection.

Cited above, is the negotiation opponent set an unfavorable for example for their. This is also want to remind you, don't make the same mistakes. This kind of mistake, is absolutely will not occur in a negotiation master's body.

In the negotiations, put forward "regardless of which side is the deadline" requirement, deadline once decided, it can not be easily changed. So, in any case, you must have full, complete all preparations in time, lest by the pressure of deadlines. If the other party put forward unreasonable deadlines, as long as you protest, can be extended period. However, if the other party refused to extend the limit you, proposal, or that the deadline is reasonable, then trouble. In this case, the only thing you can do, is to redouble their efforts, collect data, establish strategies, if still blindly because of each other's "unreasonable" and angry, resulting in a waste of the limited time, which fall into their trap. No matter how much time you have to deal with the measures, calmly, carefully check strategy, it is wise.

For example, you want to buy a batch of immovable property, and the other only gives you ten days, should you decide within ten days whether the price to buy this batch of immovable property. At this time, you should start from various angles to check each other's proposal. If you think the price is not reasonable, the best in the deadline, as soon as possible to explain your views to each other. If possible, can also according to his will, to make a deadline, do, will keep you from being victims on the set term of.

Seven, regulatory issues

Once, I take the truck through a winding road. Steep slope on the road a lot, up and down, down on the seat, sit in the assistant I look scared, cold sweat. However, the truck driver is really skillful technology of shifting to the extreme. He seems to be completely by intuition shift, uphill speed does not slow down, but the downhill, not rapid dash forward. In short, the man in the car is always steady, without the slightest discomfort

So, what is the so-called "shift" in the negotiations? The so-called "shift" in the negotiations, is in negotiations are trying to change the topic. While the "shift" technologies such as the driver of the truck as the skilled, so, regardless of any negotiations, leading right will control in your hands.

The Soviet Union negotiators are "shift" expert. In the limit of arms negotiations, they repeatedly resorted to alter, transfer argument "shift" technology, and the.

In order to limit arms negotiations, beauty, both sides are eager to reach to limit arms agreement, that is to say, no matter what difficulties encountered by negotiation, or have to sit at the negotiating table, to continue the discussion, until the results. In fact, many negotiations, such as companies, government, autonomous negotiating groups and between the Union and so. Even if the negotiation can't get agreement, which evolved to sabotage, strikes the worst situation, both sides to continue to seek a reasonable solution. In short, even if negotiations were suspended, the two sides to the negotiating table. Suppose you on behalf of the management, then, proposed one after another for labor wages, medical problems, and even vacation -- this is a kind of "shift", at any time to change the topic technology --, may feel dissatisfied, struggling to cope with the. However, for the sake of the overall situation, in any case, you must do "the basic requirements for the continuation of negotiations".

Sometimes, the negotiating parties or unilateral will be eager to get some kind of agreement. For example, you want to buy some influential other holdings of assets (company, patent, land, paintings, diamond, antique or horses and so on), so, in order to make the "shift" technology exert effects in the negotiations, the most important, is not to let each other know that your intention. You can look the other way, you can pretend to be indifferent to look, also can be a. In short, if being aware of your intentions "to buy the strong desire", he will try to deal with you, make you not wish fulfilled.

If the other party to suspend negotiations, it would be impossible to allow your eyes to randomly change the topic of "shifting" technique, unless the subject he was interested, or on the negotiation itself is very important. Of course, if your opponent is a lack of experience or lack of power, that would be a different matter.

In the non important negotiations, when you want to change the subject, should be prior to each other that is to change the subject of reason, in order to obtain the understanding, and no objection to accept your proposal.

I once took part in an involving extremely complex difficult negotiations, most of its content related to securities and real property, but also a part of the trust property of text interpretation involves. In order to grasp the initiative of the negotiations, from the beginning of the negotiation, I will fully use the "shift" technology, from the price assessment to the text to explain the problem, and then from the text to explain the problem to the credit problems, so repeatedly, arbitrary conversion issues. However, before every conversion issues, I will advance the conversion of reason, in order to obtain each other's understanding. In this way, the other side finally dragged into the "shift" technology is lost, and retreated to the defense line.

In the negotiations, once the other side back to the defense line, you would be a major step forward, to gain advantage.

Eight, to break the deadlock

The content of the talks was extensive and often, not just a simple one or two. In some large negotiations, the highest record issues as many as seventy. When negotiating text contains a number of topics, there may be some projects have been talked about a result, some projects were unable to reach an agreement. At this time, so you can "encourage" the other, "look, many problems have been solved, these are the survivors. If not be resolved, that is not a pity?"

This is a kind of used to open negotiations impasse argument, it is commonplace, but it can play a great effect, so it's worth as a bargaining tool, widely used.

Many topics involved in negotiations, pay special attention to the issues of importance and priority. For example, in a field contains six issues in the negotiations, there are four important issues, the other two are much less important. The four important issues in hypothesis three get agreement, only an important issue and two small problems, then, in order to push these issues resolved, so you can tell each other: "four difficult problems have been solved three, if a can also be addressed the rest other minor issues, would be easier. Let us continue to work hard, to discuss the only problem! If so give up, everyone will feel regret! Listen to what you said, the other half would nod, agreed to continue negotiations.

When the fourth important issues are solved, you can repeat the above argument, so that negotiations can successfully concluded.

Method to open the impasse in the negotiations, in addition to the "only a small part, give up what a pity!", "have solved so many problems, let us continue to work hard!" and speaking skills, there are many other practices. However, whether the use of what kind of method, the most important, is to try to borrow items has been the agreement as a springboard, in order to achieve the final goal.

Nine, Beijing

This strategy is to put the opposition focused on our not very interested in the issue, make the other side increased satisfaction.

By using the method of concrete is, if we think of each other the most attention is the price, but we are concerned about the delivery time, so we attack direction, can be conditional, so you can support each other from the two main topics on drive.

This strategy if you can use it skillfully, the other is hard to counterattack. It can be a positive factor in the negotiations, but do not have to bear any risk.

Ten, to do a quick change

When negotiators found he was forced to make than he can accept concessions, he could claim has not been granted such a protocol of power.

This is usually the negotiators resistance to the last moment and a "trump card to play". At this time, both sides are very clear, this is in order not to make the breakdown of negotiations.

However, if the use of straightforward way to use "limited authority", this strategy can still be dangerous. Because, in order to make the negotiation go smoothly, requires both sides to the appropriate speed toward the desired direction, requires mutual exchange, mutual satisfaction, mutual concessions. If one does not have enough power , then there will be new problems, if the party that may face to, both with each other's negotiators reached a what kind of understanding, will not be recognized by his boss. As a result, one would have to make further concession.

A party proposed "limited authority", are bad for both of them. It destroys interference by another concession rate and mode, weakening their interests may, so that any talks more complicated.

If the party is really "power", it will reduce the efficiency of negotiation. If a party to adopt this strategy to fool each other, so, it not only has many disadvantages, but the obstacles are likely to be discovered, and make his damaged.

