Chapter 37 Chapter Thirty-Seven United and Divided——Weights to Increase the Odds of Winning

There are many times when facing a powerful enemy, we feel powerless and worry about whether we can beat the enemy. In fact, there are many examples in history where the weak defeated the strong.Studying these examples of the weak overcoming the strong, we found that the reason why the weak can defeat the strong is nothing more than the following two methods: one is to unite the weak and form a strong alliance, and finally make the strong not strong; the other is to divide Disintegrate the combination of the strong and the strong and the weak, so as to highlight the strength of one's own side.

No matter in ancient diplomatic and military history or in modern diplomatic negotiations, there are many examples of negotiation skills and strategies of cooperating with the strong and resisting the strong.Similarly, in modern economic negotiations, the negotiation strategy of combining vertical and resisting strong forces can also be applied.For example, in order to protect their own economic interests, small and medium-sized enterprises and companies unite against powerful enterprises or companies; sellers or sellers unite under certain circumstances to form chambers of commerce or guilds to deal with strong opponents; bargaining power, unite all forces that can be united, seek partners or support from all sides, and so on.These can be regarded as the flexible application of the negotiation skills and methods of combining vertical and anti-strong forces.

No matter how powerful your opponent is in the negotiation, if you can make full use of the strength of the alliance, use the technical, financial, political, vertical, and horizontal forces to support and protect yourself , geographical or directional power, etc., you can not yield to the pressure of powerful negotiating opponents and make the negotiation successful.Even if the other party adopts the method of bidding or bidding, if you can use the negotiation skills of joint vertical and anti-strong to change other competitors from competitors to joint forces, you will be able to defeat the other party and make the negotiation process follow your expectations direction of development.

Some specific issues need to be paid attention to when applying the negotiation skills of combining vertical and anti-strong forces: (1) In order to achieve the goal of confronting the strong negotiating opponents, the objects to be united must have common interests and intentions, and even their interests are also threatened by the common opponent.Only these common goals and interests can tightly twist several weak forces together to deal with the enemy together; (2) Coordination work must be done well within the joint vertical alliance to prevent disintegration within the joint vertical alliance due to differences in priorities, motives and standards, conflicts of interests and interests;

(3) Be mentally prepared for the disintegration of the joint vertical alliance at any time, so that you will not be helpless because of the breakup of internal members.It should be noted that even the strongest family cannot avoid conflicts and contradictions among family members, and when conflicts and contradictions cannot be reconciled, they will part ways; (4) In addition to preventing division and disintegration within the joint vertical alliance, it is also necessary to be vigilant and prevent powerful opponents or weak members from implementing the skills and strategies of cross-attacking the weak.

As the saying goes, a fortress is easiest to breach from within.The most effective way to fight against a powerful alliance is to strive for its internal rupture.Then draw its members to join its own camp to achieve the purpose of weakening the enemy and defeating them one by one, so as to achieve all its negotiating purposes. So how can we break the opponent's fortress?This requires you to adopt certain strategies and strategies. Under normal circumstances, there must be weak and strong in the enemy's alliance. If you want to break through the enemy's defense line, it is best to win over the weak or weak-willed within the enemy.These weak people are often attached to a strong person because they are afraid of the strong, or afraid of being eliminated. For them, preserving themselves is the most important thing.In fact, they also know that they are attached to a strong man, they have to act according to the face of the strong man, they have no initiative at all, and they will eventually be annexed by the strong man.Attachment is just a way to save yourself temporarily.Therefore, if you want to persuade these weak people to withdraw from their alliance, the best way is to analyze the current situation for them, so that they can truly realize where their own interests lie, and realize that they can work with the strong to eliminate those who are weaker than themselves or as weak as themselves. As a group, when the strong achieve their goal of destroying the weak, their own death will come.

