Chapter 42 Grasp the psychology and do it overnight

Persuading others is a psychological tactic to compete with the opponent. If you can't grasp the opponent's cards well, you will often get twice the result with half the effort.In many cases, if you can grasp the most easily moved part of the other party's heart, it is the key to successfully persuade others.A person who is good at persuading others must be a person who is good at reading other people's psychology and a person who is good at seizing opportunities. An American couple took their children to the cinema, but didn't buy a ticket because "our children are still young and don't need to buy a ticket." The ticket inspector smiled and said, "Look, your child is so tall, it's almost reaching your shoulders." , you should be happy to buy a ticket for him!" A smile appeared on the faces of the couple immediately. "Yeah, this kid grows up really fast." The mother said with a smile, and the father paid for the ticket.

The ticket inspector just hit the couple's wish that their child would grow up quickly, and said a nice word, which made the couple accept the ticket inspector's opinion and correct their mistakes. The Panama Canal was not originally built by the United States. At the end of the 19th century, a French company signed a contract with Colombia to build a canal connecting the Atlantic and Pacific Oceans in the province of Panama, Colombia.The chief engineer in charge of the canal project is the Frenchman Lesseps, who is famous for digging the Suez Canal. He thinks that this project is easy to do. However, the environment in Panama is very different from that of Suez. The progress of the project is very slow, and funds begin to be short. , so the company was in trouble.

As early as 1880, the United States wanted to open a canal connecting the two oceans.Because France signed the treaty with Colombia first, the United States regretted it very much. Under such circumstances, Brillo, the agent of the French company, visited the United States to sell the Panama Canal Company to the US government, asking for US$100 million.The United States has long coveted the Canal Company, and it is even more ecstatic to know that France intends to sell the company.However, the United States pretended to be a gesture. Roosevelt instructed the United States Channel and Canal Commission to submit a report to prove that opening a canal in Nicaragua saved money.The report states that the total cost of opening the canal in Nicaragua is less than $200 million.Although the direct cost of the Panama Canal is only more than 100 million, there is an additional fee to buy the French company. In this way, the total expenditure for opening the Panama Canal will reach more than 250 million US dollars.

Brillo was taken aback by the report.If the United States does not open the Panama Canal, wouldn't France not be able to get back a penny?So he immediately lobbied, showing that the French company was willing to cut the price, as long as it was $40 million.In this way, the United States saved $60 million. Roosevelt used the same tactic to pressure the Colombian government.He instructed Congress to pass a bill stipulating that if the United States could reach an agreement with the Colombian government within an appropriate period of time, it would choose Panama to open the canal; otherwise, the United States would choose Nicaragua.

As a result, Colombia couldn't sit still anymore. The ambassador to Washington immediately negotiated with US Secretary of State John Hay and signed a traitorous treaty, agreeing to lease to the United States a long-term canal zone with a width of 3 kilometers on each side of the strait for 1 million US dollars. The United States pays another 100,000 yuan in rent every year. During this process, the U.S. government has always grasped the opponent's psychological bottom line, used retreat as an advance to achieve public relations success, and achieved its own goals at an extremely low price.

No matter in negotiation or in daily life, you must accurately grasp the psychology of the other party, and only when you are persuading him can you talk about the "crucial point", arouse the sympathy and sense of bosom friend of the other party, and let the other party quickly accept your point of view.