Chapter 31 Chapter 31 Negotiation Situation——Important Factors That Cannot Be Neglected

A negotiator with rich negotiation experience attaches great importance to choosing an appropriate negotiation situation. Whether it is in a sports arena, a bloody battlefield, or a negotiation scene, the choice of environment and atmosphere is very important.Soldiers need to know the terrain and landform of the battlefield, sports competitions need to be familiar with the conditions of the field, and negotiations also need to pay attention to the environment and atmosphere of negotiations. Generally speaking, if you fight, compete or negotiate in an environment you are familiar with, you can always give full play to your advantages, be calm and composed, and have a sense of psychological superiority, so you can always achieve good results.Because of this, people are always willing to choose the place of negotiation in their own base or a place they are familiar with.Since both sides of the negotiation have the same considerations, the location of the negotiation, especially the major political and military negotiations, is often in a neutral zone that is unfamiliar to both sides.

Any negotiation must be carried out in a certain time, space, atmosphere and environment.The so-called negotiation situation is the general term for the complex of time, place, venue, environment and atmosphere directly related to the negotiation.From the perspective of negotiation control, the selection and application of negotiation situations, the online collection and analysis of negotiations, and the expression and exchange of negotiation language, these three together constitute the actual operation content of the negotiation after the input of the negotiation decision, which is directly related to the final outcome of the negotiation. Contact is an important link that connects the past and ushers in the future and exerts influence throughout the negotiation process.

A person is more persuasive in a familiar environment than in someone else's, a phenomenon psychologists call the "domestic advantage."For daily negotiating activities, this "home advantage" should also be strived for.It is best to choose to negotiate with the other party at your own location.This is because: First: the negotiating opponent is in the position of the guest, out of respect for the host, and will not overly infringe on the host's interests.Second, negotiating on your own side or in a place you are familiar with can make you quickly enter the role, easy to play normally, and talk freely.Third, as the host of the negotiation, you can control the agenda, process and atmosphere of the negotiation to a large extent.Fourth, choosing the place of negotiation on one's own side can put a kind of psychological pressure on the other party.That's why the best diplomat chooses to hold meetings in his own office whenever possible.In the peace talks after the First World War, the former French Prime Minister Clemenceau insisted on setting the negotiation venue in Versailles, France, and his intention was the same.

Roosevelt once said: "To me, the best symbol of mutual understanding is a bridge." The same principle applies to negotiations.Negotiation is not only an act of resistance, but also a highly cooperative one. If the parties involved in the negotiation do not have a good bridge to communicate, no negotiation will proceed smoothly.The negotiation process is a process of seeking common interests, and only by seeking common interests as a bridge can all negotiating parties sit at the same negotiating table.However, how to arrange this negotiating table for seeking common interests and how to arrange the seats of negotiators is a question worth discussing.

Psychologists have confirmed that where people sit in a room is not only a status symbol but also has a strategic influence on how the exchange of ideas takes place, so that the shape and seating arrangement of the negotiating table can represent a certain attitude adopted by negotiators. specific negotiating style.Placing the negotiating host behind his desk, or the host negotiating team at the "head" of the table, strengthens the host's negotiating power.Putting a chair on each side of the negotiating table, and negotiators from both sides sitting opposite each other, represents a formal and even a bit confrontational negotiation atmosphere.The round negotiating table, regardless of the first seat, represents a desire for cooperation between the two parties.At the round negotiating table, after the negotiators from both sides sit down, they form a circle, which is convenient for exchanging opinions and communicating with each other.Therefore, many conciliatory negotiations choose a round negotiating table.

Negotiations take time.The element of time is an important factor among the elements of negotiation.As the saying goes, "the right time, the right place, and the harmony of people".The so-called time is to choose the time that is beneficial to you.Negotiations also follow this principle. General negotiators will avoid choosing a negotiation time that is unfavorable to them, such as after drinking and eating, when the boat is exhausted, or before the plane is about to take off, when the vacation date is approaching, or a fixed holiday time, etc.Although the choice of negotiation time is sometimes a more complicated issue, in actual negotiations, when is the right time to negotiate is generally decided before the negotiation, and it is mutually agreed upon by both parties.How long the negotiations between the two parties will last, there are usually two situations: one is that neither party has indicated the duration of the negotiations, and is in a state of confidentiality or adaptability; the other is that the deadline for the negotiations has been negotiated in advance.