Secondly, there is another method - differentiation and combination.Man is the highest animal and also the animal with the richest thought. For a person or company in a union, there is nothing more important than protecting its own interests. Even the closest brothers often turn against each other because of one or two slanderous words from others, not to mention people and groups without the slightest blood relationship?Therefore, the application of anti-indirect tactics is the best way to break the enemy's internal alliance.The most important point in applying countermeasures is that you have to choose a suitable person who is suitable for you to implement countermeasures.This person needs to have the following characteristics:

Suspicious by nature; stronger than others; He is the main leader of the interest group he represents and has the power to make decisions. After choosing such a person, you can choose a man who can speak eloquently, and go to sow discord until you achieve your goal. The third and easiest way is to give the person you want to woo certain benefits, which can make the other party shake the morale of the army.Of course, these benefits should be based on not harming one's own interests, but also have a strong attraction to the target.As long as they are willing to give up the original alliance for these advantages, you will be more than half successful.

When the strong negotiators use the negotiating strategy of continuously attacking the weak to deal with the weak, the weak and weak forces can also take certain countermeasures.These measures include: First, in highly competitive negotiation occasions, weak forces should maintain a skeptical attitude towards joint demands and small favors from powerful opponents, analyze the motives and purposes of their demands, and refrain from easily agreeing to the other party's demands and accepting their favors. Second, strong alliances should be formed between weak and small forces, requiring common ground while reserving differences, and avoiding intrigue and sharing different dreams.

No matter what kind of lure, threat, deception and other means a powerful opponent adopts, it must be unmoved, and it is not easy to leave the alliance and join the opponent.This will not only bring losses to other associates, but will eventually lead to their own losses.As the strategist Machiavelli said: "The most dangerous loss is to unite with a country that is stronger than your own to destroy a country that is weaker than yourself. After the war is over, the result can only be swallowed by the big country on the side of the alliance. , and nothing else will be gained.” Machiavelli’s understanding of military theory is equally applicable to negotiators.

Third, use the negotiating skills and strategies that unite the vertical and resist the strong to deal with the negotiating skills and strategies that fight against the weak. On the ever-changing negotiating table, there will be various situations.In terms of negotiation strength, sometimes one's own strength is strong and the situation is active, while the other party is weak and at the mercy of others; sometimes one's own side has no advantage and is in a passive position, while the other party is free and easy.If the negotiating opponent encountered is strong and has a strong backing for support, and all the advantages and favorable conditions are in the hands of the other party, how to deal with it is a very critical issue.Among the many methods, it is a good choice to use combined forces to deal with strong opponents, and to unite weaker forces to defeat negotiating rivals. Su Qin went to Yan State first and persuaded Yan Wenhou to unite with Zhao State, which was hundreds of miles away, in order to prevent Qin from being thousands of miles away.Under Su Qin's persuasion, the two sides reached a consensus.Yan Wenhou accepted Su Qin's suggestion, so he sponsored Su Qin's chariots, horses and money, and went to Zhao State to implement the strategy of joining forces to resist the strong and restrain Qin's aggression. Su Qin came to Zhao State to negotiate with Zhao Suhou.He pointed out to Zhao Suhou that Qin State did not dare to attack Zhao State because Han and Wei would attack its rear. If Qin State defeated Han and Wei first, and then raised troops to attack Zhao State, then Zhao State would be difficult to resist.Su Qin then pointed out to Zhao Suhou that the land of the six countries is five times that of Qin, and the soldiers of the six countries are ten times that of Qin. If they can unite and work together, they will definitely be able to defeat Qin.Therefore, he hoped that King Zhao would invite the monarchs of the five countries including Han, Wei, Qi, Yan, and Chu to negotiate and discuss the great cause of the six countries uniting against Qin, so that Qin would not dare to attack any of the six countries.After hearing Su Qin's words, Zhao Wang was overjoyed and praised him vigorously.Then, Su Qin went to other countries