Chapter 33 Chapter Thirty-Three: Sincerity is the Most Valuable——The Eternal Truth

A foreign scholar once did such an experiment.He listed 555 words that describe people's personality qualities, and then asked people to say which personality qualities words they like, and indicate the degree of liking.As a result, the top eight words that people like most are: sincerity, honesty, understanding, loyalty, truthfulness, trustworthiness, reason, and reliability.Six of them are actually related to sincerity.And among people's least favorite words, hypocrisy tops the list. It can be seen that people regard sincerity as the basis for communicating with others.Well, negotiation is not just a competition, but more importantly, an act of cooperation.Therefore, cooperation is especially important in negotiations.If you cooperate, you must treat each other with sincerity.

Historically, negotiation has been used as a political tool.It is a form of overcoming an opponent by nonviolent means.Today, negotiation has become one of the important means of interpersonal communication.The success or failure of a negotiation depends more on the negotiator's wisdom and strategy than on the sincerity of the negotiation.Even an easy deal can fail if there is a lack of sincerity. When negotiators meet for the first time, there is often a sense of defensiveness.After all, they have never been in contact with each other before, and they don't know the real motives and purposes of the other party. For safety reasons, both sides of the negotiation often hide their true emotions, making it impossible for the other party to judge and have to retreat.Sometimes out of defensiveness, the other party often uses unemotional diplomatic rhetoric to deal with you at first.There is no hostility on the surface, but secretly they are watching your every move with cold eyes, trying to discover your intentions from it.This situation often makes you embarrassed.Sometimes, out of defensiveness, the other party even submissive to you from the very beginning, as if obedient.But when you thought the time was right to speak out your thoughts, the other party gave you a 180-degree turn and ruined your plan.

The most critical point to eliminate the other party's defensiveness and avoid the above-mentioned embarrassing situation in the negotiation is the principle of treating each other with sincerity.First of all, it is reflected in sincerely caring about each other.An expert engaged in the study of interpersonal relationships believes that what a person cares about most is himself, and he hopes that others will also care about himself, just like when he picks up a group photo with him in it, the first thing he sees is himself.The same goes for him listening to you. First of all, he hopes to find him in your conversation, and he will determine how much he cares about you based on how much you care about him.Therefore, at the beginning of the negotiation, it is very necessary to take a certain amount of time to sincerely express your concern for the other party in the form of pleasantries and greetings.In this way, negotiations can be carried out in an atmosphere of mutual concern, sincerity and friendship.From your concern, the other person feels that he is dealing with a compassionate and loving person.He doesn't have to worry about being deceived and treated unfairly, so he can dispel his guard and actively cooperate with the other party.Caring for each other is also reflected in sincerely caring about the interests of the other party.Negotiation is not a gladiatorial fight.In gladiatorial combat, it's either winning or losing.In order to win, of course there is no need to care about the opponent's failure.The purpose of negotiation is to benefit both parties.Ask questions from the perspective of caring about the interests of the other party, and make the other party realize that accepting your proposal will benefit him, and he will accept your proposal.If you only care about your own interests and ask the other party to consider you in every way, it will be difficult for you to persuade him.

Sincerely caring about each other will not only benefit the other party, but also benefit yourself.Only with generous input can we get rich output.The principle of treating each other with sincerity in negotiations also requires negotiators to have an honest attitude.On many occasions, negotiations are caused by our mistakes, such as when you run a red light, when you accidentally mishandle someone else's stuff, and you are responsible for it.However, under normal circumstances, people will not accept punishment willingly, and will often do everything possible to excuse themselves and minimize their own responsibilities.However, such efforts often backfire.It may restore a certain degree of loss of interests for you, but you have lost the trust and respect of others.

On the one hand, this is because your strong argument or even sophistry shows that you are dishonest and unreliable. On the other hand, arguing with the other party will undoubtedly damage the self-esteem of others.Therefore, in negotiations, if you make mistakes, the only way to reduce the loss of mistakes and make the other party forgive you is to admit your mistakes honestly.You admit your mistake, which satisfies the other person's self-esteem, which will trigger his sympathy.He will in turn treat you with tolerance and forgive you, so as to reach an agreement that is beneficial to you.