If one side is the trick, the best at the commencement of negotiations on a clear. In the aim, plan and schedule has been clear, before as one card phase is completed, after negotiators personality have mastered, can first put forward such a question: "have you finally decided to power?"

The negotiations entered the middle stage, if one party power is limited, so, the other party should exert various effects, for the transaction within the scope of his powers. Power Co., one should use the telephone, fax machines and other facilities, get in touch with the boss, deal with "limited authority" problem.

Eleven, at large the better to apprehend him

In a two person team, one of the members in the early stages of negotiation plays a leading role, another plays the leading role in ending stage.

The benefits of doing so is to negotiate, at the beginning, group a member (hard) are silent, looking for the way to solve the problem, and recommendations. This of course should not damage in the first master's "face" principle.

The downside, is to make the negotiations more complicated. Because the act according to the practice, the two negotiators should cooperate closely, this is a very difficult matter.

This strategy is very difficult. Counter measures are: first, the other party should slow down the speed of concession, not soon before the hard line attitude of concessions. However, when the moderate players to play the leading role, to make the other side is very difficult to make too much concession.

Twelve, pig eat tiger

"Why" is a search problem, and sometimes in a party that further explore the reasons after. For example, the following dialogue:

"I can only one hundred thousand yuan."

"Why?" "if more, is profitable."

Why.

And so on.

The use of "why" questions, a positive role in the negotiation stage, it can help us to understand each other is how to evaluate things.

At the same time, part of the problem to a series of problems which we put in a stage of.

Counter measures for this strategy is, on the other side of the question "why" is only to provide the most brief, detailed explanation in the direct answer back not to do. But be careful, in the early stages of negotiations, the other party has the right to force us to answer for their beneficial situation.

If the other party too often ask "why", for example, when we try to put forward new proposals and prepare when concessions, the other unreasonable demands for all details are explained, we can begin to fight back.

Thirteen, a delaying tactic

Negotiations after a period of time, can take five to ten minutes. In the rest period, let the two sides out of the meeting hall, look at the progress of the negotiations, to consider their own, or to clear your head and then entering negotiations, which are necessary.

In general, the rest of the proposal is to get a positive response. The rest is conducive not only to his own side, on both sides, the cooperation is also very useful.

The rest is of positive significance. They give people the opportunity to plan and puts forward new idea and scheme, can make both parties in the new atmosphere and poly a hall, the energy and re focus attention.

Some people worry that the rest will have the negative influence, disrupt the just talks momentum, will make the good atmosphere of the negotiations is disturbed, or will give each other the opportunity to change course. In fact, this worry is unnecessary.

Secondly, we should arrange the rest of the program.

(1) indicating the need for the rest of the hand. For example: "I think, if you take a break now, may be beneficial to both of us to negotiate......".

(2) a summary of what progress, and put forward new proposals. For example: "we have to seek the method can solve the problem of will price and discount. I suggest we now think about whether there are other solutions......."

(3) determine the rest of the time. For example: "fifteen minutes enough?" (4) to avoid bringing issues. If you want to put forward a new topic for discussion, ask him again after the break. In the rest of the time, do not let each other have to discuss new issues opportunities.

In the rest period, we must consider the question should be clear. We should study how to proceed to the next stage of the negotiation, to summarize the problem being discussed, inspection work of our team and put forward some new ideas on the following negotiations. At the same time to consider how to start talking, consider the negotiation scheme down and how to do the opening statement. Best can with new recommendations to into the negotiation hall. Rest is a great potential impact of strategy, the proper use of this technique, can help us achieve common purpose of profit.

Fourteen, borrow arrows with thatched boats

Take the "assumption...... Will "strategy, the purpose is to make the form of negotiation is not rigidly fixed mode. For example, in the negotiations, to put forward the following problems: "if I continue to double its order, the price will be cheaper?"

"If we examine the quality of the products, you will have what new requirements on the technology?"

In the test and the proposal stage, this method of questioning, is a positive way, it will help the two sides to choose the best ways for the common good.

However, if the negotiations has been very thorough, and then use this strategy can only cause differences. If the two sides have done a lot of preparation for the quote, and even has for a supply of sth., but at this time, he suddenly said: "what will happen if I do some significant changes, the price?" this may be detrimental to the formation of cooperative atmosphere.

Therefore, "assumption...... Will "the strategy, general bottom stage in the talks started, more effective.

Fifteen, utter innocence

Literally speaking, the meaning of this sentence is willing to provide all the other. In fact, fully exposed themselves to each other is not possible. Because we did not have this great ability to express, also not be honest to tell each other where all their own. There is always some unwilling and can't tell others.

Therefore, we speak of "utter innocence" is pointing revealed 90% cases.

Some people think that, in the process of negotiations, without reservation, is tantamount to "Dutch act". But this is not true, it is still too far "Dutch act"!

Some negotiators are particularly forthright and candid. They not only have the ability to reach an agreement with the other party, also can continue to provide for each other, put forward constructive views. This character is very worthy of reward, it can make the other side and we actively cooperate with the.

Therefore, if the "utter innocence" and "agreement" and other skills to use, and to make it play a role, it would be beneficial to both of us.

Sixteen, it's politic to leave

When the negotiations personnel especially negotiating team leaders of the progress in the negotiations on the table is not satisfied, often use "from the scene" this strategy. It is often the negotiations come to a deadlock or cannot continue to use a strategy.

When negotiating team thinks, both sides need to meet informally in a new environment, to encourage the negotiations to establish a trust and frank atmosphere, also want to use this strategy.

As everyone knows, "communication place" is full of happy atmosphere. The British people to the "gentlemen's Club", the steam room, while the Japanese in the public baths.

This strategy, for both sides, the re establishment of a spirit of cooperation is very helpful, if there is enough time, opportunities and new proposals, it can make your views in one. This strategy lies in: avoid formal negotiations, the negotiations to a relaxed environment. Of course, if all the negotiations have moved to the club, is not appropriate.

But as long as circumspect, this is an effective strategy.

Seventeen, leverage

In business, leverage means you actually have the ability to obtain large amounts of assets, interests. For example, a leveraged stock, with special shares leverage. Means, shareholders using borrowed money to enhance the enterprise get the profit ability. It is so called "leveraged stock", because this lending increased the company's capital, but did not increase the number of participants enjoy the company asset ownership, business. So, in theory, the stock more valuable, because, the same company owner of assets (the number does not increase) than just investment now have more money available. Similarly, leverage refers to speculators using investment activities. Speculators to borrow money (leverage) investment in a stock or commodity market. They use borrowed money plus the cash, so they can buy more shares or more contracts, so their earnings will be greater. Naturally, the use of financial leverage risk speculators risk also increased correspondingly, to gain a greater return on investment, will need to take greater risks, it is inevitable.