to negotiate under the order of King Zhao. Regarding the stronger state of Chu, Su Qin pointed out in the negotiations that it is impossible for Chu and Qin to coexist, just like the reason that two tigers cannot coexist when they are fighting each other.If Chu is strong, Qin will be weak, and if Qin is strong, Chu will be weak.Qin and Chu are destined to confront each other.That being the case, Chu State should call other small countries and form an alliance to jointly resist the mighty Thailand.In this way, no matter how powerful Qin is, it is far from being able to match the power of the six countries united. If Chu and Qin have a good relationship, they will give land and wealth to Qin. If they unite with the five countries, they will be appreciated by the five countries and benefit from it.After weighing the pros and cons, Chu State should of course form an alliance with the five countries to jointly resist Qin State. Regarding the various small countries, Su Qin pointed out to them during the negotiations that in front of the powerful Qin State, the small countries are like candles in the wind, and they will be easily wiped out by Qin State. Only when everyone unites and regards Qin State as a common enemy , to be able to become stronger and protect itself from being annexed by Qin. Under Su Qin's lobbying and hard work, the strategy of uniting against Qin finally came to fruition.All countries agreed to unite to fight against Qin, and sent envoys to hold joint negotiations in Huanshui, and finally reached an agreement, the six countries formed an alliance to fight against Qin, with Su Qin as the leader of the alliance.So far, Su Qin's strategy of cooperating vertically and resisting strong forces has been successful, so that Qin, which is proud of its strength, dare not go out of Hangu Pass to attack the six countries in one step. The reason why Su Qin's joint vertical strategy can be successful is that on the one hand, he successfully used the method of joint vertical and anti-power, and on the other hand, he accurately grasped the common interests and situations of the six countries.Only these common purposes and interests can unite these weak forces.If a joint approach is not adopted, no country can resist Qin's powerful offensive, and once more and more countries are annexed by Qin, the remaining countries will become fewer and fewer.Relatively speaking, the strength is getting weaker and weaker, and it is more difficult to resist Qin's attack.Only by uniting and jointly resisting Qin's military strength, can Qin be prevented from acting rashly, and all countries can keep their own territory. The most effective way to deal with the negotiation strategy of uniting vertical and resisting the strong is the method of combing and attacking the weak.Continuing to attack the weak refers to the effective measures taken against the negotiating opponent's joint vertical and strong resistance during the negotiation process.Its purpose is to weaken the resistance of the alliance by splitting up the alliance and attracting the members, and then defeat each of them, and finally defeat all the weak and weak forces, so as to achieve all its negotiation goals. Zhang Yi came to the state of Wei, trying to persuade the state of Wei to submit to the state of Qin, so that other countries could follow suit.However, the negotiations between Qin and Wei broke down because King Wei took a tough attitude and rejected Qin's request.Zhang Yi then secretly ordered Qin to attack Wei.The two countries were at war, and Wei was defeated.Later, Qin State wanted to attack Wei State again, and defeated South Korea's troops first, beheaded 80,000 people, and shocked all countries. Under such circumstances, Zhang Yi took the opportunity to negotiate with King Wei and persuade King Wei to compromise with Qin. Zhang Yi threatened the king of Wei that the alliance of the six countries would not succeed at all. Even brothers born to the same parents would still compete for money. How could the six countries unite for a long time with a few words from Su Qin? If the State of Wei does not surrender to the State of Qin, once Thailand sends troops, the State of Wei will be in danger.Faced with the destruction of the Han army, King Wei couldn't stand Zhang Yi's intimidation, so he abandoned the alliance and asked Qin for peace. Qin used a combination of war and negotiation to subdue all countries one after another.After that, Zhang Yi continued to lobby the six countries, implement the strategy of attacking the weak one after another, divorce the six countries from the covenant, and force the six countries to compete for land and bribe Qin.As all countries expressed their favor to Qin and asked for peace, Su Qin's painstaking strategy of uniting vertically and resisting strong forces was completely disintegrated.Among the six countries, no matter whether it is the most powerful state of Chu or the relatively weak countries such as Han and Wei, they do not have enough strength