Treat each other with sincerity, and you must also be open and honest.In a negotiation, for the benefit of both parties, negotiators should be willing to provide the other party with information about the negotiation and their own situation.If you always carry a "secret weapon" and block your own information, but ask the other party to provide you with information for personal gain, it will not promote active cooperation between the two parties. In negotiations, be sincere and candid.Appropriately revealing one's own feelings, hopes and worries, and disclosing one's position and goals will increase the transparency of negotiations and eliminate the other party's guard.The more candid the negotiator is, the more likely he is to gradually induce the other side to adopt the same attitude.The negotiator's wisdom and skills are important, but it cannot replace the sincerity of the negotiator's attitude.A negotiation that lacks sincerity, even if it succeeds, is just a worthless transaction from the perspective of value judgment.Being open and honest will not only realize the interests of the other party, but also sublimate the other party's ideological realm.

In negotiations, credit is a prerequisite for establishing a relationship of trust between the two parties.In any kind of negotiation, without trust, it is impossible to reach an agreement.If the other party trusts you, the negotiation will proceed smoothly in a relaxed and harmonious atmosphere.On the contrary, if the other party has a lot of worries, the atmosphere of the negotiation will be tense, and an agreement may not be reached, or even the negotiation may break down.People who are on high nerves are unlikely to negotiate a good outcome and will demand more assurances.But between two negotiators who trust each other, the atmosphere of negotiation must be frank, open and honest, and sincere.They will not be wary of each other, bury their true intentions deeply, and deliberately pry each other's information.Between them, the transmission of information is clear at a glance.With mutual trust, they can get right to the heart of the matter.Instead of dwelling on the minutiae.

Everyone knows the story of Shang Yang's reform. At first, after Shang Yang's new law was ready, it was not announced yet. He was worried that the common people would not believe it.Later, Shang Yang erected a three-foot-high wooden pillar outside the south gate, and made a promise: Whoever can move this wood to the north gate will reward ten gold.The onlookers felt strange and puzzled, but no one came to move it.Later, Shang Yang increased the reward to fifty gold.At this time, someone really moved the wooden pillar to the north gate, and Shang Yang fulfilled his promise and rewarded him fifty gold.This move made the people confirm that he is a very trustworthy person.So his new law won people's trust and was promoted in Qin State.It can be seen how important the generation of credit and trust is.Just imagine, if a negotiator recklessly breaks the contract and breaks promises, and adopts a reneging and irresponsible attitude towards the promises he made during the negotiation, who would believe him?

As a trustworthy negotiator, you should provide the necessary information to the other party in an honest manner, use wisdom and skills to obtain the legitimate interests you deserve, and once you make a promise, you must do your best to keep the promise. Keeping promises is the main content of credit.In negotiations, a negotiator can be difficult to deal with, can change witty, and even have a negotiating style of soft and tough, but he must be trustworthy and mean what he says.Broken trust is a corrosive agent that will worsen the relationship between the two parties.Due to one party's dishonesty, the other party will think that he is a person who has no faith and no integrity, and thus loses confidence in the negotiation.If he does not back down, he will become lifeless and sincere, and in the end it will be difficult to reach an agreement.Sometimes, the other party also develops a sense of anger at being fooled and deceived because the other party has broken promises.He may vent it out, making the other person overwhelmed.

Keeping promises also requires honesty to keep promises. Fulfilling promises is important, but the promise itself cannot be ignored.Negotiators should take a prudent attitude towards their promises and clearly estimate the conditions for fulfilling their promises.First of all, whether you have this kind of strength, whether you can provide the promised benefits to the other party as scheduled, or fulfill a certain condition.Secondly, it is necessary to have an in-depth and detailed understanding of the objective situation so that the promise conforms to the objective reality.Finally, promise to leave room, don't say nothing, otherwise it is easy to put yourself in a desperate situation.