Using borrowed money to earn more profits, enhance career success, is one of the important entrepreneur rich part of the story, from the Aristotle Onassis use loan financing for the first ship - ship, to William Chikendorf's famous New York real estate tycoon, use financial leverage, through countless mortgage, make he became a billionaire. Industry or have different, but the use of financial leverage is persistent, often; speculators pay a small cash acquisition of assets (such as the purchase of stock ownership), and then someone refinancing. Speculators income, in addition to interest for the loan is in surplus, and still have control over the assets. He then to profit to buy new assets more. The same game repeated at.

In each case, the successful use of financial leverage, the benefits are far greater than the original investment can only use their capital.

The same principle can also be used for negotiations of the world, if your skills with your strengths, you get the benefit of will be a big surprise you.

Effect of leverage when negotiating a secret

A British businessman who unfortunately owe a usurer a large sum of money, but they cannot pay off his debt. This

Means not only he will go bankrupt and he must be a long lonely is locked in place the debtor's prison, however, usurer provides another solution. He suggested that, if the businessman wants to marry his beautiful young daughter to him, cancel once for all, in return.

The usurer is old and ugly, but discrepute. The merchant and the daughter are surprised to the proposal. But the usurer is a devious person. He suggested that the only fair solution is to let fate decide, he put forward the following suggestions. He put into the two pebble into an empty bag, one is white, one is black. The merchant's daughter must put his hand in his bag to take a pebble. If she took in the black pebble, must marry him, and the debt is paid. If she didn't pick a pebble words, then there is no what to be talked about, her father to be kept in a debtor's prison.

The merchant and his daughter, had to agree. Usurer bent over to pick the two pebble, into the empty bag. The merchant's daughter out of the corner of his eye he regarded this cunning old man chose two black pebbles, she seems to have decided the fate.

You have to agree, she didn't seem to have a strong bargaining situation. Indeed, usurer's behavior is immoral, but if she said his trick, to take a tough stance, so his father will go to prison. If she does not expose him and chose a goose stone. Usurer she must marry the ugly.

Obviously, this is the use of leverage time.

Not only beauty girl in the story, is also very clever, she understand themselves, know her opponent. She knew that her opponent is a cunning use unscrupulous divisive tactics. She also knew that is simply not possible with him face to face struggle wit, final solution must be played her sweet, innocent teenage role.

Countermeasures to after, she reached into the bag, take a pebble, but before the judge color, she pretended to clumsily touch stone stone, the mistakes, pebbles fell into the road, quickly and other road cobbled together, can not distinguish. "Oh! Poor," the girl exclaimed, and then said: "I do not care how so, but it doesn't matter, sir, we just have a look have left behind in your bag pebble is what color, and I know I selected a cobblestone colour."

After carefully weighing relevant factors, decided the use of negotiation strategy, women which won him favorable position. After the old man for arrange negotiation stage, she exposed the usurer unethical behavior. The results can be and she has to pay off debt father home. The girl in the story of success. Because she is clever use of the rules of the game in the determination of the rules of the game against her case. Simply put, girl's vision so that she can turn the disadvantages into advantages.

The main point of this was to return to what we described in chapter 1. To be successful, we must understand their own personality and self strengths and weaknesses. Faithfully self assessment is key to successful use of leverage. And the key to true self assessment is popular in the medieval philosopher sentence aphorism: simple to say is "have a good life. How to obtain good results in adverse, helpless, have to do things is a commendable."

It means, if you have a personality, admit it, use it to your advantage.

A few years ago, the business world shocked by a man named Green Turner salesmanship. This shining Turner was quickly established himself -- he named "dare to become a big shot" organization. In this organization, he used his development sales skills to teach other people believe in themselves, motivate them to make a lot of money ambition.

Mr. Turner began the famous business, acting as a door-to-door salesman sewing machine. Access to a door-to-door salesman. At first he had a serious obstacle -- he has very obvious cleft lip. Soon he took advantage of the disorder, causes it to become part of his sales gimmick. He said to his customer: "I noticed you're looking at my lip, ms.. Ha! This is my this morning especially with things, the purpose is to let you such a beautiful lady will notice me." Mr Turner was clearly a successful salesman. Although his goods change, but his salesmanship unchanged, he also sell, sell their goods -- and all kinds of cleft lip and any product.

Leverage using another part is to make your efforts to reach the pole, not wasting effort on an invalid start action. Many people began to search for the job when they have wasted too much energy, they resume records too much and their position is not consistent, information that is not relevant, when negotiations are not afraid of becoming your own data editor, precise selection of useful information, remove the useless information. The negotiation process is the communication process, accumulation factors irrelevant, misleading, it will only confuse the main problems only, no good.

Write a resume using leverage

One for many years engaged in the teaching work of the teachers, decided diverted from. He is an efficient teacher, mathematician, is a man of ideas. It is a useful talent for any company. But no one is willing to give him the opportunity to. Before long, the teacher can understand his method is wrong, so the processing method of change, he is obviously a good teacher skills can be applied in the business world, but his future employers don't think the teacher is an assistant principal. In his teaching Town, this position is the official. He to resume the length of the ninety percent discussed the position and the leading work. He explained his dealings with the school students, employees and suppliers, to watch the resume people their own conclusions.

After the application of this new method for a month, he got a job, he used some of the strengths and experience of their own for themselves want jobs, business circles to the teacher some prejudice, he is not caused by the bias in the way to sell yourself. The teacher works in a large beverage companies now, good work performance. If a candidate when he let the company only to surface to assess the value of his words, he would not have had this opportunity.

Leverage and analysis

In order to use your strengths for their own profit, they must be isolated from morality, to determine what they are.

Let us assume that you're negotiating purchase matters. You want to buy a house is not in the best position, house prices already reflect this point, but you still think that can be made to have a more favorable trading. You know what other people are interested in this house, but do you think your unique position. Do you want to buy this house, not to do residential, accountants but an investment -- the investment you are strongly recommended to you, because you need to tax cuts. Yes, the purchase of residential buyers, the price also like you interested, but they would be more interested in other considerations -- like floor beautiful, walls, paint and other items color.

And you know that the house is collateral financing -- to give every year not only to pay interest, but also to staging reimbursement of principal until maturity, collateral. Such collateral for most home buyers, have no what use. On the other hand, the collateral will be useful to you. In conjunction with the assignment to you in the sale of the house, it will benefit to the people more. Based on this transaction speed much faster.

You put these strong argument to your negotiations, the house owner wanted to retire, so want to clinch a deal as soon as possible. However, like the vast majority of owners, he has great affection for his house, that they value more than that. Your offer is less thousands of yuan. You tell him you want to meet his asking price, but you keep the house in good condition to calculate the recovery required renovation costs, so you open than the price of his bid less thousands of yuan. What you do is fair. Take a compromise approach. Then you quickly finish the discussion, told him it was natural that he needed some time to consider your offer, with the cost of thought to the owner of the mind, you let him worry about other buyers can better price. Homeowners are real value to his house, also dare not sure. The results may be you will receive a phone call, the owner accepted the offer.