to compete with Qin.And Qin's requirements for the six countries became more and more stringent, asking for gold, silver, jewelry, land, cattle and sheep from time to time, which made the strength of the six countries weaken day by day. In the end, no country could withstand the attack of Qin's army. Finally, they were annexed by Qin State one by one.Zhang Yi's continuous horizontal attack and weak method helped Qin finally unify the six countries. From Zhang Yi's strategy and method, it can be seen that the key to the continuous attack of weakness lies in the division and disintegration of the joint vertical alliance, and then they can break through each one and obtain as much benefit as possible.In order to disintegrate and disintegrate the joint vertical and anti-strong alliance, the Qin State represented by Zhang Yi did not hesitate to deceive, win over, bribe, intimidate and even fight while talking, forcing the joint vertical alliance of the six weak countries to gradually disintegrate and take refuge in Qin State.Therefore, division and disintegration and individual defeat are the core tactics of continuous cross attack. In negotiation activities, the skills and methods of playing hard and soft are often used by negotiators to achieve their own negotiation goals.Negotiation science is called "black face, white face method" or "good guy and bad guy method".Using this method, the "bad guy" who sings "black face" is the first to appear.The arrogant and unreasonable performance of this kind of negotiator, demanding, tough attitude, the lion opens his mouth, the purpose is to make the negotiating opponent have great resentment or fear of this kind of negotiation.When the atmosphere of the negotiating parties is quite tense and the negotiation is deadlocked, the "good guy" who sings "bad face" will appear on the stage.With a superficially sincere attitude, this kind of negotiator makes a little concession and treats the other party "reasonably and reasonably", showing an extremely kind attitude. American billionaire Howard Hughes is a eccentric and short-tempered person.He is an excellent candidate for the negotiating "black face" character.On one occasion, Hughes personally negotiated with representatives of the aircraft manufacturer for the purchase of a large number of aircraft.Due to Hughes' personality, temper and social status, his negotiating style makes it difficult for ordinary opponents to adapt, and some of his unreasonable demands and conditions often make opponents feel at a loss, and this negotiation is also the same.During the negotiation process between the two parties, Hughes not only had a rough and bad attitude, but also asked the other party to write down the 34 demands he had put forward in the contract, and among them 11 demands were what he must obtain, without any room for concession.Hughes' attitude and conditions met with resentment and anger from the aircraft manufacturer. Although the other party's attitude was not as bad as Hughes', it was unbearable for his negotiating style, and the two sides began to confront each other.In this way, Hughes and the negotiators of the aircraft manufacturer refused to give in to each other and competed for every inch of profit. The negotiations were full of gunpowder and an extremely unfriendly atmosphere. Soon the negotiations between the two sides fell into a stalemate.Due to Hughes' overly tough attitude and domineering speech style, the negotiators of the aircraft manufacturer were quite annoyed. In the end, Hughes was "kicked" out of the negotiation venue by the other party, and the two parties finally broke up. But in fact, this kind of ending and scene and the reaction of the other party are exactly what Hughes deliberately created.He didn't really want to screw up the negotiations and abandon the cooperation between the two parties.But this is the end of the matter, the transaction negotiations between the two parties have ceased, and Si himself can no longer participate.He sent his personal assistant to continue negotiations with the other party on his own behalf, acting as a "white face".Before negotiating again, Hughes told the representative that it is not necessary to win all 34 demands, as long as they can win the necessary 11 demands.The representative then negotiated with the other party with Hughes' real purpose.He did not adopt Hughes' domineering negotiating method, but acted as an image of a good old man, and had a heart-to-heart relationship with the other party.Flow of ideas and ideas.The negotiation returned to a friendly and harmonious atmosphere. Unlike the result of Hughes' negotiation, his personal assistant quickly settled everything. After some intense but friendly negotiations, the representative managed to secure 30 of the 34 demands from the aircraft manufacturer's negotiators, including all 11 must-have demands.The result surprised Hughes.He wondered how his personal assistant had achieved such a huge victory.The representative told him: "It's very simple, because every time I can't reach an agreement, I ask the other party if he wants to solve this problem with me or leave it to Mr. Howard Hughes to solve it with you? As a result, the other party is very happy every time. Accept my request, and that's it." Due to the close cooperation between Hughes and his representatives, they acted both hard and soft, combining strength and softness, and successfully played a wonderful play of "black face and white face", which satisfied their own requirements to the greatest extent. and methods provide an excellent illustration. In the process of negotiation, use both hard and soft skills and methods, and pay attention to the relevant conditions of the negotiating opponent.If the other party has rich negotiation experience, and the whole negotiation situation is unfavorable to oneself but beneficial to the other party, then it is difficult to achieve the expected goal by using soft and hard techniques; It is easier to work when the negotiating opponent lacks sufficient experience or the negotiating opponent is more eager to reach an agreement. There is a saying in "Mencius · Li Louxia" that "if you have deep resources, you can find the source from the left and the right", which is what we call the source from the left and the right.Its original meaning is that after the learning and kung fu is achieved, it will naturally be inexhaustible.In negotiations, it is also a very important strategy and method to have both sides.In multilateral negotiations, in order to achieve their own negotiating goals, negotiators use the contradictions and information blockades between other negotiating opponents to release the so-called "secrets" by multiple parties, allowing the other party to regard them as treasures and take corresponding measures. In the meantime, they are able to do a job with skill and ease, and have both sides, and realize their own negotiation attempts and goals. In the mediation and negotiation of the Middle East issue, Dr. Kissinger successfully played the role of both sides.In order to achieve his negotiating goals and control oil exports in the Middle East, he told Egyptian President Sadat a series of "secrets", told Syrian President Assad a series of other "secrets", and told Saudi King Faisal another "secret".Kissinger believed that, by virtue of their mutual mistrust, they would never exchange their secrets with each other.And in this way, for a long time, Kissinger himself can achieve a series of negotiating goals in both directions. After 1971, Kissinger met with the Shah of Iran many times, and he assured the Shah that in the process of building the Iranian army, navy and air force, the Shah could request the United States to provide all necessary advanced weapons.The Shah of Iran understood Kissinger's intentions, and his appetite for buying the latest American weapons was growing, without even considering the price.After a while, Iran no longer had enough money to buy such expensive weapons, but the oil embargo and the tension in the oil market made it possible for the Shah to solve the problem.He just needs to raise the price of oil.Through negotiations, Kissinger and the Shah of Iran reached a consensus and agreement on this point. On the other hand, Kissinger found King Faisal of Saudi Arabia.Kissinger asked Saudi Arabia to give regular support to the United States and buy a large amount of American bonds.And Saudi Arabia proposed to Kissinger that it is ready to continue to support the US dollar, which is currently the only reserve currency of the Gulf countries. However, if the oil market is repeatedly hit, it will be difficult for Saudi Arabia to do this, so Faisal asked Kissinger to stop the Shah of Iran The practice of raising oil prices. Two weeks later, Kissinger came to Iran to negotiate with the Shah again.They only discussed military issues in the region and the provision of new weapons and equipment to the Iranian army, not a word about oil.Kissinger nodded when the Shah pointed out that he would need to raise oil prices again in the coming months to generate more revenue.Not long after, the King of Saudi Arabia received a summary of the negotiations between the United States and Iran provided by the King of Iran. King Faisal was unbelievable about the content of the minutes.He began to seriously ponder important issues such as US foreign policy and the balance of economic and military power in Iran and the Middle East. When Kissinger came to Saudi Arabia a month later, the price of oil in the Middle East rose for the fourth time in less than half a year. The connection is also unclear.Before long, King Faisal became convinced that Kissinger was playing double tactics.He strongly urged the United States to publish an agreement against the Shah of Iran's destruction of the internal coordination of oil-exporting countries, and to stop Iran from implementing an oil policy that threatens the stability of the entire Middle East region.The United States, however, rejected