In the first case, if both parties keep the negotiation deadline confidential, one negotiating party should try its best to grasp the other party's deadline in order to formulate its own negotiation strategy.If both parties have an arbitrary attitude towards the negotiation period, the party with more patience in time will often have an advantage.As a result, protracted warfare has become a negotiation strategy favored by some. In commercial negotiations, both buyers and sellers can use deadline-like "time traps" to create psychological pressure on each other and achieve the best transaction results from their own perspectives, whether real or virtual.And these "deadlines" may be real, or they may be deliberately fabricated, so you have to believe it or not.Must be treated with caution.And if you adopt this method, it is generally more effective when the other party is more eager to reach an agreement when it is beneficial to yourself.

Another way to use time cleverly is to use "time traps" in the negotiation process to exchange for the other party's recognition of one's views or to obtain the other party's information.Generally speaking, if you ask the other party to change their minds and accept your point of view, it is very difficult.Therefore, during the negotiation process, the new ideas you put forward are even less likely to be accepted by the other party.In this case, one's own side must set a comprehensive "time trap" so that one's new ideas can gradually be accepted by the other side.At the same time, pay attention to leaving enough time for the other party to understand and accept new ideas.For example, the time of adjournment and evening rest can be used as a time for the other party to think and understand.Second, try to present your new ideas when the other person is most energetic, or when the other person is most interested.This will improve the efficiency of the other party's thinking.

People are emotional animals, and there are many factors that affect people's emotions, among which the specific environment and atmosphere often play a big role. In the negotiation process, since both parties need to display their negotiating skills in a common environment and atmosphere, and the environment and atmosphere will have an impact on the psychological and emotional aspects of the personnel participating in the negotiation, it will also affect the negotiation effect. With a subtle effect. Generally speaking, the negotiation is for the coordination between the two parties, reducing differences or enhancing understanding. The organizers of the negotiation will create a warm, comfortable and pleasing negotiation environment, and a friendly, relaxed and harmonious negotiation atmosphere, so that both parties can negotiate in such a negotiation atmosphere. Achieving some kind of emotional rapport so that negotiations can go smoothly.

On the contrary, a noisy and chaotic environment will make people's emotions fluctuate. Uneasy emotions will affect people's thinking activities and information recognition rate, and even lead to imbalance. In order to get rid of the troubles and tortures it brings, it is possible to sacrifice some interests, make some concessions in negotiations, or even make mistakes. In addition to negotiation skills, experienced negotiators also attach great importance to and care about the negotiation environment.Fighting, competing or negotiating in a familiar environment, you can always play freely and calmly.Therefore, the negotiation environment is very important to the success or failure of negotiators.Many negotiators pay attention to the selection and arrangement of the negotiation environment before the negotiation, so as to expect the negotiation to achieve good results.

As an island country whose main means of development is to import resources, Japan's steel and coal resources are quite scarce, while Australia's steel and coal resources are relatively much richer.Due to the development of its own industry, Japan very much hopes to buy enough steel and coal from Australia.And because of its absolute advantages in resources, Australia has never worried about finding a good trading partner.According to normal reasoning, the Japanese have much less bargaining chips than the Australians and should be in a weak position. Australia has an absolute advantage and initiative.However, because the Japanese played a big role in the negotiation environment, they hid their own disadvantages well, but the Australian businessmen who had taken the initiative were finally defeated by the Japanese. The Japanese fully considered and analyzed the various situations and characteristics of the other party before the negotiation.They are well aware that Australian businessmen are used to living a wealthy and comfortable life, and they are very uncomfortable with the living environment and habits of Japan. Moreover, according to the habits and practices of Australians, they