Borrow force to make force is fair

Judo strategy is a negotiation skills, is the use of leverage. It is the use of your enemy's strength has profit, in short, it means to face a strong opponent to get what they want, not with his head. Like a seasoned bullfighter, induce bucket years to your direction at. But in the two sides will impact moment, cleverly flash to the side, use your opponent (cattle) acceleration.

If the negotiations you and roar, invective, aggressive opponent, the simplest method is to use the judo strategy. These people, no matter what the reason is, always want to battle it out, and they talk too aggressive, adhere to our own views, annoying. If he took control of the conversation is a wonderful thing.

To deal with such a person the most unwise is having the same aggressive tactics and he. The results of this processing method is unpleasant emotions, elevated backlog, or worse. The best method for dealing with this situation is to use the power of the adversary to himself. Don't be angry, just keep calm and tell him "Mr. Smith, I assure you, I'm here to do business, not to battle it out with you. I think I have something important to do. I also know that you have don't love wasting time reputation. Why don't we agree first, and then, if you like, then decide in a contest not later."

Because you swallow humiliation and bear a heavy load, you will let you hate, aggressive opponent remove hostility, if he had negotiations, you can keep calm talk business. Don't forget, many people believe that the road to success is to take tough attitude make enemies fear. In fact the aggressive behavior may only be fitted out. But no matter what you do, your approach is first to stand your ground, show self. Remember, no deal is worth you lose your dignity.

Examples of leverage

Using leverage to do business: a young management consultant, to deal with the affairs of new environmental law and government agencies, however, have been very hard. The young man gave the impression is very good, people also alert, sophisticated, but he was turned down every time. "I'm sorry, but we only and the reputation of the company transactions." After several frustrating negotiation, he decided against using leverage, removal method.

"Mr. Smith, I can understand your policies, and I'm sure that if I and you bend it, I also

Can use the same policy, but I want to put forward is, no one you can hire Consultants Co can put forward and I like good service in this plan, I say there's a reason. This is a new field, my degree is one of the some fifty-six degrees. If you look at the state committee for my PhD thesis letter, you know, although I am still young, I wrote a book about this field."

The advisor understand, rules are made to be broken. And he is wise enough to know how to use their own strengths for profit.

Using leverage to overcome the hostility: visit the salesman Ted Foeman went to a big pharma do once a year, last year he sold computer accounting system for this company, he went to negotiate system modernization this problem, when he entered the company, the face is hostile to the Department manager. Ted did not take in a hostile confrontation, his patience to let the manager venting. Then surprised by his treatment, he opens his folder, display computer order of customer data,

"Sir, the record does not a customer complaint events, I don't know what's going on, can you tell me?" the manager explained that, the purchase of new machinery logically should increase the efficiency of accounting fifty percent, but the result is not as this. These expensive new machine actually compared to the original old artificial processing and lack of efficiency, than the old machine is not durable, at least the old machines do not need frequent sales visit. A feeling of difficulty Ted after listening, ask the manager to allow him to look at their use of computer operation.

He doesn't need to observe for a long time, has realized the crux of the problem. These machines the goal is the customer data must be input tape storage, then accounting data by keyboard input. But the clerk had all the material from the keyboard into. Results their computer when the typewriter. The problem in company training, operating personnel turnover, and job. Then they position operator training is not enough, operating personnel technical training out again by their worse. Ted, a call to the company, to explain the problems happened, Mongolian company licensing, stay in the pharmaceutical factory three days, thorough training the pharmaceutical factory computer operator.

Excellent results, Ted has not only let the pharmaceutical factory and the purchase of two keyboard, and a language processing system, has won the favor.

So, Ted he bargaining power on his own technical knowledge and confidence, eventually turning hostility into friendship.

Using leverage overcome with emotion: Barber Blank's recent divorce made him feel uncomfortable; for his wife's behavior he felt pain, so the judge's alimony and child living cost create all sorts of obstacles. The judge is a seasoned veteran, he asked Barber: "I know you don't quite understand the ex-wife. But let me ask you, your child welfare care? "Barber said of course he cares. "Then you are on your ex-wife provides the ability to take good care of children doubt?" Barber admitted that his ex-wife is a capable mother. The judge said: "let me show you something." He took out the local newspaper classified advertising version, points out that the service bar. "Let us assume that your wife is not present. You are a worker, so you can't spare any time to take care of three children with you, you have to please a nanny, cook and housekeeper. Now suppose you just put the costs of doing a total." Barber seems to say. He never thought so once. And one thing more. You are a businessman, you know you pay people to do things, doesn't necessarily mean that things will be done. If your ex-wife can bear the work, you won't have to worry." Barber immediately agreed to pay the judgment condition, and walked out of the court, not only did not feel defeated, but feel completed a smart deal.

In this example, the judges use the leverage common, resorting to the facts and figures, the judge makes Barber abandon personal mood, see thing to judge.

Use leverage to overcome reason: business people often think, most people are. Usually, indeed. However, the world is completely unreasonable people, in fact, some people can use their unreasonable, successfully for ourselves. In seventy, the young couple love old occupation buy big house in the USA inner city. Advantages of living space, the outskirts of the low tax, and close to the city life and abundant resources.

In New York called "brown stone belt", there are many new owners put their house to restore the original landscape. This means that the repair oak doors, with oak and cherry wood cabinets and other woodworking aspects of repair work.

This trend is the beneficiary of a Jamaica people, called George furniture, cabinet of wood. Unlike the same period USA woodworking, he is a hardwood carpenter, its manufacturing hard furniture very skilled. He do a lot of business transactions, but under he opened the price conditions.

George after watching the work to be done, to correctly calculate the cost, time and materials. He then insist on advance payment. Many of the new owner is a young lawyer, their pride does not allow such business arrangement. They offered to pay the money of material, as for the rest, they hope that after the completion of their satisfaction is paid in full. This arrangement makes George very angry. "Your satisfaction, how much do you know about carpentry! Dude, none more so than the requirements of the work of old George more strictly, including you."

George went on to say without mincing words to say, he solemnly recommend hundreds of satisfied customers. This all customers are pre pay. So, if you want to work for you is George, advance payment conditions. It is hard to believe that these be very careful in reckoning the lawyer to stand all agree this is extremely unreasonable demands. George is reliable and superior technology. With his unreasonable dealing, exactly still than hiring technology is not better than his carpentry more reasonable.

Of course, George didn't know he was in negotiations, he thought he was doing a fair thing right. In his working career began, there is a customer refused to pay him the money, then George is determined, he did not allow this to happen again. Because he is in a special period, has a very special skills, so it can use the leverage to overcome obstacles.

Clever use of leverage

Application of Du bar to their own advantage is a strong negotiation skills, like any powerful tool, must be used with care. If you use the leverage to achieve a favorable position for yourself, don't abuse your advantage. On the contrary, you must reach the goal in a comfortable atmosphere, with a friendly agreement, will be conducive to the opponent and your attitude, to negotiate.