the request for negotiations. In Kissinger's negotiations with Iran and Saudi Arabia in the Middle East, Kissinger gave full play to his diplomatic negotiating skills, deliberately dealing with negotiating opponents and profiting from them.On the one hand, Kissinger held negotiations with Saudi King Faisal behind Iran's back, and gained significant economic benefits from the negotiations, making Saudi Arabia the financial pillar of the United States in the Middle East.On the other hand, Kissinger conducted a secret deal with the Shah of Iran behind Saudi Arabia's back, in order to answer Iran's crude behavior on the issue of oil price increases, and at the expense of the economic interests of Saudi Arabia and other countries, reached an agreement with Iran, Iran provided "all necessary advanced weapons", making Iran ruled by Shah Pahlavi a powerful military fortress capable of confronting the Soviet Union and the military pillar of the United States in the Middle East.Kissinger relied on this kind of negotiating skills and strategies to achieve his ulterior diplomatic goals by taking advantage of the fact that Iran and Saudi Arabia will not disclose their respective secrets to each other. The negotiating strategy of having both sides is generally only applicable to occasions where there are more than two negotiating opponents with stakes.To implement a strategy of both sides, it is generally necessary to be able to confirm that other parties as negotiating opponents have the possibility of keeping the so-called "secret" Sui situation. If the opponents are extremely cooperative or even collude, then the expected negotiation goals will not be achieved. The so-called bidding means that each bidder exposes the price limit that he can bear to the bidders in turn, and then the bidder successfully selects a bidder who is most beneficial to him to win the bid.As a result, bidders competed fiercely with each other.In order to win the final victory, they did not hesitate to lower their possible profits time and time again, and the party that made the most profit in the end was still the bidding party. A negotiator wanted to build a swimming pool in his home.The expert's request for this swimming pool is very simple: 30 meters long, 15 meters wide, plus warm water filtration equipment, and it is required to be completed within one month.Although he is good at various types of negotiations, the expert is an out-and-out layman in terms of swimming pool cost, construction quality, material consumption and price, etc. It costs a lot of money that shouldn't be spent, and I can't rest assured about the quality of the swimming pool.But this does not trouble the negotiator expert. In a relatively short period of time, he not only transformed himself from a layman into an expert who is very familiar with the construction industry, but also found a builder with good quality and low price to serve him. . He first published an advertisement in the newspaper that he wanted to build a swimming pool, specifying the requirements for the construction, and as a result, three contractors A, B, and C came to bid.They took out their own contracting bids one after another, which included the specific cost and total cost of each project, as well as a detailed list of various materials and utensils, and they all said that their design scheme was the most reasonable and the most economical.Negotiation experts carefully looked at the three bids, and found that the warm water equipment, filter screen, pumping equipment, design schemes and payment terms they provided were different, and there was a big gap in the total cost. He decided to invite the three contractors to his home to discuss.The negotiation time of each contractor varies by half an hour.In this way, you can negotiate with them separately, and then find out the specific price difference and the total price difference for each link between the three contractors. The three contractors arrived as scheduled, but the experts did not meet them right away, but let them chat together in the living room.An hour later, the negotiator came out and asked Contractor A to go to his study to discuss the specific matters of building a swimming pool.Person A declares from the beginning that his design is the best and that no one can do better than him in building a swimming pool.The standard of construction he designed will be very much in line with the owner's requirements.He also told the owner in passing that Contractor B usually used outdated filters to deceive customers.And his colleague C is even more extreme. This person has left unfinished projects many times and is currently on the verge of bankruptcy.It is very risky to entrust the project to either of them, and only you can do it to the absolute satisfaction of the master.Then Contractor B came on the scene.He revealed to the owner that the water pipes provided by the other two were plastic pipes, but what he provided was real copper pipes, and he would