are generally more cautious, and they pay special attention to etiquette and will not overly intrude. host's rights.Based on these circumstances, the Japanese consciously set the negotiation venue in their own country and invited Australian businessmen to Japan for business negotiations.Of course, the Australian businessman could not refuse, so he set off for Japan for a direct dialogue between the two parties. As a result, Australian businessmen just fell into the trap of the Japanese.Due to the unsuitability of the environment, Australian businessmen are quite passive in terms of diet, language, customs and habits.As soon as they arrived in Japan, they showed a restrained and impatient restlessness.Within a few days, I anxiously wanted to go back to the swimming pool of the Australian villa, the seaside jungle, and my wife and children, showing that I was very uncomfortable with the negotiation environment. These maladjustments of Australian businessmen are exactly what the Japanese expected and expected. Therefore, they were quite calm during the negotiation process. Don't compromise on your own price.During the negotiation process, this initiative and tenacity of the Japanese side completely controlled the restless Australian businessmen.The Japanese took the initiative in the negotiations, and the so-called shortage of resources and the resource advantages of the Australians all disappeared. The mutual status of the two parties at the negotiating table has undergone a 180-degree turn.After bargaining between the two sides, the Japanese side only used a relatively small economic cost as "bait" to successfully capture the super big fish in Australia.In the end, the Japanese made huge profits that were difficult to obtain conventionally. In the negotiations between the Japanese and the Australian businessmen, the key to the Japanese side being able to easily achieve great success is that they fully studied the characteristics and living habits of the opponent in advance, made a big fuss about the negotiation environment, and placed the opponent in an extreme situation. Negotiations and negotiations were carried out in an uncomfortable environment, and the Australians could not refuse because of their sympathy, so they had to be led by the nose by the Japanese.They are negotiating with their opponents in an extremely unfamiliar environment, and at the same time they are disturbed by the emotions of homesickness and family.In the end, he easily gave up his own advantages and initiative, and was taken advantage of by Japanese businessmen who are good at opportunism, turning an originally quite sure negotiation into a trip of failure. It is the cleverness of the Japanese to use the environment skillfully and finally gain the initiative in negotiations.Choose an environment that you are familiar with, and make the opponent feel like a guest, so that the opponent will feel cautious and will not overly infringe on the interests of the host.Secondly, negotiating in an environment that you are familiar with is more conducive to your normal performance and it is easier to enter the role.Instead of spending time adapting to the environment.On the contrary, for the opponents in the guest position, when they come to a new environment, they will not adapt to everything, which will bring a shadow to themselves psychologically, which is not conducive to the level of performance. Japan's Osaka Electric Co., Ltd. and the American Home Computer Company decided to negotiate on the purchase and sale of a microcomputer software patent according to the cooperation intention reached by the high-level personnel of the two parties. The representatives sent by the Japanese side were Kei Yamada and Satoshi Kataoka, the two chief managers of the technical department, and the representative from the US side was Gao Han, the assistant to the general manager. Gao Han is from Taiwan. He is young, quick-witted, serious and meticulous in his work, and is especially valued by the general manager of the company. The two Japanese are seasoned negotiators.They believe that the negotiation begins when they meet their opponents, and the end of the negotiation is when they send their opponents out of the negotiation hall. Gao Han flew to Osaka Airport with a lot of books analyzing Japanese psychology and the situation of the company.Kei Yamada and Satoshi Kataoka respectfully sent Gao Han to the back of the velvet front seat of a large car, but they themselves squeezed into the folding chair and sat in a tight position.Gao Han admired the other party's hospitality and smiled very proudly. The Japanese sent Gao Han to stop in front of a high-end hotel.Kei Yamada and Satoshi Kataoka have been sending each other to the reserved room.Gao Han asked the other party impatiently: "When will the negotiation start?" Yamada Kei replied with a smile: "Of course it's good to start the conversation earlier, but it's not important. We