For example, you negotiate a real estate price, you know the owner due to urgent, must sell it. Recently the inheritance tax is the new regulations. Many people had to sell the property to pay off taxes have. However, if such advantage is you make, use it, but don't abuse it, when the opponent feel humiliated, was playing, the negotiations will not have good results. Even if a deal, signed a contract, you heartless, not smooth may cause your opponent to come back to haunt you. Never underestimate your opponent, shame, even if you are an advantage. Be sure to attitude elegant, full of good intentions, sincerity, don't let your opponent in any transaction of a person responsible for all the consequences.

"This old house is really good, I really want to pay more money, because its value is more than this. But my budget in this only, cannot pay." The above statement is not better than following that much better? "Let's face it! You don't know how to deal with the waste. It collapsed, to fix and help it will need a batch of expensive machines and cost to work. Now you hear my offer. Take with you! "Of course, the first message is preferred. And the ways of dealing with different and don't spend a penny. As one wise person said the sentence: "receive rewards for one's virtuous deeds".

There are other things to watch for, although everything is negotiable, but not every negotiation will be the last solution. Drive sb too hard, may evoke the counter attack, remember don't do too much.

Despite the desperate seller may refuse to sell, the suspension of negotiations, if he felt the rival bid low too unreasonable, buyers of bad attitude, rude. Most lawyers are very practical, if they can out of court settlement problems, they usually take an out of court settlement way. But if the number of money involved worthy of their action, they will carry the legal documents and the summons and check evidence of both parties at court.

A collection of arrears lawyer, his goal is to let the debtor to repay part of the money. He knew the collection through the court to help, but the program is very slow. And in some cases even if the court after the verdict, must also find the seizure, seizure of assets. So he (she) of payment items, are very friendly. He knew that if he will enable each customer to pay some money, even in small numbers, it is good for him. However, this does not mean, he will not pester not clients, after some efforts, when the person is not cooperate, there is no use to. The breakdown of negotiations at this time, then came the summons. This is a natural. Dunning lawyers also is a person, if he felt by the customer bad attitude, outraging offense, he will take stern measures to resort to the law. Be sure to keep to the rational to ease the aim. Don't do.

Eighteen, the "push and push - pull" technique

□ "push and push and pull" theory

This negotiation skills, and it is a specific skill, let's say it should comply with the principle of.

Sophisticated fisherman knows how to fishing. To throw a fishing rod, fish bait, let the fish with hook to escape, a buffer time, add more pressure, the fish catch up. Negotiation novice too, must learn the successful negotiation of the pace is always "push - push - pull", is not hard in a threatening manner.

Hard, hard, no accommodation, with the momentum of the pressure negotiations would not be effective, because it ignores the opponent's position, in a dictatorship and prisoner of war camp without negotiation at all, only the authority and must yield to the authority of the people. But in the negotiation stage, always have the two party, the negotiation process and results to contribute, it illustrates the importance of "push and push and pull" theory. Because through this program, you can get benefits, while maintaining a relationship of mutual respect and your opponent.

□ "push - push - pull" practice theory

"Push push - pull" theory gives talks angry, strength, because it avoids meeting lopsided happens. In the negotiations, you have to take the opponent, they must be shed, even if there is a formal, polite, for example, in a recent conference, two lawyers to dispute some commercial lease terms, at issue is the tenant must pay taxes and utilities that clause. The lawyer must landlords device support a more effective new boiler, and an important part of building additional insulation, so that tenants can control costs.

The lawyer pointed out very clearly, it is a buyer's market. If the landlord several features do not compromise, his workers would pull out of the deal. The landlord tenant law that lawyers are telling the truth, at a time when the market is not conducive to the seller, so he advised the client to do the necessary focus on improving the best. But the thought that the house didn't bring him good luck, these twelve months can not rent out, is not willing to invest the money in this lousy buildings. The two lawyers together, to discuss solutions to. After the lawyer client discuss the landlord, the tenant advice: still insist on the new boiler and insulation, but the tenant to pay the improvement of project funds, but must be paid monthly rent on schedule by deduction, until all the money recovered all the improvement project. This suggests that the landlord is satisfied, then a transaction.

The reasons for the success of the landlord is a lawyer for the client to use "push and push - pull" strategy. He insisted on his demand, tough tactics, and then how to fulfill the requirements of moderate tone. He pushed and pushed, but, in pushing too far, lighten the compressed air and tough tone, and then to make him satisfactory trading conditions put him in one fell swoop up. Of course, this "push - push - pull" strategy also can be turned into "pull pull - push" strategy. Sometimes the situation dictates, must use the opposite strategy, the different approaches but equally satisfactory results and wonderful. Vice president of one of our understanding of the Department recently to absorb a be overweeningly ambitious, motivated sales manager, to improve performance, he did not take this great event, and talents to the plane, the venue located in an expensive hotel, give the VIP reception and hospitality. He ran out of mind, let them eat enough sweetness, just to catch big fish bait. But the deputy president after another brilliant idea in, when he felt his goals have been complacent, confident in its negotiation situation, he immediately questioned the same position with another business critical success. He let his goal really know this interview. Then the fish bait, which eat the sweetness of the personnel not to do too much to consider notes of the contract, as sales manager.

Other planes and successful negotiations, the "push and push and pull" theory is the most important aspect, you are aware of your needs and you have to give up things. If the cover up their demand could accelerate the target words, that quickly hide!

Know your priorities

Let us suppose that you and your boss in negotiation redefine your role in the company, if your boss and the vast majority of people, he would naturally think that this means you want a raise. Perhaps so, but you may also be a visionary, you want to adjust your position to make it with your future prospects in harmony. In your example, let us assume that this means that the places of historic interest and scenic beauty to concentrate more time, energy in your sales machine technology, less time looking for, the reception of new clients. You know in the short term, your business will lose some. But this change is necessary, because you think the market will change, so that the current machine obsolete. The real goal is to negotiate for you to adjust your duty priorities, and you also have some bargaining position, that you have not had a year salary. So you decided to stick to your salary requirements, "push push" stage, then vacillating, put your true goals -- to adjust the position instead of a pay raise. If you correctly assessed your boss's goal is to keep the total wages of not more than seven percent last year, you may gain a complete victory in the talks -- get a raise, and enough time to do what you believe is great work.

When water flows, a channel is formed

The negotiations must take the "push and push - pull" skills and negotiation trait be made one. It must be a part of you, just like the head, a smile is like a part of you. It is like the tennis forehand, is part of the game's core. Practice the "push and push - pull" skills and negotiation trait be made one. It must be a part of you. Practice push push - pull technique, finally you can feel successful rhythm throughout the negotiation process, which is to take and give, mutual cooperation, compromise rhythm, show you have gradually become market important negotiation expert.

