What are the three elements to break the deadlock in business negotiations?

0 1, opening song:

I believed in breaking the ice from the beginning; 2 bottoming out and understanding the location; (3) Value transfer and attraction are in place.

02. Consultation:

(1) Bargaining to lock in interests; (2) affecting the decision-making intention; ③ Break through the deadlock and lock the rhythm.

03. Sign the contract:

(1) meet the subject conditions; ② Meet the performance conditions; (3) meet the statutory conditions.

Conclusion: Negotiation is the fastest way for me or an organization to spend money or make money.

Special instructions:

0 1, opening song:

First, break the ice at the beginning, and trust is in place: first, we must grasp three elements: grasp the interests, dispel concerns, and create an atmosphere; Second, we should grasp six similarities, namely, empathy, language similarity, interest similarity, empathy, way similarity and industry similarity.

Attach importance to the first feeling, that is, non-verbal knowledge also feels the same way; Accurately cut into the topics of interest to each other, so as to achieve the same language and knowledge; Considering each other's interests, this is called * * * bosom friend's position; Looking for a personality * * * sound, called personality * * * sound concentric; Have the same idea called value * * * to know the same thing; An action with * * * is called equivalence.

2 Understand the place at the bottom: understand each other's real thoughts and needs. Find out the interests and motives behind it through superficial attitudes and positions.

Open-ended inquiry, relax vigilance; Selective inquiry, determine the focus; Close the query and lock the results.

Ask all, ask deep, and ask thoroughly. Therefore, the problem design is critical, and the series connection of problems should be clever.

③ Value transfer attracts in place: The purpose of value transfer is to attract the other party to choose cooperation and lay the foundation for signing the contract. There are two kinds of value transfer: positive value transfer and negative value transfer.

The first step: value locking. A scene is fascinating; B is unique and irreplaceable; C. matching interests to satisfy each other; D practical examples. The second step: value replacement. Change direction; B change the focus; C change the time; Change the channel. The third step: value recognition. Local value recognition; B value curing.

02. Consultation:

(1) Bargaining to lock in benefits: Make clear the trading expectation and price expectation, and use the strategic route to bargain.

Step 1: ask; Step 2: Compare prices; Step 3: Quote; The fourth step: bargaining;

Inquiry is divided into competitive inquiry, analytical inquiry, seductive inquiry and locking inquiry.

Price comparison is divided into historical price comparison, competitive price comparison, budget price comparison, cost price comparison, cost price comparison and tentative price comparison.

Quotation conditions: a. recognition of value transfer; B the price comparison model is basically the same; The price difference is reasonable.

Three-dimensional positioning: A cost positioning quotation, B competitive quotation and C psychological quotation.

Quotation methods include fixed, selective, range, discount price and split price.

(2) Affecting the decision-making intention: If the price expectation of the other party cannot be changed, the trading expectation of the other party will be changed.

A change the decision-making weight; B change the decision-making weight; C. increase decision-making factors; D. change the decision-making authority; Change the way you make decisions.

Sifang city has transaction expectations above and price expectations below; The left valuable evaluation is consistent, and the right risky evaluation is consistent; There is a closed negotiation framework, leaving no blank as the content.

③ Break through deadlock and lock the rhythm: analyze and judge whether it is a true deadlock or a false deadlock.

A once there is a deadlock, put yourself in another's shoes; B. open-ended questions to judge the real decision of the other party; C. ask the details of specific actions and do it with hypothetical questions.

Unexpectedly, the real deadlock: high-level route, alternative plan, bait test, showing strength with weakness;

Pre-judgment, false deadlock: change the topic, change the scene, give preferential conditions, reverse shelve;

Deadlock that can't judge whether it's true or not: imaginary promotion, inquiring about trading conditions, vague commitment, repeated tracking, temptation of light chip exchange, temptation of heavy chip exchange.

03. conclude a contract.

(1) meet the subject conditions; ② Meet the performance conditions; (3) meet the statutory conditions.