are old customers of your company and have never asked any of your company. The trade representative felt embarrassed. Please rest assured that we will persuade the chairman to agree to any concessions that can be made." Gao Han felt that he was very useful, so he settled down with peace of mind. Early the next morning, the irreverent and well-deserved hospitality proceeded quickly and methodically.Gao Han is taken by the owner to various scenic spots during the day, and goes to various entertainment places with the owner at night.Unknowingly, more than ten days passed before the two parties sat down at the negotiating table and began to exchange pleasantries as usual. Negotiation procedures such as "talking" took another half a day.In the afternoon, all parties quoted prices. Gao Han’s selling price was 10 million U.S. dollars, and Yamada Kei’s buying price was 8 million U.S. dollars. The difference between the two parties reached 2 million U.S. dollars.The confrontation between the two sides has just started and has not yet gone deep, but it has to end early because the time for golfing arranged by the master has come.At this point, Gao Han felt that he had been teased, but there was nothing he could do. The two sides continued to confront each other, and Gao Han, who was only two days away from the return date, simply pressed the plate, reducing the distance between the two sides to 1 million with an offer of 9 million US dollars.Unexpectedly, Kei Yamada and Satoshi Kataoka refused to give in at all, saying that the purchase price they offered was the highest quotation approved by the board of directors, and they had no right to change it.Gao Han suddenly became irritable, but no matter how he told his reasons, the other party was unmoved and used various reasons to prevaricate and evade. As a result, the morning negotiation ended in a stalemate.Talk again in the afternoon, the two sides are still standing still, Gao Han is getting more and more restless, but the Japanese just refuse to make the slightest concession. When the two sides sat at the negotiating table again, Gao Han said bluntly to the Japanese negotiators: "The famous American James Hink said that as long as you arrive before the end of the matter, you will never be too late. So I think, Although the time for our formal talks is a bit late, there is still time to reach an agreement that satisfies all parties. The two gentlemen are very clear that most important negotiations will happen at the moment when the deadline is approaching. Of course, you are now I am in an active position, but I ask you two to consider what I really mean, and I may not change the deadline." Kei Yamada and Satoshi Kataoka were surprised after hearing these words, and they were afraid that their opponents would make abnormal decisions, so The two hurriedly left the negotiating hall on the grounds of asking the chairman for instructions, and urgently discussed countermeasures, and the negotiation was temporarily suspended. When the two sides negotiated again, Gao Han directly pointed out that the other party tried to use the "moderate" concession method to force himself to end the negotiation by taking a small part of the profit, and then told the other party that if there was no substantive result tomorrow morning, he would not want to There was no more time delay, and he walked away after speaking.Seeing this situation, the Japanese side really panicked and immediately decided to make substantial concessions. At the beginning of the third round of negotiations, Satoshi Kataoka proposed a compromise plan of 8.5 million U.S. dollars, but Gao Han said with a wry smile: "This is still not the lowest price limit that our company can accept. It seems that I can only go back to the truth after the negotiation. I have reported, and finally thank you again for your hospitality." After speaking, he walked out of the negotiating hall, believing that the negotiation had undoubtedly broken down. After lunch, Kei Yamada and Satoshi Kataoka drove Gao Han to the airport, but turned the short time on the road into a tense moment of negotiation.Kei Yamada seemed to say earnestly: "In order to facilitate the success of the first transaction between us, I raised the quotation to 8.8 million US dollars on my own initiative. If you agree, we will sign the contract now. However, after you return to the United States, please Can you call our chairman and intercede for me?" So in the big car, the two parties continued to negotiate the terms of the contract.Just before the sedan reached the finish line, the two parties closed the deal for $8.8 million.When Gao Han returned to the United States, the general manager immediately said: "The lowest offer from the Japanese should be 9.5 million!" The enlightenment brought by this negotiation case is profound.Japanese companies have the right time and place, and know that business negotiation is a labor-intensive