Chapter 36 Chapter Thirty-Six Clever Solution to the Deadlock——The Must-kill Strategy for Smooth Negotiation

In negotiations, we often encounter situations where the talks cannot go on, that is to say, they have reached an impasse. At this time, if it is not handled properly, it may really push the negotiation to a dead end.On the contrary, if certain strategies and methods can be applied properly, it can still be "resurrected". In general, the art of breaking the deadlock is as follows: Fierce rhetoric will create an emotional confrontation between the two parties, which is very detrimental to breaking the deadlock.Negotiation is a win-win and mutually beneficial behavior. It is precisely because the two parties have common interests and differences that they sit at the negotiating table. Don't hold the idea of ​​​​killing the other party.What's more, you can't tightly suppress the other party because you are eager to win the negotiation, with a tough attitude, and there is no room for buffering.Doing so will make you lose even worse.

After intense negotiations, the two parties may not reach an agreement. At this time, one must not say something unacceptable to the other party for the sake of a quick victory.For example, one-sidedly exaggerating the poor quality of the other party's products, which makes the other party feel very upset; or making malicious personal attacks on the other party's negotiators, making fun of the other party, making the other party "lose face"; or attacking the interest groups represented by the other party, It is possible to make the other party resent you. Even if you make some concessions, the other party will still be psychologically cast a shadow, and the negotiation is very likely to break up unhappy.

Let go of members who might irritate the opponent.A very experienced negotiator will not be asked to leave because he may have to play a significant role in the "good guy" and "bad guy" strategies.When you want to break the deadlock and reduce the pressure on the other side, you can remove some people from your negotiating team to make concessions.In negotiation skills, a very common negotiation strategy is the "good guy" and "bad guy" strategy, or the "black face" and "white face" strategy.Among the negotiating team members, one person plays the role of "good guy," that is, a relatively nice person to the other party.On the surface, he always considers the interests of both parties, is impartial, always in order to promote the smooth progress of the negotiation, does not ask the other party to make certain concessions too much, and is sincere to the other party.The "bad guy" is unwilling to make concessions everywhere, forcing the other party to make compromises.In this case, the other party certainly hopes to negotiate with a "good guy".In fact, the "bad guys" are generally the ones who play a major role in the negotiations.But if there is a stalemate, it is necessary to temporarily let the "bad guys" withdraw to ease the atmosphere.Temporary retreat may be exchanged for greater victory.

Present new reasons, new information to explore broader issues.Find a bridge so that the two parties can reach some consensus.When your point of view makes it difficult for the other party to accept, don't go all the way to the dark, try to consider the problem from another angle.If you can't convince the other party in your own way, try to persuade the other party in the way the other party thinks about the problem.Experienced negotiators will often consider several ways to deal with the other party before the negotiation. If one method fails, they will change to another. They can also make a choice according to the progress of the negotiation.

There are many times when opposing parties have nothing in common.We can also dig out the common things of both sides, reach a certain consensus through these common things, and use these consensus as a bridge to conduct further negotiations. Change the subject, including talking about some light topics, or some entertainment news, or tell some humorous stories to ease the tension.Changing the subject means not talking about things related to the negotiation topic, but talking about something irrelevant, so that the tense nerves of both parties can be temporarily relieved.Of course, smart negotiators can also use these seemingly irrelevant topics to arouse the interest and resonance of the other party as the main theme of the next negotiation between the two parties, and gradually lead the topic to the main topic, so that the opponent unconsciously He was fooled by himself, thus gaining the first opportunity to break the deadlock and seize the initiative in negotiations.

Humor is an indispensable skill in negotiation.When the negotiation is at an impasse and cannot continue, the appropriate use of humor can help break the deadlock and ease the awkward situation with laughter. If we want to learn to understand humor and be good at using humor, we must cultivate it from two aspects.On the one hand, we must constantly eliminate our trivial, small, and humble shortcomings and bad habits, cultivate our feelings, and improve our personality.On the other hand, you must study hard, stand the test of reality, and make yourself rich in talent and wit, so that you can show quick thinking and witty adaptability when things happen.