Negotiation is a highly strategic and skillful activity. When meeting on a narrow road, the wiser often wins.You can give full play to your intelligence, talent, and use superb skills to win by surprise, but they must be strictly distinguished from fraud. Fraud is an act of destroying credit, and relying on fraud to seek profit is not only contrary to the purpose of negotiation, but also unfeasible in terms of public morality.Even if all kinds of cunning and deceitful means are used to achieve temporary success, it is also doomed to the inevitable result of failure.In negotiations, if you want to gain the trust and respect of the other party and the active cooperation of others, then you must not forget the most basic principle of credit. Germany's Siemens is known as the world's largest mobile communications company.The company's business covers many countries and regions all over the world.The business partners that cooperate with Siemens are all big companies with strong strength.If there is no great need, Siemens will not easily interrupt the transaction with its partners, because interrupting the transaction without reason will not only affect the future cooperation prospects of both parties, but will also be subject to many restrictions on the business terms of the existing cooperation contract. This will directly cause huge economic losses to the company that voluntarily proposes to terminate the transaction. Siemens also has a very large business in China. It originally had a business partner, and the cooperation between the two parties has been going on for quite a long time.This company also has a very good relationship with the executives of the Siemens company engaged in this business, and the two parties sometimes discuss the topic of cooperation prospects together.Later, Siemens' business in China underwent a personnel change, including technical, financial, and business executives who were all replaced with new managers.The new business director Petrov found some problems with the partners after taking office.For example, the price is more expensive, the payment is not timely, etc.So he decided to stop doing business with this company and seek cooperation with another company instead.In addition to the price and other aspects of business, Petrov also discovered that the previous company had overcharged Siemens for the exchange rate in the past.So he considered negotiating with the company not to do business with them, but he could not make the other party jealous, otherwise the other party would not quickly return the overcharged payment, and Siemens would suffer huge economic losses.This requires negotiators to find ways not to offend the other party, and at the same time be able to get back their own money smoothly. At the negotiating table, Petrov decided to conquer the other side with honesty.He first told the other party which parts of them were more expensive than other companies, so he had no choice but to use them temporarily, but he also took the opportunity to tell the other party that these areas needed to be improved in the future.Of course, the other party will not give up easily on this issue. After many negotiations and discussions between the two parties, they finally decided to temporarily abandon the continued cooperation, but the two parties did not freeze the relationship.At the same time, Petrov also proposed the prospect of future cooperation between the two parties, and did not directly close the Siemens door to the other party, making the other party feel that even if this cooperation fails, there are still many opportunities in the future, and there is no need to block yourself way.Finally, when it comes to the issue of overcharging, since the current cooperation has been cancelled, the other party is of course unwilling to refund all the payment. After all, no one wants to let the profit slip away.Petrov launched an honest offensive again, understanding the reason and moving it with emotion, and finally the other party agreed to return the overcharged payment in full.Petrov won the final victory, which not only preserved the company's economic interests, but also preserved the good cooperative relationship between the two parties.As for whether we can continue to cooperate in the future, that is a matter for the future. For any large-scale company, business contacts and business termination are very normal things, but if not handled properly, it will affect the tension or even break the relationship between partners.This will inevitably cause difficulties in the future cooperation between the two parties. It is not any party that will suffer, but both companies will suffer.In addition, another evil result brought about by poor handling of business termination is that the party who initiates the termination must give others a handle, and is always passive in dealing with the aftermath, which not only causes unnecessary economic losses to the company, but also prevents the company from From a legal point of view, there is no way out. In this case, Siemens was able to take advantage of the other party's shortcomings to open the gap for business termination without the other party's obvious breach of contract. It not only saved the face of both parties, but also used the prospect of cooperation as a bait to recover the overcharged payment