task. Everyone wants to wait for work at leisure, and deal with negotiating opponents with abundant physical strength and quick response. But the Japanese did the opposite in the negotiations, setting up traps, tossing the other party, making them relax first and then work later, and finally defeated the exhausted American negotiators in the car, and the transaction price was higher than what they could afford. Nearly $1 million lower. In a small backwoods town in the United States, with limited judges and legal staff, a jury of twelve farmers was assembled. According to local law, only when all twelve jury members agree can a certain judgment be established and have legal effect. Once, when the jury was trying a case, eleven of the jury members had reached a consensus that the defendant was guilty, but the other jury member did not think so and believed that the defendant should be acquitted.The trial stalled due to disagreement among the jurors.Eleven of them tried with all their might to convince the other, but this one was an old, stubborn fellow who would not change his mind.So much so that the trial that started in the morning could not end in the afternoon. Eleven farmers were a little tired, but the other farmer still had no intention of giving in. Just when they were at a loss, suddenly the sky was covered with dark clouds, and experienced farmers knew that a heavy rain was coming.At this time, after the autumn harvest, every household is drying the harvested grain in the yard. The eleven representatives were all worried about the food they had left outside. The harvest for the year was here. If the food was drenched by the rain, what would they eat?The grain seeds for next year will not be available either.They all hope to end this sentence as soon as possible and go home to collect food as soon as possible.So they all said to the other farmer: "My brother, don't insist any longer. It's going to rain heavily, and each of our households has grain drying outside. Let's finish the judgment quickly and go home to collect grain. Those grains are our lifeblood." But the other farmer was unmoved and insisted: "No, we are members of the jury, and we must insist on fairness. This is the responsibility entrusted to us by the state. How can we make a decision easily. When we did not reach an agreement No one can make a judgment before the opinion!" This made the other eleven farmers even more anxious.They were anxious like ants on a hot pot, running around, and they had no time to discuss the verdict.In order to end this uncomfortable discussion as soon as possible, the eleven farmers began to waver and considered changing their positions.At this moment, a thunderclap broke the hearts of eleven farmers.They could bear it no longer, and expressed their willingness to change their attitude, vote for another farmer's opinion, and acquit the defendant. This shows the role of deadlines in negotiations. It stands to reason that the strength of eleven people is greater than that of one person.But because that one person insisted on his own opinion, and because the heavy rain was coming, the eleven people inadvertently set a deadline for themselves-before the rain, forcing themselves to finally change their views and turn to the other side. In this story, it was not that one farmer took the initiative to use the deadline method and made himself a successful negotiation, but the other eleven farmers set a deadline for themselves and fell into the trap set by themselves. inside. In many negotiations, there are quite a few people who consciously use the deadline method to speed up the negotiation process and finally achieve their goals. Smart negotiators often use deadline negotiation skills to skillfully set a deadline, so that entangled and difficult agreements in the negotiation process can be resolved as soon as possible under the pressure of the deadline. When the negotiating opponent's position has exceeded its minimum conditions, when one's own party is in an extremely active and favorable position in the negotiation, making the opponent's desire to stop, when one's own party incurs loss of interests in order to avoid continuing to make concessions, when one's own party has nothing to do or even does not want to reconcile. When the other party bargains, it needs to use a special method to oppress the other party, either to reach an agreement or to give up.This method is the ultimatum method. In addition, many negotiations, especially the more complex ones, have reached agreements before the deadline for negotiations.If a deadline is set in the negotiation, the negotiators will not feel any pressure unless the deadline is reached.As the saying goes, "No tears will be shed if you don't see the coffin", which is the truth. Iacocca is a well-known manager in the American auto industry.He used to work for Ford, making Ford the second largest automobile manufacturer in the United States.He later