For your own side, it is best to give a detailed explanation of your plan before adjourning the meeting, and ask the other party for further consideration during the adjournment.The adjournment is the best way to calm down the two sides. Since both sides are on fire, if there is a slight problem at this time, there may be a danger of "catching fire" at any time.Experienced negotiators will usually take the initiative to propose a timeout in the event of a stalemate.The suspension time can be determined according to the actual situation of each negotiation, it can be one night, or a meal, or even longer, so as to give the other party enough time to consider their own negotiation strategies and make a new decision. deploy.

The content of the negotiation usually involves a lot, not just one or two items.In some large negotiations, there were as many as 70 issues on record.When negotiations cover multiple topics, some items may come to fruition, while others may never reach agreement.At this time, you can "encourage" the other person like this: "Look, many problems have been solved, and now these are the only ones left. Wouldn't it be a pity if they were not solved together?" This is a way to break the deadlock in negotiations.Although it seems commonplace, it can actually play a great role, so it is worth using widely as a negotiating weapon.

Negotiations involving multiple discussion topics should pay special attention to the importance and priority of the issues.For example, in a negotiation involving six issues, four are important and the other two are not.And assuming that three of the four important issues have been agreed, only one important issue and two minor issues remain.Then, in order to solve these issues in one fell swoop, you can tell the other party: "Three of the four problems have been solved, and if the remaining one can also be solved together, other small problems will be easier to handle. Let Let's keep working hard and discuss the only difficult problem! If we just give up like this, everyone will feel sorry! Hearing what you say, the other party will probably nod and agree to continue the negotiation. When the fourth important issue has also been resolved , you may wish to repeat the above statement again, so that the negotiation can be successfully concluded. The method of breaking the deadlock in the negotiation, except for the above "only a small part, what a pity to give up! "So many problems have been solved, let us continue to work hard!" In addition to speaking skills, there are many other ways.However, no matter which method is used, the most important thing is to try to use the agreed matters as a springboard to reach the final goal.

The tactic of “disengaging” is often used when negotiators, especially team leaders, are not satisfied with what is going on at the table.It is often a tactic used when negotiations have stalled or become impossible to proceed. This strategy is also used when the negotiating team leader believes that the parties need to meet informally in some new setting that encourages an atmosphere of trust and candor for the negotiations.We all know that there is a pleasant atmosphere in the "social place".The British go to "gentlemen's clubs", the Finns to the steam baths, and the Japanese to the public baths.This strategy is very helpful for both parties to re-establish a spirit of cooperation.Given enough time, opportunity and new suggestions, it can bring everyone together.The value of this strategy lies in: Avoid the formal negotiation venue and transfer the negotiation to a relaxed environment.Of course, it would be inappropriate to move all negotiations to the club.But it can be an effective strategy as long as one is careful.