by the other party. , Petrov's smart mind and rich negotiating experience are crucial.On the premise of not having any advantages, relying on facts and honesty, grasping the shortcomings of the other party to negotiate with the other party, and showing sincerity at the most critical time to showdown with the other party, and finally won the negotiation. Today's society is full of fierce competition. Most negotiators always maintain a self-enclosed attitude towards their own real situation. Not only do they not let the other party have a real understanding of themselves, but they are suspicious, making the other party feel elusive. .In fact, this kind of negotiation style gives people the impression that they cannot meet each other with sincerity. Not only can it not play the role of deceiving the opponent, but it often arouses the opponent's resentment or even resistance.This will greatly hinder the exchange of real information and the possibility of further cooperation between the two parties, and sometimes create an unfavorable situation for the negotiation atmosphere. As the areas of cooperation between people continue to increase, the business of negotiation is also constantly moving forward. A negotiation style of honesty and sincerity is becoming more and more favored and valued by negotiators.Successful negotiators often use openness and honesty with the other party as a very effective negotiation skill and method.In this way, the effect of getting twice the result with half the effort can be achieved, and the two parties can reach an agreement as soon as possible. Cristina is the general manager of a state-owned company in Italy.When she first took over the company, the company was on the verge of bankruptcy, losing around 100 million euros almost every year.When Christina took office, she found that the problem was far more serious than she had imagined.It turns out that one of the main reasons for the company's annual losses is that because it is a state-owned company, the enthusiasm of the employees in the company is very low. Not only is the establishment lengthy, but the inextricable connections within the company are very complicated.Too many company employees not only cannot create more production benefits, but become a burden to the company.In order to solve this fundamental contradiction, Christina decided to lay off the company.However, according to Italian law, the dismissal of regular employees of a state-owned company must obtain the consent and approval of the trade union, otherwise it will not be implemented because it violates the law.Since the union represents the fundamental interests of most employees, the relationship between the union and the company has been quite bad for many years.The contradictions and conflicts between the two parties are very serious, and Christina has never dealt with the trade union, so the negotiation with the trade union will face enormous pressure and unpredictable difficulties. In order to promote the success of the negotiation and allow the union and the company to reach the ultimate goal of an agreement on employee reduction, Christina decided to change the way of negotiation in the past and communicate and negotiate with the union in an open and honest manner.First of all, Christina sent a detailed information to the family of each company employee, telling these employees and their families the idea and purpose of the company, and described in detail the necessity and difficulties of the company.At the same time, it also lets the union leaders know that they respect them very much.Christina then crafted a basic plan of early retirement with a substantial severance pay from the company.At the same time, Christina also sent people to inform the company's employees that if no action is taken, due to the company's huge annual losses, the company's layoffs will be even greater in the near future. Christina's approach has enabled the company's employees and labor unions to have a general understanding of the company's current situation and difficulties as well as the root causes of the current situation, allowing them to weigh the pros and cons first and think about the company for the company. What should be done, whether layoffs are feasible and necessary, and what will happen if the current situation is used instead of layoffs, and so on. Then, in the process of direct negotiations between the two parties, Christina once again adopted a straightforward approach, frankly, conducted sensible and emotional consultations with the union and employees, and weighed the pros and cons to try to solve the problem. How to put it, if the company has any actual situation, it should tell the employees and the trade union realistically.In this way, the other party eliminated doubts and dissatisfaction, and agreed to cooperate with the company in a convincing manner.The result, of course, was that the negotiating parties successfully reached an agreement.The company cut its 15,000 employees to 9,000 in two years.The final result of the company's layoffs not only relieved the company of a huge burden, but also improved production efficiency, but also largely improved the tense relationship between labor and management for many years. From Christina's negotiations with the labor union and the company's employees, we can see that