"Improved push and push - pull" skill is learning immediately recognized transaction with you less important part, to beautify, then put it as a gold to your opponent. One of our friends is a shrewd old lawyer, he was a gift to the opponent to complete the transaction, in the gift you send, originally sooner or later must discount sale. He was selling his summer cottage, by mutual concessions of principle, he is close to the transaction completed. He insisted on his price, and the buyer couple repeatedly hesitated, just find objections. Our friends to temporarily withdraw from the negotiations, please young buyers to help him get his canoe into the river water, and then ask the young man with his wife on a tour, the couple private talks. The couple went back, before they open, our lawyer friend announced that he would take the canoe to them, because they seem like a canoe.

After such a fierce for a supply of sth., the inexperienced young couple suddenly tasted the sweetness, finally the fish hook. The canoe is a beautiful thing, if the couple went to the store to buy, it will cost a lot of money, our lawyer friend knows, the canoe to themselves than he should be much more valuable. First of all, use the canoe is weak in market prices. Advertising and attract potential buyers is a chore in the newspaper. The canoe to the couple, but sooner or later he will be sold to them.

However, for this to expect to enjoy the summer villa in the countryside couple canoes, this represents a pen they could be saved, and does not need to spend a lot of money. The results, the transaction has been completed. Negotiations between the two sides left, is the winner -- or they think of themselves as winners.

□ use "push and push - pull" skills to negotiate an important sales

Ed James was an aggressive printing machine sales, he has been in this company for two years first salesman, he does go to all lengths, and capable. His skills and customer on customer demand is the most important, and that is in the competitive market, the reason to beat the competition. Ed ready to many papers, charts, statistics, to prove his machine quality and reliability, are far more than other competing brands, but he also pointed out that his company has a vast market. The market is particularly important, because the machine market bigger, better, more sales company has be trained with regularity of the technicians, to buy this machine companies access to technology to help increasing the chance of.

Advantages of ED relentlessly about the machine, so that customers can not breathe. But the first stage it is only his sales strategy. The end is not in the sales strategy of "push push" stage , but in the pull phase. He asked the customer what make them hesitate to order? The answer is the most money problems. Customer account if he want to hire the more expensive machines, he must be in the business increases. Edward replied: "because of the characteristics and convenience of the new machine, it can be good for business." He eased out the final blow, then left push direction.

"These machines must be as early as four months of orders. Unless you order, otherwise you when the season will not receive machine. I told you how I will deal. Now unto my order, at least let me put you on the order list. If you change your mind, I promise I will return your down payment, even if the machine has been sent to you also count, you can still take it back, don't cost you a penny, and if you decide to it, then you are most in need of it, and it will play the biggest effect."

Let us analyze what happened. The customer has been pressure advantages, consider a modern machines. In most situations, the customer aware of these advantages, you really don't need to tell them. But because the printing business technology constantly new. The performance of the machine and will soon become obsolete, to be eliminated, it is another matter. This customer is critically considered in hard, while machine advantages and repeatedly to his fatigue bombing: "I really want the machine, the problem is too expensive, who can afford to pay!" so when Ed provides no obligation to order, for many customers, is unable to resist. He knew very few customers will go to send in the machine. The machine then returned. His sales record confirmed his insight.

Nineteen, turn the tide

Although optimism is important, but the success of the negotiations must learn to face the reality. Not every negotiation has a successful ending. Sometimes things will not ring true, the best method for frustration at this time is that many of those failed negotiations is actually trying to help you.

The win - lost

Indeed, the negotiations, you can win the game. Enterprising people after the boss refused to pay, he left on his own, have become big business success, such examples emerge in an endless stream. If all went well, then they will not set up a separate kitchen thrust. Similarly, any progress a lot of business is no transactions, because of the congenital deficiency, in most cases, these stressful transactions do not match, like marriage, the best exit.

If something is wrong, you will feel a sudden, this method is not scientific, but in the absence of a more useful way, is good. If you have something wrong, then don't continue negotiations. Draw the line, no more divide half a step, take half a loaf of bread -- sometimes does not accept -- often than to make you uncomfortable trading as well.

One example we heard it with. Someone who wants to have a career. He found a willing seller selling industry and retired. The two meeting, to discuss business matters. The buyer is friendly; he is very experienced in business, by talking with him, the feeling is very comfortable. Buyers to offer seems okay, raised no objection. They met several times, each time buyers pay for lunch or dinner costs. The seller feeling good. He knew the buyer to become familiar with the industry, he pointed out that his company to the buyer the good and reliable positioning, customer loyalty. But before the agreement, the buyer is completely destroyed the negotiating results.

He agrees that the seller's offer, but he didn't agree to pay any cash down the contract, he will be paid a higher amount of promissory note. In fact, in this way, he was earning money to pay the seller with business. These conditions make the seller to buyer, but the argument persuasive. This cash and what good for him? But, pay in cash, must be brought to the price reduction, and lead to unhealthy, fierce for a supply of sth.. No, no doubt, he is willing to accept the deal, go to all lengths to develop this business, but do not pay in cash.

The seller is discouraged. He expected to have quick and easy transaction, he retired psychology, leisure in the south coastal area. He was very disappointed, because he knows he can't depend on not to pay cash for the contract. He called the buyer, tell him, as he so experienced people to take over the business, is good for him. He shows that, even if the buyer is an honest man, he could not convince myself to accept such sell industrial arrangement, only monthly legal commitment payment of promissory note. He asked each other to pay a small part of the cash, said a good credit. The seller said: " I put my avocation for you, I can't expect you to give me the reward?" but the buyer is not willing to yield, he said this is his way of doing business. The seller sighed, hung up the phone, he knew he must find a buyer. Later, he found that his intuition is correct, the benefit of. The buyer will be the same success in promissory notes monthly payment, but less than a year because of mismanagement had returned.

So, although the seller had to withdraw from the negotiations, in fact his approach to his own is very favorable. He stand. While providing a buyer for every possible case, the buyer may do or responsible sincere commitment on money, even the symbolic payment refused. The possible buyer refused to give symbolic in cash, in fact, he has been told to sell root this he is unwilling to make any commitment -- in addition to his verbal. This behavior allows buyers to sellers feel lack of sincerity, oral commitment to fundamental lack of security, not worth the risk.

Don't make yourself into a false

This story points is, you don't be afraid to withdraw from the negotiations, you should not sacrifice to intend their own, do not make negotiation become come fill the cup, to become their own bear the cross, not just to win at all costs. If you do so, your fate will be a heart attack, high blood pressure and heart. But if not be in a calm mood to talk to me, your negotiating efficiency will be greatly reduced.

The fact is that many transactions can not be traded. In fact, most transactions are so. This selection process is a part of the business, while the patient is indeed worth cultivating virtue.

Don't lose as negotiations for the setbacks or failure. You can often win because of failure, and in any case with chagrin and lost balance not only to you any good, but it may hurt you. In all your business trade, establish commercial moral praise is very important. We reaffirm the view of the important. We in this book once said, had been acting, in the vast majority of the conference will inevitably make an empty show of strength. In order to achieve the goal, you and your opponent not much "performance", but you must know when is the acting work time, when it is not acting.