In May and June 1942, the United States and Britain agreed to open a second European battlefield within the year to ease the pressure on the Soviet Union.But soon, British Prime Minister Churchill began to regret his decision when he saw that the situation on the Soviet battlefield was changing and the conditions for landing in Europe were not yet ripe.So I discussed with US President Roosevelt not to land in Europe for the time being, but to open up a battlefield in Africa, that is, the "Torch Project".But what gave Churchill a headache was how to tell the Soviet leader Stalin about this decision.To show his sincerity, Churchill personally went to Moscow to meet with Stalin. The talks were held at night, and Churchill was fully prepared to see Stalin's face.Although Churchill cited a lot of reasons to explain to Stalin why he could not open up the second front on schedule, Stalin still kept a long face and asked sternly: "As far as I know, you can't use a large number of troops to open up the second front." In the second battlefield, I don’t even want to use six divisions to land.” “It’s true, Your Excellency Stalin.” Churchill said sincerely, “In fact, we have enough troops to land, but I think it’s still too late to open up a second battlefield in Europe. Not at the right time, because it has the potential to undermine our entire battle plan for next year. War is cruel, not child's play. We cannot make a decision lightly." Stalin's face became even more ugly, and he said sharply: "I'm sorry, sir, your view of war is different from mine. In my opinion, war is an adventure. Without this adventurous spirit, how can we talk about victory? I really don't understand why you What about the fear of the German army?" "We are not afraid of the German army, and you know that Hitler was in his heyday in 1940, and we in Britain had only 20,000 trained troops, 200 cannons, and 50 tanks. We are so weak, Hitler did not come to attack, the reason is very simple, crossing the English Channel is not easy." Churchill retorted. "Mr. Churchill, I would like to remind you of a key factor. When Hitler lands in England, he is bound to be resisted by the British people. However, if the British army lands in France, he will be welcomed by the French people. The support of the people will also determine the outcome of the war." key." So far, the negotiations have reached an impasse, and neither of the two heads of state can convince the other.There was a tense atmosphere in the conference room.Stalin finally said: "Although I cannot persuade you to change your decision, I still insist that I cannot agree with your point of view." Seeing that Stalin's attitude was so firm, Churchill had to change the topic and talk about Talk about bombing Germany.After this conversation, the tense atmosphere eased.A smile also appeared on Stalin's face. Churchill felt that it was time to speak out about the "torch plan" agreed upon by the United Kingdom and the United States, so he said: "Now let us go back and talk about the landings in France in 1942. I am here specifically for this issue. In fact , I don’t think France is the only choice. We have made another plan with the Americans. The President of the United States, Mr. Roosevelt, authorized me to tell you this plan in secret.” Seeing Churchill’s mysterious expression, Stalin couldn’t help but wonder about this “Torch Project” interested.Churchill briefly introduced the content of the "Torch Project".Stalin also talked about his understanding and opinions on this plan, and Churchill agreed.At this time, although Stalin was displeased with the postponement of the British and American landings in France, the atmosphere had obviously eased.Churchill continued: "We also plan to transfer the British and American combined air force to the southern flank of the Russian army to support the Russian army." Stalin expressed his gratitude.So far, the talks have cleared up, but for Churchill, this is not the time to see the rainbow. The next night, the second round of talks began.Stalin first took out the memorandum signed by the United States, Britain and the Soviet Union, and condemned the United States and Britain for not fulfilling the agreement-opening the second battlefield in 1942 as scheduled.Then he blamed the United States and Britain for not sending the necessary military supplies to the Russian army as promised.Stalin's expression was stern but without anger.He repeatedly emphasized his point that the American and British troops need not be afraid of the Germans. When Stalin talked about this, Churchill couldn't stand it anymore.He said excitedly: "We came here from a thousand miles to establish a good cooperative relationship. We have tried our best to help you. We once fought alone for a year and suffered huge losses, but now our three countries An alliance has been established. I believe that if we work together, we will be able to win." Stalin saw Churchill's face flushed with excitement.In order to ease the atmosphere, he joked: "I really like listening to the tone of Prime Minister Churchill's speech. It's really wonderful." This remark made the audience laugh and eased the atmosphere. The next evening, Churchill attended a formal banquet in the Kremlin.The atmosphere of the banquet was friendly and warm.Stalin chatted happily with Churchill, and the expressions on both sides were natural, and there was no more serious expression during negotiations.Seeing that Stalin was in a good mood, Churchill immediately said: "Dear Your Excellency, have you forgive me?" Stalin laughed and said: "All this has passed, and the past should be attributed to God." Relying on his superb negotiating skills, Churchill seized the right opportunity to make some concessions, and finally won Stalin's understanding.When negotiating, the two sides often come to an impasse.At this time, if both parties are unwilling to make concessions, it is easy to cause the negotiation to break down.In this case, Churchill's brilliance was that when the negotiation reached an impasse, he immediately changed the topic to ease the atmosphere, and continued the discussion when the atmosphere relaxed.This will avoid embarrassing situations for both parties. It is inevitable that the two sides will be deadlocked during the negotiation, especially when the conditions of the two parties are too different, they are unwilling to make compromises.At this time, deadlock is very easy to occur.There are two solutions at this time: one is to suspend the adjournment, so that the negotiating parties can think and argue about the problems that arise during the negotiation, and then continue the negotiation until an agreement is reached; On one side, explore the easy-to-solve issues and terms first.Among them, there is a negotiation method that is different from the above methods to break the deadlock, which is the method of changing the topic. This method of negotiation pays attention to changing and easing the atmosphere of the negotiation by changing the topic, allowing the negotiating parties to re-discuss the controversial issues and terms in a new negotiation atmosphere, and finally reach an agreement. A glass factory in Zhejiang negotiated with Nordahl Glass Company of the United States on matters related to glass production equipment. It successfully used the topic transfer method and finally became the winner of the negotiation. During the negotiation process, the two sides disagreed on the issue of whether to import the whole set of equipment at the same time or part of the equipment. Under such circumstances, in order to make the negotiation achieve the predetermined goal, the chief representative of our glass factory decided to take the initiative to break the deadlock.But at such a stalemate, how can the negotiations turn around?It is obviously inappropriate to adjourn the meeting, and to make concessions will suffer huge financial losses.At this time, the negotiator thought for a while and finally had an idea.So he took the initiative to change into a relaxed tone with a smile on his face, avoiding the sharp issues of dispute between the two parties, and said to the other party: "Your Nordahl company is world-class in terms of technology, equipment and engineers. Use your First-class technology and equipment cooperate with us, we can become the number one glass manufacturer in the country, and the profits are very considerable. The development of our glass factory is not only good for us, but also for your company. , because it means that you are working with the largest glass manufacturer in China. Don’t you think so?” The other party's chief negotiator is a senior engineer of the company.Hearing the words of praise for him, the representative immediately showed a very happy attitude, the atmosphere of the negotiation suddenly became brighter, and the two parties became relaxed and active all of a sudden.Our representative saw that this trick was really effective, and the other party also showed strong interest and enthusiasm for negotiation, so he took the opportunity to change the topic and continued to say to the engineer: "However, our factory does have existing funds and foreign exchange. It is not a small difficulty. After all, the limited funds are an objective fact. Therefore, we cannot import all the equipment from your company for the time being. We have no choice but to propose the idea of ​​importing some equipment. Now you should also understand that France, Germany and Belgium, Japan and others are negotiating and cooperating with some manufacturers in northern China. If you don’t reach an agreement with us as soon as possible, and you can’t invest in the most advanced technology and equipment just because of the small problem of not being able to import all the equipment, then you will soon Facing the unfavorable situation of losing the Chinese market, European countries will also doubt Nordahl’s efficiency, and even its development capabilities and vision.” After hearing these words, the representative