although the relationship between the labor union and the company is not harmonious, the company's skillful use of open and honest negotiations shows the company's respect for the labor union leadership. Respect not only satisfies the self-esteem and authority needs of the trade union, but also relieves employees' doubts and alertness by informing employees of their real situation and situation openly and honestly, making employees feel that the company's actions are reasonable and invisibly Won the sympathy and trust of the other party, so that the other party can reach an agreement with itself smoothly. In order to achieve their own negotiating goals, some negotiators are good at fighting hard and trying their best, but it is not applicable in most cases.The result of the negotiation will not only fail to reach a consensus, but will affect the interpersonal relationship between the two parties and damage the harmony.Another kind of negotiator, they neither show their strength and attractiveness to the other party excessively, nor use hard-hitting tactics, but state problems and difficulties calmly, prompting both parties to propose solutions to problems and difficulties, Instead of coming up with solutions yourself. The ingenuity of this strategy and technique is that the problems and difficulties raised by the negotiators and the solutions to the problems are like a well-made net or a trap, which is set there for the other party to get into by itself.The solution to the problem proposed by the other party is exactly the result you want.This is the artful trapping method in negotiations. A foreign trade import and export company, as an exporter, negotiates with foreign buyers on the delivery terms of the contract. The company's main negotiating objective on this clause was to persuade the buyer to remove the requirement that the goods be shipped by the buyer's national shipping line, which was known to have infrequent sailings and unreliable service.In this case, in order to avoid the result that the shipping company of the buyer’s country undertakes the transportation task, the company deliberately put forward the following argument to the other party: the company understands the buyer’s desire to deliver the goods to the construction site within 12 months, but the specific situation requires further cooperation between the two parties. research and discussion.The actual situation is that the reasonable period agreed upon by both parties is 10 months.These 10 months also include the factory inspection that the buyer wants his own engineer to observe for a period of one month.As for the buyer's insistence that the goods must be shipped by its own shipping line, the company has no particular opinion on this.The problem is on the country's shipping lines.The agent of the shipping company said that it takes about 7 months for the goods to be shipped to the port of entry, plus 5 months for customs inspection and release, and 1 month for delivery to the construction site. It takes a total of 13 months. Essential unless otherwise suggested by buyer or other means of transport. According to the opinion of the export company, the options available to the buyer are limited to three, one is to cancel the buyer’s one-month factory inspection, the other is to cancel the restrictions on the shipping company for loading, and the other is to negotiate directly with the customs and require Customs made special arrangements for this shipment.If the first method is chosen, the buyer must cancel the one-month factory inspection with its own engineer on site. If this is the case, the buyer will not be at ease about the quality of the goods without the inspection of his own engineer.Once a quality problem occurs, the buyer must also bear a considerable part of the responsibility.This is absolutely unacceptable to the buyer, so they will definitely not choose the first method.The third way is to negotiate directly with the customs. Without any special reason, it is absolutely hopeless to ask the customs to cancel the inspection of such a large number of goods and release them directly.Because after all, it involves the trade between the two countries, and in this kind of trade between countries, the customs must strictly implement the relevant laws and procedures. In addition to the above two methods, the buyer can only choose to cancel the restrictions of the loading shipping company.The company clearly knew that the buyer would not agree to the first method anyway, and the buyer had no right to negotiate with the customs regarding the third method.Therefore, according to the rule of exclusion, if the delivery within 12 months is to be achieved as required by the buyer, there is no other way but to cancel the restriction of the shipping company.In fact, lifting the restrictions on shipping companies is exactly what the company really wants.The cleverness of the export companies is that they do not directly ask the other party to do so, but leave the choice to the buyer himself.In this case, the buyer may make the following considerations: It seems that the shipment problem needs to be reconsidered, because the time required by the customs cannot be avoided, and it is necessary and indispensable to spend one month for inspection and let the engineer be familiar with the equipment, If exporters