The strategy of throwing bricks in negotiation

[China Glass Network] The theoretical research of business negotiation originated from Western countries. The market economy of Western countries is relatively mature, and formed a set of market economy operation system, and business negotiation is a better deal to promote the prosperity and development of market economy. . Since the author studied business negotiations, he found that the strategic skills in business negotiation are similar to those of China's military law. The strategic techniques used can find corresponding strategies in the 36th law of the military law. Whether it is speech or content, it can be said to cooperate. One-to-one correspondence. Many of the articles on business negotiation published by the author are also the names of the strategies used in the 36th. This article is about the business negotiation strategy of throwing bricks and jade.

1. Why do you want to throw bricks and attract jade?

Throw the bricks and attract white jade. The metaphor uses superficial and immature opinions to lead to high-minded and mature opinions. In business negotiations, the extension is to change from small to small, and use small profits to attract each other, thus winning the other party's larger concessions. In the art of war, the interpretation of jade and jade, the method of attracting enemies is very much, and the more beautiful method is not between doubts, but in the same kind, to make it confusing. It is suspected that the enemy is attracted by the golden flag of the gongs and flags; Such as: Chu Fu twisted, the military's south gate, Qu Wei: "Twist small and light, light is widowed, please do not pick the entrants to lure." From this, twisting people profit. Tomorrow, the stalker rushed out and drove the Chu to migrate in the mountains. The Chu people sat on the north gate, and under the Fuzhu Mountain, they were defeated and returned for the alliance under the city.

When negotiating between the two parties, it is also a method of exchange. We can divide our needs into three categories according to the degree of demand: Must, we can do it (Want), we can send out the relationship (Give), and the other party can be divided into three categories according to their needs. At the negotiating table, because the needs of everyone are often different, these three types of needs can be exchanged in the negotiations. For example, we insist that the contract amount must be 1 million, and the contract amount that the other party can accept is 1.2 million. Obviously, Higher than our needs. If we don't understand this information, when we raise the transaction amount of 1.2 million, we will definitely think that the other party does not agree with this amount, which may be depressed. Who knows that the other party will not feel too high. After both parties may go through bargaining, 1.1 million transactions will be made. . I can think of it, the brick that we throw out is “amount of 1.2 million”, which attracts a piece of jade “amount of 1.1 million”, which is far greater than our bottom line of 1 million. This is a successful case of throwing bricks.

At the negotiating table, because the interests of the two sides are different and the needs are different, we think it is "brick". The other side thinks it is "jade". We think it is "jade" and the other side thinks it is "brick". Possibility, there is the possibility of throwing bricks and jade.

2, how to throw bricks to attract jade

At the negotiating table, how to throw out the "bricks" we think and get the "jade" we want, we need to constantly try, because you can't understand what the other party's needs are, how strong the demand is, and the other party can't understand you. The demand and intensity can only be inferred by the "test ball".

(1) If I agree, what can you do for me?

In the negotiation, you can't easily make concessions. Every concession needs to be exchanged with the negotiating opponent. Every concession requires the other party to pay back. When you are not sure what the other party's return is, you can use this question to test each other.

“Manager Wang, if we agree to shorten the payment time to a one-month payment, what can you do for us?”

"Mr. Feng, if we agree that the price will drop by 2 points, what can you do for me?"

Joining you is a gift company. A large company has ordered a batch of gifts from you, mainly for the payment of employee benefits at the end of the year. The contract is signed: 30 days to 30 days, 45 days to 45 days. Goods on the door, these products your purchase cycle is 10 days to the warehouse. However, just a few days later, the purchasing manager of the other party called: "Mr. Li, because some employees return home in advance, our company decided to issue the Spring Festival gifts in advance. Can you send gifts to our company within 15 days? "At this time, you may be surprised: because the warehouse is about to be put into storage, and it will be delivered early, you can invoice early, you can collect money early." If you can, you can't wait for the gift within 5 days to go directly to your library. At this moment, I think you should calm down and tell yourself: I can make concessions, but I must let the other party make a return. You can answer him: "So, I don't know if I can deliver the goods in advance. I need to talk to the company staff. But I want to ask, if I can deliver the goods in advance, what can you do for me? "You don't know what the other party will promise you, but you know that the other party will give in."

"If you can deliver in advance, I think I can pay 30% of the advance payment."

"If you can deliver the goods in advance, I think we can place another order for 100,000 yuan, because another branch company also needs Spring Festival gifts."

"If you can deliver the goods in advance, I think you can invoice immediately, I will guarantee payment within 10 days."

Your concession is just a "brick" in your opening, which can lead to the other party's "a piece of jade." But in the eyes of the other party, your concession is "a piece of jade", and his concession is "a brick." Because the two sides have different positions and different flexibility of work, they have a negotiating strategy.

(2) I think you can do better

The negotiating master is good at using the language of motivation to make the other party make concessions. Your boss may be one of the negotiating captains. He may not have been trained and educated in business negotiations, but his motivational language is a breeze to force you to give in.

When you handed a two-night battle plan to the boss, he just flipped it down and looked at it. Then he said to you: I don’t think this is the embodiment of your ability. You can Do it better. At this time, have you been carrying fifteen rabbits in your arms - seven up and down, nervous, uneasy. You quickly get the plan back and promise to the boss: "Leader, I will definitely improve." You have to fight for a few more nights, enrich the picture, add the form, make a presentation slide, and then I gave it to the leader, the leader expressed satisfaction, and a word can be exchanged for so much, I think you must be surprised.

"Mr. Chen, I think this price is definitely not your reserve price, and your price can be lower." (The price is already within my acceptance)

"Miss Song, a bottle of 30 yuan, if I buy 1000 bottles, what is the price?" (I can accept 30 yuan per bottle, a total of 30,000 offer.)

"General Liu, you have agreed to the order specifications requested by your company, then I think you can be higher in price." (The current price is acceptable to us)

The trick of arranging bricks and jade is to use "bricks" to lead out "jade", whether it is "brick" or "jade". It is only clear in the hearts of negotiating parties that you think it is "brick" and others think it is "jade". You think it is "Jade", others think it is "brick", this is the subtlety of negotiation exchange.

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