took on the struggling Chrysler Corporation.When he first arrived at Chrysler, facing this mess full of holes, Iacocca felt that the wages of workers must be lowered to relieve the company's current pressure.He first lowered the salaries of senior staff, only paying them 90% of their original salaries, and also lowered his own salaries a lot, from the original $360,000 to $100,000.Iacocca's move made the senior staff admire, so the salary cut for the senior staff went smoothly, and the staff basically had no complaints.So Iacocca went ahead with his salary cut plan.He told the union leaders: "There are no jobs at twenty yuan an hour, but there are jobs at seventeen yuan an hour. You tell the workers that this is a critical moment, it's like I hold a pistol to your heads , where to go, you better understand." Iacocca's decision was not recognized by the trade union, and the two sides had a year-long negotiation for this. The wages of 17 yuan an hour were really unacceptable to the workers.Union officials cited a host of reasons for not accepting it.For example, most of the workers live in a difficult life, and the whole family depends on their wages to live; for example, if the price rises and the wages fall again at this time, wouldn’t the workers be even more sad...Although Iacocca also explained the current predicament of the company, I hope workers can understand the decision they have made.This is also a last resort.When the company's situation improves, the workers will definitely be given a raise.However, no matter how hard Iacocca tried, he still couldn't convince the stubborn workers.Iacocca never wanted to get caught up in this nasty negotiation again.So on a winter night, it was about ten o'clock, he went to the trade union's negotiation committee and said to them, "I hope you can make a final decision tomorrow morning. If you don't help me, I will You are welcome. I will declare the company bankrupt tomorrow morning, and it may not be me, but you who will be in pain. I can give you eight hours to think about what to do, and you should know." When the workers heard the news that Iacocca was going to declare bankruptcy, they panicked for a while.If the company goes bankrupt, you will become unemployed and life will be even more difficult.Although the hourly wage of 17 yuan is lower than before, it can still maintain a living. In the current economic downturn and the increase in the national unemployment rate, it is not easy to have a stable job, let alone 17 yuan. The hourly wage is not very low.With this in mind, they had to make concessions and accepted Iacocca's conditions. In this case, the negotiations between Iacocca and the labor union were difficult to proceed smoothly. The negotiations between the two sides reached an impasse, and no one was willing to make concessions, so that the stalemate lasted for a year.Faced with this situation, Iacocca couldn't bear it anymore, so he had to make a ruthless move, saying that he wanted to declare the company bankrupt.This trick was really effective. Within eight hours, the trade union changed its previous decision of refusing to change for a year, and agreed to Iacocca's request. In fact, Iacocca didn't necessarily want to declare the company bankrupt, it was just a strategy he came up with in order to end the painful negotiations as soon as possible.Faced with this situation, the next "ultimatum" requires the other party to reach an agreement within the deadline.In order to keep their jobs, the workers certainly didn't want the company to go bankrupt, so they agreed to Iacocca's request smoothly. In order to succeed in negotiations, in addition to creating a favorable negotiation environment, it is also crucial to arrange the negotiation seats skillfully.This is something that has to be seriously considered in the preparations for the negotiations.The arrangement of negotiating seats is affected by the negotiating table, so choosing an appropriate negotiating table is an important prerequisite for arranging the negotiating seats. Negotiation has developed to this day, not only the content of the negotiation, but also the skills and methods in the negotiation and the negotiating table are constantly changing and updating. In the early 1990s, the Middle East Peace Conference held at the Royal Palace in Madrid, Spain, was a typical example of using the negotiating table. The peace conference was chaired by the then US President Bush and Soviet President Gorbachev. It was an international negotiation that convened major figures from various parties to resolve long-term conflicts and disputes in the Middle East. In order to make the negotiation a success, the organizers of the negotiation carefully designed and arranged an unprecedented "T"-shaped negotiation table in the history of the negotiation.This is also to avoid the recurrence of the miscarriage of negotiations caused by the fact that other countries except the United States