Chapter 56 Negotiation requires strategy

For a negotiator, what he considers is to get what he wants with the consent of the other party. At this time, the use of negotiation skills is extremely important.Let's first look at an example of a failed negotiation, perhaps this is more illustrative. The contradiction between labor and capital has always existed in our country.Once, the labor and management of a certain steel company failed in the first round of negotiations, making the situation very bad.Then, as is often the case, one of the parties said, "We need more." This of course meant that the other party had to give more.As a result, neither side will easily agree to negotiated terms.The workers finally went on strike.In fact, even if the unions win, their compensation will be far less than the wages they lost during the strike.And for the company, they also suffered a lot because of the strike.For both parties, they are damaged.

In most cases, a failed negotiation will cause losses to both parties, but if certain negotiation strategies are used, a win-win effect can be achieved. For example, in the negotiation between labor and management, the factory promises to increase the salary and improve the working environment for the other party, while the workers promise to make better and better products and improve production efficiency, which brings benefits to the other party. . A staff member walks into the boss's office and says to the boss: "Working in such a working environment, I ask for a salary increase." The boss will probably get bored with this request and refuse the request.But if he says to the boss: "I hope to improve the working environment, so that I may have higher work efficiency." The boss will choose to raise his salary.

Negotiation strategy does play a very important role in the success of negotiations.During the negotiation process, the following negotiation strategies should be used: The person negotiating with you will never be your enemy-if so, you have no need to negotiate.Separate the other person from the issue you're talking about, or you won't be able to look at it rationally and objectively.Regardless of the facts, imagine that your opponent is a sane, polite, and reasonable person, and that you are agreeing on mutual interests, not competing for them.You are negotiating, not arguing. Focus on the matter, not on your personal feelings and emotions.Don't take things for granted, you should see the actual situation, because those subjective things often affect or even determine a person's view on something.

You are dealing with differences, so you need to keep an open mind and not be trapped by prejudices and mindsets.As far as the matter itself is concerned, use the correct method to think about it, instead of judging or solving this matter in the past, you still have to do that now.Every thing will have its particularity-although there are many commonalities, the key is that you don't know which characteristic determines the nature of this matter. Therefore, you'd better be realistic and think about the solution from the discussed matter itself. During the negotiation process, many people worry that their views are not well understood by the other party.If you can let the other person know that you already know his point of view very well, and even tell the other person that you know some of the thinking behind his point of view, then it will definitely work well.

To do this, you first need to think about the problem from the other side's standpoint.Empathy is a commonly used way of thinking that can help you understand the other person.Try to imagine yourself as the other person, imagine what he would think and feel in such a situation, what he would like to get, and how he would think of ways to get these things.However, don't use your own psychology to guess others at will. Actively listening to the other person is critical.His language represents part of his important thinking, and the information he expresses is an important channel for you to understand his thinking.Even if he doesn't express his true thoughts, you can find some clues from the language.Listening to each other's opinions is of course the most direct way to understand each other.

Finally, you need to be sincere and show that you know him well and understand him well.If necessary, you can paraphrase his point or state his needs appropriately. In the process of negotiating, being honest about what you think is a good way to gain the trust and approval of others.Everyone wants others to speak their minds and to share their thoughts, feelings, and needs frankly with themselves.Anyone likes to deal with people who are genuine and outspoken, and there's no shame in that. For example, when you are interviewing, you say to the examiner: "I don't have much experience, but this has no great impact on the work. I think that for a person, what is most needed is ability and dedication, and this I don’t lack two points. I need a chance to prove it.” When you express your ideas without reservation, negotiation may bring you unexpectedly good results.

It is worth a thousand words to directly address your mutual interests and the interests of the other party.Conflict and contradiction certainly mean that some positions are opposed, but more often there is a common interest, and this is why people negotiate.Sometimes the other party insists on a certain request, not because the request is important, but because the symbolic meaning of this insistence is very important.Therefore, you need to understand which interests the other party is really interested in and consider important.After you understand the other person's needs, it is best to reiterate those interests that can meet his needs.

If you encounter great difficulties during negotiations, don't be discouraged, you can use roundabout methods to achieve your goals.The British Harry said: "Strategically, a roundabout outflank is often the best way to achieve the goal." This sentence just illustrates the importance of roundabouts.Sometimes, direct methods can lead you astray, while indirect methods can get you there. Indeed, if you only want to use the direct method to achieve your goal, sometimes it will be very difficult.When the main road fails, why not try the small road? Listing options means that negotiations are at the end of the line and a decision is about to be made.For a negotiation, this is the most critical moment.At this point, you already know the direction of the negotiation very well, and you have come up with some solutions through careful consideration.These options should be in the mutual interest of both parties - if only from your position, then they will not bring you any advantage.

When listing options, you should abandon the idea that there is only one best way to divide the cake, and you should consider various methods; you should not even limit the size of the cake, but should find ways to make the cake bigger.In addition, you should not think that only you can get the biggest share of the cake, because this may make you lose more.In short, you should think more long-term and comprehensive.