Chapter 40 Explore the depth of his heart

A well-known negotiator in New York had a neighbor who was a doctor. The doctor's house was damaged due to a typhoon.The house was insured by the insurance company, and the doctor was going to claim a claim from the insurance company, so he asked this expert to help.The doctor called the insurance company, and a claims investigator from the insurance company soon came to his home.He first took the initiative to say hello to the negotiator: "Hello, sir, it's a great honor to meet you here." After hearing such a greeting, the negotiator immediately understood the other party's feelings, and he responded enthusiastically: "Hi, see you!" Glad to see you."

Then, the claim adjuster went straight to the point, "Sir, I know that negotiation experts like you are authoritative, but I'm afraid we can't pay too much for today's compensation. Excuse me, if I only want to pay you $100, What do you think? Don’t you think it’s too little?” Based on years of experience, coupled with the tone heard from the other party’s mouth, negotiators judge that this amount is by no means the psychological reserve price of the other party. The second time, even the third time, the fourth time.Moreover, the claim adjuster said as soon as he opened his mouth how much he could only pay. Obviously, he himself felt that the amount was too small, so he was embarrassed to speak, so he chose to remain silent.

Sure enough, the claim adjuster lost his temper, and he took the initiative to say: "Sorry, please don't mind my proposal just now, I will add a little more. How about $200?" The negotiator said: "No, I still can't accept your terms. , The amount is unbelievably small." So the other party said: "Well, how about I pay you $300?" The negotiator replied again: "Absolutely not." "Okay, then $400, this The numbers are already high." "I still can't accept it. Let's take a look at the damage to the house." In this way, the claimant increased the compensation again and again, and finally ended the negotiation with an astonishing compensation of 950 US dollars.

In the process of communication, it is very important to be able to gain insight into the psychology of the other party. Once you know the psychological bottom line of the other party, and then deal with it in the correct way, then the odds of winning are definitely on your side. Jack has worked in a company for 3 years, where he was appreciated by his superiors for his excellent adaptability.Once, the company sent him as a negotiator to negotiate a product cooperation contract with a large company. The negotiation was very difficult, and there were big differences between the two sides in terms of technology authorization and funding.On the last day of the scheduled negotiation period, Jack thought that what he had done had achieved a win-win goal. However, the negotiators of that company went further and further and repeatedly used their technical advantages to put pressure on Jack's side.

At this time, Jack knew that the other party was not dissatisfied with the conditions he offered earlier, but was striving for more benefits, and he must not give the other party another chance.He calmly said to the negotiator of the other party: "Our sincerity has been seen by your company. If your company thinks this business is not suitable, you can find another partner. As for whether the new partner can make a deal like ours Promise, I think everyone should be very clear." The negotiator of the other party still wanted to give Jack a shot: "Well, Mr. Yu, since this is the case, we don't need to talk any more, let's leave first."

Jack always had a smile on his face, without revealing any strangeness. When the negotiator of that company was about to pull the door to leave, he found that Jack had no intention of keeping him, but turned back and softened his tone: "Mr. Yu, I think we should Let’s talk again, after all, it’s not the first time we’ve cooperated.” As one can imagine, Jack has seen the other party’s bottom line, so he won a big deal for the company by keeping the same and adapting to all changes. A shrewd negotiator will use all means to figure out the real intention of the other party. Once he has figured out the cards, he will have the initiative in the negotiation. At this time, how to win is a matter of skill.

See through the other party's mind and see through the other party's bottom line, so that you can take the initiative in persuasion.