Sometimes you have to be in the negotiations slightly backwards, although you want to sprint forward. Perhaps you don't really have what you want assets, or you provide is you can't cash. These temptations whenever and wherever possible will let you in a dilemma. Don't be tempted. "Too Big for Her Skin hero", make promises easily but seldom keep them, say too much, too little, boasting, speculate on the stock market is the image of rigid role most often satirical television comedy show on the situation. The comedy made the right notes to exaggeration, fiction: once you kick into the dangerous condition, no way to face, in order not to expose the diorama, you've been in the other foot, one thing after another to brag, fiction, and suddenly you feel cornered, far from your real goals, layer upon layer the gap, Fan Li, are you not caused by. Remember, once you lose your credit, so credit will not regain.

Salinger (J.D.Salingeer)'s novel "the catcher in the Rye" (Catch in the Rye), on the movie great influence on human life...... Although most people are not aware of its influence, this situation has not changed, it seems this is obvious, but to analyze your feelings is useful -- especially the illogical feelings. All the people will always have the imagination of Watt Miti. When we were young, we dreamed he was a football star and famous people; when we are older, we tend to imagine themselves as experts in other fields.

If we go into business, inevitably we may imagine a smart people really. We use the calm mind, one's ability and cleverness, can be in any business at random. Is not this kind of smart people do not exist -- perhaps really. But as the new writer began to learn writing is often advise not to imitate Shakespeare, so negotiations novice should not somebody tried to imitate the world using the power resources of do as one pleases influential man -- especially the screen depicts the designing: like Paul Newman flow, its role as all-powerful big characters are well paid playwright nausea as. You won't have this advantage, so do not act recklessly. So you can be misinterpreted and exaggerated facts, evidence for their own views. Anyway, have to restrain yourself, avoid to say false words. In the next round of negotiations, if you don't need to remember in exaggerated, at a disadvantage when said false words, you will be stronger, faster.

□ half a loaf of bread principle

Theodore kier, union mediator, in a major newspapers in New York city about the strike recently to discuss. He told reporters that "we have solved most; most problems: the problem is, now some small problems become big problems. That's the way it is. Once you reach an agreement, the negotiations will move on to another topic. To make concessions on some particularly sensitive point, sometimes is a wise. The good atmosphere in this way you can use the sensitive point of view to reach an agreement, attained full success in the negotiations. Of course these concessions must be you can give up, tolerance. Often you can get from half a loaf of bread on the bread is more nutritious.

To keep your balance

The American philosophy is the philosophy. Perhaps we put on the sports field at the idea too extended to the market. In fact, the best way to win the image was not negotiate. The reason is a winner means a loser. This will completely distorted the whole purpose of negotiation. This is the motivation to win everything, so many negotiators are reluctant to give up any point, unwilling to accept their weaknesses. However, some care is a key to success. A betting veterans never bet on all nine horse. He knows that there is only the winning horse two three, he also only bet on the horses in the hope of winning horse, he knew, if he had nine horses money, is likely to lose most of the bet, so he stuck to his plan, position. Similarly, you must learn, sometimes win can be defined as a waiver or withdraw from the outside.

Spend some effort and time to find out whether there are reluctant to give up the trait. This trait is dangerous, because if this trait is not impeded any excessive development, will cause you to put your business too serious, too personal. When this happens, you're in danger, because you're likely to be angry or think you can't live without, or trying to play God control all roles, these are dangerous signal, and you must re adjust your opinion, conform to the real business world. The fact is that you do in the transaction of any loss of your credit or moral, is not good for you. And why would you do damage the credit business, are not important to you from customers. They will consider, success is important to you, or have you had an unhappy childhood, or you have to your mother or father or the child that what. They just remember, you do too much, that you can't keep promise. This means the end of valuable business relationship between you.

Let us again, when to give up or give up, admit their own shortcomings, but can from the disadvantage and win.

I do not know to give up their weakness to examples of

Example: a case of a salesman, a company representative and need temporary help company contract and assistance. He signed a contract with a company, the company needs a large amount of text processing operations personnel to help. Cisema has many typing skills of employees, some are college students. He knew that they did not really meet the conditions. But the contract well paid, he could not resist the temptation of exaggerating the facts. He informed the company's personnel department as soon as possible to train the typist he immediately to the typist, sent to the Signing company customer machine. Keith is dependent on the staff and the Signing company management personnel to establish good relationship. He knew he had selected personnel have the basic skills, appearance, personality is very attractive. He was convinced that they can master the other machines in a not long time, but he will also have a generous commission income.

However, things didn't go so smoothly. Signing customers enjoy the deployment of staff work hard, for the fact that sincere, but they exaggerate, the salesman's error description was not understanding, they complain "if we need to trainees, why do we find your help?" Keith made this mistake, loses two city, not only to send word processing operator to the full be dismissed, but the original Cisema get member legitimacy are replaced in the company. The purchasing agent is a man of principle, he would not and does not recognize the shortcomings of their own people to do business.

Example two: Ben Hawke is selling his fiberglass yacht, he sales time is the off-season, so he knew that do not sell the best price. But his children grow up and move out, he does not want to have a boat he must separate operation.

When the market is conducive to the buyer. The first two weeks, also do not have even a buyer. Finally, a shrewd old man on the boat, observation of the ship, he didn't seem to react to what class yacht characteristic points out, and as he listened to the sound of the engine, is not to regard it as right look on his face. Then he paid only half the class bid. "Yes, I know I offer is a little low, but will be in the winter, the ship repair fee will spend a sum of money. Of course you can maintain the original price to sell it in spring; the selling price may be a little higher." This old man's psychological warfare really works. Class buyer may only afraid of losing him, even absurd to accept this price. In fact if he insists on his position, more favorable. If he is to calculate the winter repair costs, to do a good price and the spring can be sold to the comparison, may know the repair cost is not worth mentioning. But he was impatient, results to pay the price. His negotiating an agreement right, but he is a loser.

Examples of failures to win

Harry Amis is a small printing plant is located in the Financial District of a city person in charge. He was a supervisor, but also increase the turnover of fixed time out. One day he in a local restaurant for lunch, people with a nice chat. He told Harry, he is a large company with authorized purchasing agents, he purchased a large number of company form. Harry asked whether he can also participate in the bidding to vote. His "new friends" to call him, says he loves his bid, Harry would like to contract some business, he is happy to dance with joy. But when his new friend mentioned only on condition that he would not like Harry valuation as shown in a single payment in thirty days. He is always ninety days paid printing money, but he must keep this payment terms. He reminds Harry, he's a credit to large customers, and then hang up the phone.

He is stuck in a dilemma. This business will make him the whole business increased by forty percent. This can make sales promotion. He can buy more modern equipment, hire more members. But he carefully studied the accounts, that he couldn't expand credit was given to each other's grace period -- in fact may not only delay for ninety days, the bill will always deferred payment of the amount of customer, even a start for ninety days. Finally, Harry called his friend, tell him I'm sorry, he is not to give each other so long grace period. His bid may be a bit lower, less money each other a little, but in thirty days, the payment must be paid.