of the other party finally realized the broad development prospects of the cooperation between the two parties. If an agreement cannot be reached smoothly due to the problem of the scale of equipment introduction, not only will the temporary economic benefits be lost, but there is also a serious danger of losing the Chinese market. After all, the current market competition is so fierce, once the market is occupied by others, it is difficult to enter China again; moreover, if the negotiation breaks down because of the specific content of the negotiation that does not have a great impact on the company, it will not be easy for the company to explain.With this in mind, the US representatives had to follow our wishes, and after further discussions between the two sides, they successfully reached an agreement on the introduction of some equipment.In this negotiation, our glass factory not only successfully saved a large amount of foreign exchange, but also developed rapidly with the help of Nordahl, and finally took the lead in the market competition and became a leader in the same industry By. It is very common and normal for a stalemate to occur during negotiations. After all, both parties are unwilling to make any form of concessions for their own interests. How to break the deadlock and reach an agreement that is beneficial to them is very important. up.Appropriately shifting the topic when deadlocked, subtly invigorating the emotions and atmosphere of both parties, and then re-discussing the possibility of reaching an agreement with the other party through the extension of the topic, can make it easy for both parties to communicate and understand, and from their respective perspectives Starting from interests, we will work together to achieve the ultimate goal until an agreement is reached. Konosuke Matsushita is a very wise businessman.Under his leadership, Matsushita became stronger day by day and became a famous electric appliance manufacturer in the world.Once, Konosuke Matsushita went to Europe to negotiate with a local company.Since the other party is a very famous company in the local area, it is unavoidable to be a little arrogant.In order to safeguard their respective interests, both parties are unwilling to make concessions.So much so that when it came to the intense point, the two sides quarreled loudly, even beat the table and stomped their feet, the atmosphere was extremely tense, especially the other party was not polite at all.Fortunately, Matsushita had no choice but to suspend the negotiation temporarily and negotiate after lunch. After a noon correction, Matsushita Konosuke carefully thought about the confrontation between the two sides in the morning, thinking that such a head-to-head confrontation with the other party may not necessarily lead to good results, on the contrary, the deal may not be negotiated.So I began to consider another way of negotiating.The other party, relying on his own advantages of "time, location, and harmony", was unwilling to make any concessions, and made up his mind to kill Konosuke Matsushita's prestige severely. Negotiations resumed, with Matsushita speaking first.And each other had serious expressions, as if they were determined to win.Matsushita did not talk about business matters, but talked about the relationship between science and human beings.He said: "Just now I took advantage of my lunch break to go to the Science and Technology Museum, where I was deeply moved. The spirit of human research is really admirable. At present, human beings have produced many remarkable scientific research results. It is said that Apollo 11 The rocket is about to fly to the moon again. Human intelligence and science can develop to such a level, which should be attributed to the great human beings.” The other party thought that Panasonic was just chatting and deviated from the theme of the negotiation, and slowly Soothes the tense facial expression.Matsushita continued: "However, the relationship between people has not progressed as far as the scientific enterprise. There is always a sense of mistrust among people. They are hating each other, fighting, and all over the world, similar Vicious events such as wars and riots frequently occur on the streets, and the crowds are bustling, and it seems to be a peaceful scene. In fact, people are still fighting with each other ugly in their hearts." He paused for a while, and More and more people on the other side were attracted by his words and began to concentrate on listening to him.Then he said: "Then why can't the relationship between man and man be developed more civilized and progressive? "I think that people should have a sense of trust, and should not blindly accuse each other of their shortcomings and faults, but should adopt an attitude of mutual understanding, and join hands to fight for the common cause of mankind. "The rapid development of science and the backwardness of people's spiritual civilization are likely to lead to greater misfortunes. People