were allowed to choose the shipping company, would they be willing to guarantee a 12 month delivery deadline?At this point in the negotiation, the buyer has fallen into the trap set by the seller, which is tantamount to throwing himself into the trap and falling into the trap.The main purpose of the negotiation of the export company is to persuade the buyer to cancel the stipulation that the goods need to be shipped by the shipping company of the buyer's country. The successful negotiation is an irreversible fact. In this case, the export company wanted to persuade the buyer to cancel the restrictions imposed by the shipping company, but they did not directly put forward their opinions to the other party, but made a calm analysis to the other party about the problems and difficulties related to the delivery date, And thus set a trap to let the other party make their own choices.This is the most successful part of the negotiation strategy of cleverly setting traps to lure the other party into the trap. Negotiation is originally an activity of fair competition. Its purpose is to make all parties involved in the negotiation cooperate with each other and reach an agreement or contract that can benefit both parties.However, in actual negotiation activities, some cunning negotiators do not hesitate to play tricks in the negotiation to gain benefits from the other party in order to satisfy their selfish desires. One of the methods is the false bidding method. The false bid law is an unethical negotiating technique and method.Most of its manifestations are that buyers use high prices to exclude other buyers, so that they can enjoy the right to purchase alone.But when the seller turned down other buyers and wanted to make a deal with him, he looked around for excuses, asked to change the counter-offer, and let the other party lower the demand.At this time, because the seller has lost other buyers, and has invested a lot of energy in bargaining, he has no intention of wasting time and energy, so he has no choice but to sell at a low price. As a result, the trick of false bidding is successful. In the United States, a seller placed an advertisement in a newspaper offering to sell a car for $30,000.After the advertisement was published, several interested buyers came to see the goods, hoping to make the deal.During the bargaining process, one customer was willing to bid $28,500 with a $500 deposit upfront.Since the counteroffer was obviously higher than other buyers, the car owner readily accepted the counteroffer and rejected all other buyers. He only needs to wait for the payer of the deposit to pay the remaining $28,000 for the purchase, and the deal can be officially completed. deal.While the seller was happily waiting for the buyer to come to pay and pick up the goods, things changed unexpectedly for the seller.After waiting for several days, there was no news of the buyer at all.The seller waited a few more days in anxiety before the buyer called.He regretted to explain to the seller that due to the partner's disagreement, it was really impossible to complete the transaction of this car.Not only that, but the buyer also mentioned on the phone that they did not agree to proceed with the transaction because they had researched and compared other prices and believed that the price of this car would not exceed $25,000 at most.If you buy the car for $28,500, you will be ridiculed by others.What's more, he is also worried about whether other aspects of the car, such as the engine, tires, etc., can satisfy him. Hearing this, the seller is naturally very angry and aggrieved, because he has rejected all other buyers, even throwing away their phone numbers, and it is very difficult and clueless to contact those buyers.The seller's mood fluctuated to a certain extent, and he felt particularly depressed and irritable, feeling that he had been fooled by the buyer.Then, the seller starts to doubt the price he set in the first place, maybe the price of similar cars on the market is really only worth $25,000.In addition, if the deal fails, the seller has to advertise again, approach the buyer again, and do the tiresome bargaining again, in short, the whole process has to start all over again.What's more, if you encounter such a rogue buyer again, what will happen?Due to these cumbersome considerations, the seller decided to sell the car for $25,000 against all reluctance.So he called the buyer and told him he was willing to sell him the car for what he was offering.In this way, the seller closed a very unpleasant transaction, and the savvy buyer took the opportunity to get the car at a very low price. In this unhappy transaction, the buyer used the negotiating fraud technique of false bidding without the seller's inadvertence, encroaching on the seller's interests and satisfying his own desires.However, due to excessive trust in the buyer, the seller rejected all other buyers early, cut off his retreat, and made the other party's conspiracy succeed.What is even more tragic is that when the seller is deceived, instead of reviewing his own countermeasures and the lessons of failure, he doubts whether his bid is really too high, and whether the buyer's price is fair. In the negotiation, the buyer can implement the negotiating technique of making a false bid to the seller, and the seller can actually