What are the useful skills in business negotiation?

A friend told me a story that a farmer sold a horse to a city resident at three times the current price. Someone asked him: How did that old horse earn so much money? The farmer replied, what I got was not its actual value, but the value of this horse in the heart of that city. The common negotiation method is that the so-called objective value is its value in the actual transaction. In fact, value exists in the eyes of the viewer. Whether buying or selling, the key to success lies in whether you can effectively influence the other party's understanding of the transaction value.

First, we should guard against arrogance and rashness in the negotiation process.

To strive for one's own interests to the maximum extent, we must dare to make demands on the other side, have enough patience to win the protracted war, and maintain a certain consistency of attitude.

Second, in the negotiation, we should pay attention to the sense of competition.

We should bravely question the opinions put forward by the other party, boldly express surprise at the satisfactory conditions of our department, and oppress the other party to reflect on their own opinions with expressions, thus providing the possibility for our own further requirements.

Third, the negotiation should first collect each other's information.

As the saying goes, know yourself and know yourself. Therefore, in order to avoid being ignorant of the other party's characteristics in the negotiation, we should make a detailed analysis of the other party's consistent personality characteristics and case characteristics, and launch targeted attacks and breakthroughs on the other party's disadvantages.

Know what you want

One of my clients owns a fast food restaurant. One of the most successful methods used by his employees is to ask customers: Do you want French fries to go with your order? More than 20% of customers will answer: Yes.

People often make impulsive buying decisions because they don't seriously consider whether they really need something or whether it is worth buying. In order to prevent impulse shopping, it is wise to list what you need before shopping. If you buy a car or a computer, you must list the specifications and models of the goods you need and stick to the plan.

Don't disclose the deadline of your activity.

In the next five days, the Japanese invited him to travel, have a long lunch and go to the show-the Japanese arranged everything except what my friend had to do when he came to Japan on business. Finally, on Friday morning, five hours before his plane took off, the negotiations between the two sides began.

My friend is under great pressure to make concessions. Only then did he understand the truth. Because the negotiations dragged on until the last minute, he faced a very unfavorable situation for himself. He had to break off the negotiation and go home.

Don't disclose the deadline of your activity unless it is in your interest. If the deadline has been set by others, see if it can be changed. If you have to negotiate within a limited time period, you should deliberately ignore and belittle the importance of the time period. Focus on the transaction itself.

Sixth, think about it.

At a seminar I held, a real estate agent told me about a transaction, which took her less than 15 minutes. A newly-married couple walked into a newly-built house for sale. At that time, the market was depressed, and the broker felt that he had to make concessions on price and some conditions.

Within 0/5 minutes of entering the house/kloc-,the couple asked about the starting price. The broker offered $654.38+850,000. She was about to add that buyers always bargain when two young men interrupted her. Wow! They replied, this is much lower than our expected price!

The broker stopped talking about lowering the price. She made only a little concession and the deal was closed.

Before you speak, be sure to ask what your opponent is thinking. In most cases, the party who speaks first is often impatient, and the information he leaks will make you make your counter-offer better. Let others take the first action. For example, if a buyer lacks the value of something, the seller can offer an ideal price and make a profit.

Seven, understand the market situation

When I was teaching at the University of California in Santa Cruz, a young man came to me. He will be interviewed by several high-tech companies in Southern California and the East Coast. I asked him which company to interview first, and he replied: Silicon Valley. I asked him why. Because I prefer to live there, he said. The young man thinks that since he prefers to work in Silicon Valley, he naturally goes there for an interview first. No, I told him to go to the east coast first to find out the highest treatment you can get, and then go back to California with this information.

I explained to him that if he went to the company he was most interested in for an interview first, he would lose a standard for judging good treatment. And try to get good treatment from companies on the East Coast, let him know the salary he can ask, and use it as a criterion for interviewing other companies.

Information is the most powerful asset of negotiators. If you have enough information, you will not be fooled. Knowing the advantages and disadvantages of your opponent's trading situation will make you a stronger negotiator.

Know when to walk away

For most of the 1980s, China Eastern Airlines held intense negotiations with the mechanic's union. Eventually, their negotiations broke down, which led to the bankruptcy of the company and the unemployment of employees.

This kind of rupture is usually avoidable. Negotiations usually come to a deadlock on one issue. If this happens, it can usually be solved by continuing to talk and finding many areas where agreement can be reached, and then returning to controversial issues.

However, sometimes the deadlock can't be broken for a while, and knowing your right to choose will improve your negotiation ability. Imagine that you are in a car dealership and ask yourself, if I don't buy this car, what will I choose? The result: go to another dealer, buy a different car and repair your old car. Once you find a better choice for yourself, the best deal you have ever considered.

Maybe it's not that perfect.

Nine, don't regret.

A businessman I know who came to consult has just issued a promissory note for his company at the usual price, and the price in the market has gone up a lot. If a businessman waits a few days before selling, he can make a lot of money for the company.

Is he depressed? No. In fact, when a reporter asked him if he was satisfied with this business, he said: Of course, this is a good business. I may have done better, but I may have done worse. I don't have to regret anything.

It's always clear afterwards. The only question you should care about is whether you have achieved your original goal. If the answer is yes, looking ahead, there will be other businesses, because life goes on.