are unwilling to sit with Israel at the Geneva meeting.This time, in order to avoid a repeat of that period of history, former US Secretary of State Baker insisted that the peace conference should "sit at the same table and talk".He believed that there would never be peace without sitting together.According to this proposal, the organizers of the conference creatively designed a "T"-shaped negotiating table, which made Israel and its Arab neighbors sit together for the first time after more than 40 years of warring state and many wars. Have face-to-face direct negotiations together. Now that the negotiating table is selected, it is necessary to use some brains on the seating arrangement.There are many options for the arrangement of negotiation seats.Generally speaking, the negotiating parties should sit on each side and sit face to face with each other. The negotiating leader sits at the first place, and other negotiating members sit around him in turn. The leaders of both parties also need to sit in equal and opposite positions.This arrangement of seats, although artificially creating conflict and antagonism between the negotiating parties, is not conducive to the cooperative atmosphere of the negotiation.But this can be beneficial to the information transmission and exchange between the two sides of the negotiation and within one party. At the same time, it can also make the partners get closer to each other, and create a sense of security, strength and unity psychologically. morale and confidence. Due to the use of a "T"-shaped negotiating table in this Middle East peace conference negotiation, the seat arrangement is very characteristic: Bush, Baker and other American representatives, Gorbachev, former foreign minister Pan Jin and other Soviet representatives And the former Spanish Prime Minister Gonzalez, the host, sat at the top of the negotiating table.At that time, the European Community, the joint delegation of Jordan and Palestine, and the delegations of Syria, Egypt, Israel and Lebanon sat on both sides of the "T"-shaped negotiating table.This seating plan is unique both in the selection of the negotiating table and in the arrangement of the negotiating seats. It is very in line with the purpose and principles of the Middle East peace talks, which makes this Middle East peace talks have a good result. In today's world, whether politically, militarily, economically or culturally, the antagonism between various social groups is gradually weakening, and the requirements and voices for cooperation are getting higher and higher. In terms of arrangement, any plan that hinders the friendly and cooperative atmosphere of the negotiating parties should be abandoned, not to mention that some types of negotiations are simply not suitable for that kind of ranking method.In this case, it is particularly important to arrange the negotiation table and seats reasonably and appropriately. In short, as a skill and strategy of negotiation, arranging seats skillfully can, on the one hand, make it easy for the negotiating parties to reach a common agreement and achieve success in the negotiation; Feeling uncomfortable, when the opponents are unprepared, they disrupt their positions, thereby weakening the opponent's negotiating power and allowing one's own side to win more benefits in the negotiation.This is the most direct effect of the clever seating method. What kind of negotiation atmosphere there is will produce what kind of negotiation results.This is a fact recognized by experienced negotiators.It is precisely because of the importance of the negotiation atmosphere in the entire negotiation process that negotiators attach great importance to creating a favorable negotiation atmosphere.Whether it is a highly competitive negotiation or a highly cooperative negotiation, there needs to be a harmonious and harmonious negotiation atmosphere. An unhealthy negotiation atmosphere can only bring about the failure of the negotiation. In order to create a harmonious and harmonious negotiation atmosphere, both the organizers of the negotiation and the participants of the negotiation need to do their best. One of the commonly used negotiation methods is the historical review method.The role of this negotiation method in creating a negotiation atmosphere is to enhance mutual understanding and friendship between the two parties by reviewing the facts and events of friendly cooperation and exchanges between the two parties in the past history, which will not only find new opportunities for further cooperation and exchanges between the two parties. A solid foundation, and more harmonious relationship between the two parties, forming a good atmosphere conducive to the success of negotiations, creating favorable conditions for further negotiations between the two parties. In the twenty-sixth year of Duke Xi of Lu, Duke Xiao of Qi led a large army to the State of Lu under the pretext of investigating the