may use their own atomic bombs to kill each other. Japan has suffered huge disasters caused by atomic bombs during World War II. " At this time, people's attention has been completely attracted by Panasonic, the meeting place was silent, and people fell into deep thinking.Later, Panasonic gradually turned the topic to the theme of the negotiation, and the atmosphere of the negotiation was completely different from that in the morning.The negotiating parties have become close partners cooperating for the common cause of mankind.The European company accepted Panasonic's terms, and an agreement was quickly reached.It can be said that Mr. Matsushita's shift in the direction of negotiation speech at the critical moment paved the way for the negotiation to succeed. The reason why this European company no longer insists on such a tough attitude, but has a cooperative attitude and happily signed a cooperation agreement, just shows the importance of cleverly changing the topic.Usually when the two sides are in dispute, timely changing the subject can ease the tension.And if the topic you said can resonate with the other party, it will also bring unexpected results to the negotiation. Attacking the east and attacking the west is a commonly used combat strategy in military warfare.Its main idea is to create the illusion of the enemy with false images, disguise the target of attack, and strike the enemy's vital points with flexible and resourceful military operations. In the negotiation, the negotiating skills of pretending to be the opposite is manifested as posturing, creating false appearances, so as to confuse the other party, or divert the other party's attention, entangled in irrelevant terms or matters, but secretly focus on important ones on the question.Make a big fuss about issues that are not a problem for yourself, but behind the scenes, you will increase the weight of your efforts on issues or interests that need to be fought for. Focus on striving for the interests of negotiations, show them to give up without giving up, and show them not to give up if they want to give up, so as to distract the other party from their real negotiation goals, and achieve their own negotiation goals without knowing it. The victory of the negotiation. A company is negotiating with a seller for the purchase of a piece of equipment consisting of software and hardware.When the two parties started the negotiation, they introduced software and hardware into the project and discussed it together.The seller first gives a total price, and then negotiates with the company.The negotiators of this company drew up a preliminary acceptable price based on the company's total budget for the introduction of equipment, and then the two sides started several rounds of exchanges and negotiations on bargaining, and finally reached an agreement that both parties agreed to. acceptable agreement.Then the two sides set prices separately in terms of software and hardware.Company representatives found that the price on the software side was reasonable and acceptable to the company, while the price on the hardware side was very high. This shows that the total price of software and hardware previously determined with the other party is still on the high side. Seeing this situation, the company representative wanted to propose to suspend the transaction; but since the two parties had reached an agreement on the total price before, if the cooperation was terminated without reason, the seller would definitely accuse the company of having no credibility.In this way, losing face is a minor matter, and the important thing is to worry that the seller will reverse the agreement that has been promised to be beneficial to the company in other aspects.At the very least, software cannot be introduced, and software is the main target of this introduction.Just when the company representative was devastated by this matter and was at a loss for what to do, things suddenly took an unexpected turn.It turned out that in order to increase the total transaction amount of the two parties and long-term cooperation in the future, the seller's representative proposed to expand the number of spare parts and increase the sales of other spare parts.In fact, the company representatives already have a specific list of purchased parts, but the two parties have not yet negotiated on this part of the sales.As a result, the company's negotiators immediately changed from a passive position to an active one.Since the other party offered to expand the trading volume of spare parts, they took the opportunity to temporarily withhold the list originally planned to be thrown to the other party, and in turn entangled with the other party about the hardware price reached in the preliminary agreement previously, as a way to expand the order quantity of spare parts condition.At the same time, the company's negotiators also vigorously publicized the possibility of increasing the order quantity, which well whetted the appetite of the other