Negotiation Skills In Business

Timely counterattack

The success of counter attack depends on whether the time to fight is accurately controlled.

Counterattack can only be used when the other side is using "terror tactics" to threaten you, so it can also be said to be a defensive war to retreat.

Tom's successful example is enough to show that the counterattack is what we call "borrowing power to make force", that is, using the power of the other side, plus our own strength, to play the "multiplying effect" and succeed at one stroke.

Second, we should pay attention to the fact that if the opponent does not think you are a man of words and deeds, the effect will be great if you use the counterattack method.

Negotiations usually involve more than one person, especially those relating to public affairs.

In such a "one to many" or "many to many" negotiations, the most suitable one is "attack the fortress".

When negotiating more than one opponent, it is only one of them who actually has the final say.

In this regard, we call this person the "leader of the other side". We call the remaining deputy party members "the other team members".

"Leader of the other side" is something we need to pay special attention to in negotiations, but we should not neglect the existence of the other team members.

At times of negotiation, no matter how hard you try, you can't convince the leader of the other party. In this case, you should shift your goal to attack the other team members, so that the other team members will understand your proposition and rely on them to influence the "leader of the other side".

The process may be more difficult than general negotiation, but no matter what you do, the most important thing is to be able to persist in perseverance and make persistent efforts to achieve the final success.

When you can't convince the leader of the other party, you need to find another way to attack the other party members.

This is just like the ancient times of attacking cities and lands. If you take the fortress outside the city first, you can go straight into it.

To capture the city, we must first take the fortress that has a protective effect on the city, so as to get into the unhuman environment.

Similarly, when we can not convince, we should change course and try to shake the position of "the other side's leader" through "the other team members".

When using "attack fortress" tactics, the key lies in "changing repeatedly."

Obviously, the "leader of the other side" has heard your opinion more than once, and now, if you want to take the same words again to lobby the "other team members", the "leader of the other side" is naturally not interested.

The same is true for the other team members. It is impossible for you to listen attentively to your fixed statements.

Therefore, although the purpose is the same, but in the process of repeated instructions, we must pay special attention to the changes, so as not to be counter productive.

What's more, it should be noted that even though you have seriously persuaded the other team members, it can not guarantee that the "team members" will convince you as much as you can convince the other leaders.

If the other team member refuses to do so, even if you do your best, you will attack the fortress.

"White face" and "black face"

Once, the legendary billionaire Hughes wanted to buy a lot of planes.

He plans to buy thirty-four units, and eleven of them will not be available.

At first, Hughes personally went out to negotiate with the aircraft manufacturer, but he couldn't talk much about it. At last, the millionaire became furious and walked away.

However, Hughes still did not give up, so he found an agent to help him negotiate.

Hughes told the agent that he would be satisfied if he could buy eleven of his favorite.

As a result of negotiations, the agent actually bought all thirty-four planes.

Hughes admired the ability of the agent very much and asked him how he did it.

The agent replied, "it's very simple. Every time I get into an impasse, I will ask them. Do you really want to talk to me? Or do you want to invite Hughes himself to come forward?"

To use the tactics of "white face" and "black face", there are two negotiators and two negotiators should not be allowed to attend the first round of negotiations together.

If two people attend together, if one of them leaves a bad impression on the other side, it will inevitably affect their perception of the other person, which is very unfavorable for the second round of negotiations.

The first negotiator to sing is "black face". His responsibility is to arouse the reaction of the opponent, "this person is not easy to provoke" and "the opponent who meets this kind of negotiation is really in a lifetime".

The second negotiators sang "white face", that is, playing the role of "angel of peace", which made the other party feel "relieved at last".

In this way, the two appear alternately until they reach the goal.