situation of the State of Lu, in an attempt to conduct misconduct against the State of Lu.Since Qi State is a big country, while Lu State is only a small country, so in comparison, Qi State is very powerful, while Lu State is much weaker, so the situation is very unfavorable to Lu State.The State of Lu was immediately in danger of life and death.At this time, Duke Xi of Lu had no choice but to negotiate with Duke Xiao of Qi in order to avoid the fate of his country being destroyed.Duke Xi of Lu chose Zhanxi, his most proud counselor, as a negotiator to go to see Duke Xiao of Qi, who was suppressed by soldiers, hoping to negotiate with the state of Qi.During the negotiation, Zhanxi claimed that he was sent by Lu Xigong to reward the general of Qi State, and he behaved very friendly without any fear or worry.Seeing that Zhanxi's attitude is very good, Qi Xiaogong felt very satisfied, so he said triumphantly to Zhanxi: "The people of Lu are afraid, look at my army of Qi, I can annex your Lu at will, and it doesn't cost much. Too much effort." Zhan Xi replied: "Your Majesty is wrong. A gentleman is not afraid of anything. Our country of Lu has never been afraid of any country. We only hope to respect each other and live in peace and friendship with our neighbors." When Qi Xiaogong saw Zhan Xi's answer, he felt a little unhappy, and he asked Zhan Xi: "You are all empty here, and you don't have any military and financial resources to fight against our Qi State. What do you rely on to not be afraid?" Zhan Xi said confidently at this time. Said: "Return to the king, we rely on the order of the former king." Then Zhanxi used the strategy of historical review to launch an "offensive" against the opponent.He said to Qi Xiaogong: "Your Majesty should know better than me that the former kings of Qi State and Lu State were all powerful ministers who assisted King Cheng of the Zhou Dynasty. King Cheng gave them each a piece of land and gave them a covenant. That is to hope Qi The generations of descendants of the State and the State of Lu should not harm each other! When Duke Huan of Qi was in power, he kept this covenant very much, and when the State of Lu was in danger, Duke Huan of Qi also specially sent troops to help the State of Lu resolve the crisis. A lot of food was sent to the state of Lu to help the people of the state of Lu. All of us in the state of Lu are grateful for the benefits and kindness of Duke Huan of Qi! Now that you have succeeded to the throne, we also think that you are inheriting the legacy of the previous king. You have inherited the achievements of the previous kings, and we believe that you can do better than the previous kings in terms of protecting and helping the State of Lu. All of us in the State of Lu have great hope and gratitude for you. So this time You led so many generals to Lu Kingdom, our monarch didn’t have any fear and didn’t gather people to defend, but sent me to reward the King.” Hearing Zhan Xi’s words, Qi Xiaogong suddenly felt ashamed and felt very wrong , and withdrew to his own country with many of his soldiers.In this way, a crisis in the state of Lu was resolved.在同齐国的谈判中，展喜利用历史回顾的策略，回顾了齐鲁两国先祖之间的友好关系，并巧妙地借齐国先王的事迹，说服齐孝公不要伤害鲁国的利益和侵犯鲁国，指明这是违反先祖遗愿的。齐孝公面对这样的理论和事实，无法找到侵犯鲁国的足够理由，只好带兵回国。 历史回顾的谈判策略在谈判活动中具有重要的作用，可以在谈判过程中通过历史事件的经验和教训，劝导对方从自己或者双方的利益出发，接受积极的建议，使谈判达成有利于己方或者双方的协议。只要谈判者能够掌握好历史回顾的时机，引用的历史事实贴切恰当，能借“古”喻今，有说服力，就可以在谈判中获得圆满成功。 作为一个合格的谈判者，很重要的一点是要具备自信、顽强和穷追不舍的谈判品格。如果缺乏这种品格，没有穷追不舍的精神，而是点到为止，知难而退，那么任何简单的谈判任务对他来说都是艰难的，很难获得谈判的成功。 谈判确实是一项艰巨的工作，在双方合作的基础上，要能够争取到尽可能多的利益，并且得到对方的认可，这不是一件容易做到的事情。因为谈判的任何一方都是抱有同样的想法，而且在很多情况下，一方的获取就意味着另一方的损失，一方的胜利就意味着另一方的失利。所以在谈判这种充满对抗性的意志竞赛中，争取到对方的一点点让步和妥协，往往都会付出极大的代价。因此，没有穷追不舍的谈判精神，是绝不能胜任谈判工作的。 中方急需从国外引进一套高效的生产设备，为此同某国的一家公司的代表进行谈判。谈判从下午持续到夜幕降临，双方“摊牌”的时刻终于到了。外商激动地从谈判桌前站立起来，对我方主谈代表说：“王先生，您的价格是我们公司难以接受的，绝对不能接受的！我们从未与任何公司就这一价格进行过交易，这是绝对真实的。”这是经过我方代表几次压价之后，进一步提出的降价要求，这一要求令对方不能够接受。 “请您先坐下来，我们慢慢探讨，慢慢研究成交的可行性，好吗？”我方主谈微笑着示意外商坐下来。“不过，我也请贵公司考虑，如果价格不降下来的话，我们中方也是不能接受的。原因很简单。根据我们的测算，贵公司的要价还可以再下降1000万欧元，并且我们有足够的资料证明这一点。贵公司并没有对我们报出设备的真实价格，而目前的价格比真实价格要高出许多，因此我们的降价要求是有充分理由和依据的。” “不，不！坚决不同意！”对方代表睁大了眼睛，双肩一耸，连连摇头：“1000万欧元！如果再降价1000万欧元，我回国就只有一条裤衩穿啦！王先生，我们不能够接受贵方的降价，绝对不能够接受的！” 看到谈判无法继续进行下去，我方主谈提议暂时休会，待到明天再继续谈判。他告诉外商代表说：“这样吧，明天是谈判的最后一天，是我们谈判的最后期限，请您再回去仔细考虑一个晚上，让我们一起珍惜这最后的谈判机会吧！”事实上，我方代表肩上担着一副沉重的担子，因为时间紧迫，年底以前必须签约，如果不能够顺利完成交易，我们将面临着来年计划无法顺利实施的窘迫局面。经过多轮洽谈，几次压价，我方用户已经比较满意，准备签约了，可是主谈代表经过周密考虑，认真测算，认为对方的要价还是高了，还有很大的降价空间，还得再谈再压，穷追不舍。 第二天早上，双方再次坐在谈判桌前进行谈判。按照昨天我方代表所言，这已经是外商“最后的谈判机会”了。再次谈判一开始，对方代表仍然表示对降价感到“难以接受”，但是口气已经没有昨天那么强硬。我方主谈认为对方已经开始松动，于是继续对外商实施穷追不舍的策略，仍然一口咬定对方必须将价格降到我方提出的价格上来，否则一切就将变得非常艰难，谈判结果也将不可预测。最后迫于无奈，对方告诉我方主谈，决定再次将价格下调，不过不是1000万欧元，而是500万。按理说这已经是我方争取到的最好的结果了，但是我方主谈仍然对降价幅度感到无法接受。如果不能够降低1000万欧元，我方是很难与对方签约的。时间在一分一秒地流逝，对方越来越不能够坚持，但仍然对1000万欧元的降价表示不认可。我方主谈也趁机提出修改一下降价幅度，最终双方在降价870万欧元的情况下签订了协议，两双手紧紧地握在一起，谈判宣告结束。 在这个案例中，由于我方代表成功地运用穷追不舍的谈判技巧，迫使对方答应了我方的降价要求，虽然没有达到降低1000万欧元的最终目标，但是已经是我方能够拿到的最低价格了，如果我方代表不能够坚持到底与对方纠缠和周旋的话，很可能就会以比最终成交价格高出870万欧元的价格和对方签约，也就不能算是谈判的成功了。