party, making the other party have to re-modify the price of hardware and the total price of software and hardware under the huge temptation. The seller knew that the other party could expand the order list of spare parts, and the quantity was quite considerable, so he bargained seriously with the company, hoping to sell as many spare parts as possible and get a good price. The company seized this favorable condition, while solemnly negotiating with the seller, and at the same time removed some unnecessary hardware equipment from the order without the other party being aware of it, but the order for parts did not increase much, and the price was even lower than previously declined.Such a negotiation that was originally not dominant ended in a complete victory. In order to reduce unnecessary equipment orders and reduce the price of some hardware equipment, their negotiators cleverly used negotiating skills and tactics. The purchase of spare parts made a big fuss, the seller's attention was shifted to the increase of spare parts and the price of spare parts, ignoring the company's real intention, the company also successfully achieved its goal, and became the leader of the negotiation. real winners. As a strategy and technique, playing hard to get is not only widely used in the military field, but also widely used in the negotiation field where competition and cooperation are unified. The negotiator originally hoped to cooperate with the opponent, which would bring practical benefits to both parties, but the negotiation could easily fall into a stalemate because the other party refused to cooperate or put forward more stringent requirements and conditions. In this case, the negotiator will use the technique of playing hard to get, and actively propose to give up the attempt of further negotiation or cooperation, and the other is clever. In this way, after the other party loses this partner, not only cannot meet further requirements, but Even the minimum benefits cannot be obtained, so the other party has to compromise and make concessions, and give up further requirements so that the two parties can reach an agreement. There is a large furniture factory on the outskirts of a small town in the southern United States.The establishment of this factory provided many employment opportunities for people in the local community, and also brought prosperity and economic development to the local area. People in the local community were overjoyed to see the benefits and prosperity brought to them by the construction of the factory. A few years later, in order to meet the needs of further development, the furniture factory decided to expand its scale and build a new factory. Construction of the new factory started in full swing.Due to the investment of a lot of money and manpower, it was soon ready to be put into production.But at this moment, something unexpected happened.It turned out that because the new factory did not have a full set of automatic sprinkler equipment, the insurance company refused to provide corresponding insurance business for the new factory. When the factory planned to provide such sprinkler equipment, it found that some water pipes were not suitable for such equipment at all. The factory's water pipes therefore had to be re-piped. For this matter, the manager of the factory took the initiative to approach the town committee and asked to negotiate on laying another water pipe.However, the town committee believed that the original water pipes were used for emergency rescue, and no one could use them for other purposes. Therefore, it rejected the factory's request to lay another water pipe, and stated that no matter what, the town would not give any form of compensation to the factory. subsidy.After many efforts, the manager managed to negotiate with the town committee, and finally held a hearing on the feasibility study.At the hearing, the factory tried to tell the committee that they had added a large number of employees, needed more water, and that the expansion of the factory would further help the prosperity of the town, among other things. But the committee remained indifferent, repeatedly stating that the town did not have sufficient funds to subsidize the construction of another water pipe, and the negotiations were once again in crisis.In order to break the deadlock, the factory manager left the meeting angrily, threatening to move the factory to another town, claiming that there they could enjoy very favorable conditions. Later, through local newspapers and other channels, the residents of the town knew the whole story of the case. They learned that their town could not even lay water pipes or build automatic sprinkler equipment, while other towns were willing to subsidize them. Very indignant.At this time, the town committee began to realize that the factory manager was not joking. Once the furniture factory moved out, it would not only lose a lot of direct economic benefits, but also make the prosperity of the town disappear, leading