The results, Harry proved to be intelligent. The purchasing agent is an old fox, knew that such small printing Harry has often have bankrupt. The more he delayed payment time, more may not be payment, if the other party broke, he used the same tactics and three or four other small printing business. Because of Harry's honest willing to willing to give up can not do business, pulling out of the negotiations, Harry to avoid a possible serious losses.

Twenty, attitude

We talked about the negotiations the importance of clear communication. In fact, the negotiations at the highest level, is a high view of communication, the success of the negotiations is also a good communication, clarify points to a rival, seems to have been an indisputable fact.

So, whether you are how personality, or how to use tactical ability, your success depends on your opponent can make clear about your opinion.

The best way to make sure they know your opinion, is prudent, careful, a point, a point to discuss, not at the same time and too many topics.

Describe the best analogy technique, is the negotiation likened to enjoy the delicious steak dinner. Method to obtain the maximum enjoyment from steak and maximum benefits is: one, the steak cut into manageable pieces; two, chew these small; three, to devour; four, digestion. If your negotiation also uses four steps, you will walk on the road to success.

It is not difficult to understand. Views of the communication was not easy, clear is not formed naturally, by creating chaos in order is your job. The best way to achieve this goal is itemized. If you look around, you will learn the most effective advertising is not the most clever advertising, but the most concise advertising. The most successful writer using the most simple words. Concise argument does not mean that you are very simple. It does mean you to that argument going on in the heart, and can effectively express. There is no clear concept of the people of their own needs, it is equivalent to that couldn't get the beefsteak to chew on fine people. The steak cut into block these people too much, and finally had to pack japonica in the throat.

Concise strengths

Don't be afraid to take prisoners. Experts in all walks of life to the simple article will have a feeling of boredom. Yes, many groups of documents, work is full of technical terms and jargon. But this is not the readers want. Do not like to do things exactly easier. With a vague statement or expression of ideas, rather than spending the efforts to properly express the idea of easy. But as long as you are willing to spend time and effort, to express ideas clearly, your audience will appreciate.

So the first step is to put the small units of your discussion into understandable, and then began to chew these small units of data and your opponent.

The next step is to get your opponent to swallow and digest, but we doubt your opponent may not do so. To mention the points you just communication. As our friends to have four stomach of cattle, determine the cud have complete digestion. Don't be afraid due to return to the main argument is a bit repetitive. This is the effective method, and will not be sick. In fact, research report, the vast majority of people like to use what they have just learned information.

If I think of myself as is the supply of meals in the chef, or orchestra. Composers. Points are introduced one by one, one by one to remove, goal, to become experts in conversation skills. Don't think this is very simple. Even if born with persuasive person, is also very difficult to do what they do is analyzed into several parts. In fact, many experts do not know at the time of a skill how to put their skills to others. However, do not understand the wrong, this technique still can be learned, but like a sunrise or a bird in flight, can be analyzed, research.

The simple example of the negotiation

We recently recorded a negotiating session, participants for outstanding negotiator, the venue is a shrewd lawyer office. The lawyer representing a large customers to deal with real estate, and is working with a well-known real estate agent negotiation. The real estate agent for developing company "aggregation" large piece of real estate. "Land together" is a complex skill, need to have the ability to take charge as chief of caution and negotiations. Outstanding "land to gather" is not much, he is one of the most prominent among them. The object of their talk is a house located in the rapid growth of the urban house, and the house owner is the lawyer's client. The location of the house value is far greater than the value of living, in fact, as early as can be sold. However, "a couple of brother and sister lived there for many years, refuses to sell. Their persistence finally paid, the house is now a monthly rent, rent to tenants, until the owner to decide what to do with the house.

In order to facilitate the understanding, analysis, let us assume that the fair market value of a house is $two hundred and fifty thousand. But from a real estate agent to begin negotiations.  "Hello, Mr. Y, I'm glad to see you. As I said in the phone, my client on the * * * very interested. (* * * is the house is discussed in terms of address) I want to personally visit, to discuss with you."

"Very good, Mr. Y. Perhaps you already know, my client is in possession of the house, so anything I received the offer, they must be written submission, and then determined by their . This house is a valuable real estate to the appropriate people."

"Yes, my client also think so. But of course, he was only interested in the land, not a house."

That is natural. However, I have received many telephone buy title to, and because of my client to know everything, last week I had rejected a buyer to price, because price not to talk.

"Mr. X, you know, bid was not to be placed in the Museum of things, things change quickly , you and I both know, timing is very important, if not the principal find this house is interested in you, my precious time I also not occupy."

You'd better believe it. Mr. Y, yes, may I ask who is your client? "He picked up a pen, be poker-faced.

"Mr. X, naturally, my client is currently rather behind." (he said these words, keep a straight face. ) "he felt now that he is well known for his people, * * * are interested, are bargaining intelligence is no good for him."

I see. Then, let us go, how much is your bid?"

Two people originally stood. At the moment, real estate brokers stand straight body, began to rival, as in submission of the crown. "On behalf of my client, bid $one hundred and seventy-five thousand, cash transactions. The bid validity period of ten days, ten days is enough for you and your client discussions." With these words, the broker to stand in front of a lawyer, looked down at the bar, clearly put pressure on lawyers, to his take on action beneficial agent.

"Ha! Ha! $one hundred and seventy-five thousand. Well, since you say, Mr. Y, I will put your bid to my client. But I can tell you, last week they rejected a more offer."

The broker said: "I said, time is always considered. (back when he mentioned argument) furthermore, the offer is from a cheque credit is excellent, all banks, the board of directors will meet people payable at sight against. But will this reputable check to your people on your side."

"Mr. Y, I said that I would put your bid for my client to understand. Trouble if you can offer in writing, in order to present."

"I'm sorry, sir, I can't do that!"

"Why? Don't you offer is not enough?" asked the lawyer with a sarcastic tone.

"My offer is very sincere. But I often leave a written quotation and the victims of non shallow. Once your client had quotations, they will take it as my rival press tool. I'm sorry, Mr. X. But you can trust me and my reputation. I'm not against my wish, wrote a written quotation."

You will notice that the negotiations, clear clear. Although the meeting, the offer was too low and no results. From the talks after, you might think that this buyer -- agent principal -- agent I is. However, observation of two seasoned rivals test each other, talks in a friendly, humorous dialogue, although each other very well each other play tricks, is very valuable. Indeed this negotiation is not no chance of success. If the real estate tax is about to expire, or the owner need money to pay legal fees and other expenses of words, then, Mr Y will probably buy a cheap goods for yourself.

The negotiation is actually opinion communication. You are not to give each other negotiations impressive (though no injuries). You talk to express your opinion, even though Mr Y did not buy a house, he was still very clearly expressed his feelings about the house.