implement the negotiating technique of making a false bid to the buyer in order to defraud the buyer.Its strategy and rationale are similar.The most fundamental point is to exclude other competitors through false bids, making oneself the only transaction object of the buyer.Although the method and strategy of false bidding are very immoral and lack of integrity, in many negotiations, especially in business dealings, this negotiation strategy and skill often obtain very considerable economic benefits. Such a situation can often be encountered in commercial transactions. Some buyers spend money to buy something and feel that it is very cost-effective on the spot, but after using it, they realize that these things are not suitable. In fact, the price was too high when they bought it.And some buyers were rejected by the seller because the price was too low when bargaining, ruining the business that could have been done.These phenomena are due to the failure to master the principles and methods of prudent bidding, thus causing undue losses in the negotiation, or making the negotiation unable to reach an agreement. In a unitary negotiation style, the seller's series of offers is usually decreasing, while the buyer's series of offers is always increasing.But how much the seller should decrease, when the decrease will end, and how the buyer should increase, not only depends on the actual information of the negotiation, but also depends on the art and skill of bidding.More importantly, one of the principles of good faith negotiation is that once you make an offer, you will not go back on it. If you go back or reverse your original position, you will lose credibility and even be considered immoral.Therefore, many negotiators have no choice but to make mistakes and pay a certain price in order to save face or avoid losing reputation because they accidentally bid too high. Bird was walking on the streets of New York when he saw a suitcase displayed in the window of a luggage store.The shop owner happened to be standing at the door, and when he saw Bird paying attention to the suitcase, he immediately came over and said in English, "Why, sir, are you interested in this suitcase?" Bird had no intention of buying it at that time. , he replied, "No, I'm just looking around." But the shopkeeper, seeing Bird's eyes never leave the leather case, went on to promote his wares, saying, "You can get it for $15." Take it, it's a good deal, don't you think?" But Byrd already had a pretty good suitcase at home, so he replied that he didn't want to buy one. "Well, let's drop it to $14, and I'll give you a little discount." The shopkeeper slowly decreased the offer, and Bird kept shaking his head, expressing that he had no intention of buying. "How about 13 dollars? It's really worth it, 13 dollars for a suitcase like this, I promise you there is no such price on the street. How about it, man?" At this time, Bird had some interest. He didn't really want to buy this suitcase, but just out of curiosity, he wanted to know how much the shopkeeper could lower the price in the end.So, he just turned back and forth in front of the window and didn't say much. "I'll get it down to $12 again. You'll never get such a good suitcase for such a cheap price on this street again." The shopkeeper gave in, but Bird kept his cool. "Well, you obviously don't have much cash on you, so I'll make an exception for you, and you can take the $11, how about the boy?" After a while, just as Bird began to be tempted by the price and was about to buy the suitcase, the shopkeeper hurriedly said: "This is my last concession. If you promise not to tell anyone, then I will pay you $12 for the suitcase." Selling it to you for a low price.  …'Hey, wait a minute.' Bird interrupted the owner, asking, "Didn't you just say you'd sell it to me for $11?  …' Did I say that? That sucks , Maybe I was wrong. I really shouldn’t promise you like that. But, even if I’m wrong, I still have to be honest. So for you, just for you, I’ll sell it for $11, OK?” The shopkeeper was helpless to Byrd.In the end, Bird bought the exquisite suitcase for $11. During the negotiation process with Bird, the owner of the luggage store lowered the quotation from US$15, US$14, US$13, US$12 to US$11, which plummeted, causing the quotation to be too low.However, in order to save face and stress credibility, the shopkeeper finally sold the suitcase to Bird, which caused a certain loss to his own interests.This is inseparable from the failure to master the negotiation skills of prudent bidding. To successfully use the negotiating skills and methods of prudent bidding, it must first be based on a true understanding of the other party.If you lack a full understanding of the other party's products or other items, and do not have a relatively correct estimate, as a buyer, you may easily bid too high or too low, resulting in loss of negotiation or breakdown of negotiation.If you are not sure about the amount of the bid, you should use the strategy of letting the other party bid first, and find the truth from the other party's request. And once you find that you have not grasped the negotiation strategy of prudent bidding, you must take appropriate measures and correct it in time, otherwise you will make mistakes and the final result of the negotiation will be unfavorable to you.