to the disintegration of the people, and the consequences would be disastrous.In this case, the town committee took the initiative to find the factory manager, and the two sides negotiated again.The factory manager saw that the town committee took the initiative to negotiate with him, and knew that the situation had become quite favorable from the initial passivity. So he not only asked the town committee to re-lay the water pipes, but also had to give his factory some preferential policies and corresponding financial subsidies, otherwise, he would still consider moving the factory out of the town.The town committee had no choice but to agree to the other party's conditions, not only laying another water pipe for the factory, but also working hard to provide loans and other preferential policies.The furniture factory won the final victory in the negotiation. In order to achieve the goal of building a new factory in the small town, laying water pipes and building automatic sprinkler equipment, the factory manager cleverly used negotiating skills and methods of playing hard to get, and threatened to move the factory to other towns, so that the town committee finally made concessions.This play-by-play strategy enabled the factory to completely control the negotiation situation and laid a solid foundation for further successful negotiations. The town committee was bewildered by the factory’s tactic, and was forced to agree to the other party’s request. It also provided the other party with many preferential policies that they did not have before, making the furniture factory a real winner. "Thirty-six strategies, walking is the best strategy." "Going" means retreating and avoiding.As a strategy and strategy, "going first" means avoiding a decisive battle with the opponent under conditions that are not conducive to one's own side. There are three ways out, either surrender, make peace, or retreat.Comparing the three ways out, surrender means complete failure, peace means half-win, and retreat means there is a chance to turn defeat into victory.Therefore, in these situations, only "walking" is the best policy, hence the name "walking is the best".However, the meaning of "walking" is not to escape passively, but to actively retreat in a planned way, and then look for opportunities to counterattack. In negotiation activities, if the other party is aggressive and aggressive, if you neither want to seek peace nor take the initiative to compromise, then the best strategy is to temporarily avoid the other party and stay away, so as to create a deadlock in the negotiation. At this time, if the other party really has the sincerity of cooperation, they will seek an appropriate way to renegotiate.In this way, the situation of the negotiation will change significantly. The party that implements the plan will change from passive to active, and the other party will lower its own negotiation standards in order to reach an agreement that is beneficial to itself.This is the basic connotation of taking the best plan. Representatives from China and Tunisia had conducted bilateral negotiations on the establishment of a fertilizer plant in China.After several rounds of negotiations, our side and the Tunisian side finalized the project to utilize the superior conditions of Qinhuangdao Port, and the negotiations went smoothly.At this time, Kuwait Petrochemical Company also wanted to get involved and jointly set up a fertilizer plant with us and Tunisia. The negotiation changed from two parties to three parties.In the first tripartite negotiation, Kuwait sent the chairman of the company as the chief negotiator to attend the negotiation.The chairman is shrewd and capable, and has very rich negotiation experience.As soon as he appeared on the stage, after listening to the introduction of some preparatory work carried out by China and Tunisia, he said flatly: "All the work you have done before is futile. The work of establishing the fertilizer plant must start from scratch!" 听了该董事长的意见之后，不仅仅是中方代表，就是突尼斯方面的代表也感到非常的不解和惊讶。要知道，仅仅是编制可行性研究报告，中突双方就动员了二十多位化工专家，耗资三十多万美元，费时三个多月才完成。如果对此全盘否定，一切从头开始，显然是没有道理的。尽管如此，中突双方的谈判代表却没有人起来驳斥这位董事长。原来这位董事长有着非常高的威望，此人在科威特的地位仅次于科威特石油大臣，而且他还是国际化肥工业组织的主席，以他为代表的公司在突尼斯的许多企业中都拥有大量的股份等等。鉴于此种原因，中国和突尼斯的代表都无法当面驳斥这位董事长的观点。 中方的一位地方政府代表心想，这位董事长真是一语惊天。他琢磨着应该如何打破这种沉闷的气氛。因为这位董事长的要求，不仅是突尼斯方面，中方代表也是很难接受的。尽管这位董事长拥有巨大的权威，但是中方的这位地方政府代表实在是忍受不住了，他猛然间站起身来，向与会代表说：“我代表地方政府声明：为了建立这个化肥厂，我们安置了一处挨近港口并且地理位置相当优越的场地。同时更是为了尊重我们的友谊，在许多合资企业表示想要得到这块土地的使用权时，我们都拒绝了。现在如果按照董事长今天的提议，事情将要无限期地拖延下去，那我们只好把这块地方让出去！对不起，我还有别的事情需要处理，我宣布退出谈判，下午我等候你们的谈判消息！” 说完，这位地方政府代表拎起皮包转身就走。中方的另一位谈判代表喊着追了出来，劝他赶快回去。地方政府代表笑着说：“我不走，我找个别的房间躲一会，我敢保证，下面的戏肯定好唱。”半个小时以后，一位代表跑出来，兴高采烈地对那位地方政府代表说：“你这招真灵，你一炮放出去，形势急转直下。那位董事长说了，快请那位先生回来。我们强烈要求迅速征用秦皇岛的场地！”当地方政府代表重新回到谈判桌上继续谈判的时候，谈判已经变得非常顺利，而那位董事长再也没有否认中突双方此前所做的各种努力，三方的合作协议也很顺利地取得一致。 由于科威特石化公司董事长的极大权威和武断的态度，使中方和突尼斯方面在谈判中处于相当被动的局面。在这种情况下，如果慑于该董事长的威望，答应了他的无理要求，此前中突双方所做的各种努力以及耗费的大量人力物力都将被全盘否定。为了打破僵局并改变该董事长不合实际的谈判态度和立场，那位代表在向大家陈述了利害关系后毅然采取了“走为上”的谈判策略，暂时退却和躲避对方，宣布退出谈判。结果这一招果然取得成功，一举扭转了谈判的局势。