guarantee a lower price than the other two.However, Contractor C told the owner that the filters used by the first two people were of low quality, and they often could not complete the work thoroughly. After receiving the contract money, they just ignored it, which was extremely irresponsible to the customer. , and only he can guarantee that the quality is absolutely intact and the price is low. Please consider letting yourself contract this project. The negotiators got a lot of unexpected gains through quiet listening and side-talking, and basically figured out the architectural design requirements of the swimming pool and the respective advantages and disadvantages of the three contractors.He found that contractor A had the most reasonable design, contractor B had the lowest price, and contractor C had the best construction quality.After various trade-offs and budgets, the expert decided to hire contractor C to build the swimming pool for him, asking him to use A's design plan and only giving him the project price quoted by B.After repeated bargaining with Contractor C, the project was finally handed over to him, and the final victory was the negotiator. The three contractors in the case all tried their best to win the project. In order to achieve their goals, they did not hesitate to disclose the weaknesses and irrationality of their opponents to the clients, but while flaunting themselves, they also Ignore the fact that customers will use their respective shortcomings and advantages to make choices and make new requirements.It can be said that there is a fight between the snipe and the clam, and the final result is that the fisherman benefits. Obtaining certain interests in the negotiation is not only the purpose of the negotiation, but also the final result of the negotiation; it is not only the starting point of the negotiation activity, but also the end point of the negotiation.In order to compete for interests, in addition to tit-for-tat and verbal confrontation, the negotiating parties often adopt various negotiation techniques and methods that are beneficial to themselves.If the opponent uses some unreasonable means such as conspiracy, personal attack, etc. to try to achieve the goal, one's own side must adopt more powerful techniques and methods, that is, treat the person with the same way as the person, an eye for an eye , an eye for an eye. Wang Bingzheng is a consultant and senior engineer of China National Technology Import and Export Corporation. He has participated in more than 250 technology introduction negotiations of large and medium-sized national projects, and he can be regarded as an expert in China's technology import and export negotiations.One year, Wang Bingzheng was invited to participate in the negotiation for the introduction of two large rolling mills by a Chinese iron and steel company. The two sets of large-scale rolling mills to be imported are large-scale complete sets of equipment that are urgently needed. The price is quite expensive and the issue is of great importance. At that time, four companies from two countries all quoted prices, but our users thought that only one company’s technology was the most suitable, but this company’s price was extremely high, and it believed that it had a wide range of contacts in China, so it could be sure to win, so we negotiated His attitude is very arrogant and his stand is very tough. At the beginning of the negotiation, Wang Bingzheng took the initiative to find the company's main negotiator, hoping that he could lower the quotation.But who knows that the host snorted and said to Wang Bingzheng: "My problem now is not to lower the price, but to raise the price!" He also reminded Wang Bingzheng to pay attention not to exceed the deadline of their company's quotation, otherwise they will still To increase the price. In order to gain the initiative and open up the negotiation situation, Wang Bingzheng turned to frequent contacts with the negotiators of the other three companies, which created a competitive situation.After negotiation, another company's quotation was much lower than the previous company's. Then Wang Bingzheng called the company's subcontracting partner and told him that your company's asking price is too high, and it is very likely that you will lose This opportunity to close the deal.When the company heard the news, it couldn't sit still any longer, and took the initiative to find Wang Bingzheng, asking for renegotiation.Seeing that the situation was favorable to our side, Wang Bingzheng believed that the time for a counterattack was ripe, so he immediately implemented the strategy of using his own way to deal with his own body, and warned the other party: "You just wait, when the time limit is up, I will attack the other side. I will give you an answer, please note that it is your company's quotation deadline." The other party, Zhu Tan, almost jumped up in anxiety after hearing Wang Bingzheng's words.Wang Bingzheng seized this opportunity and lowered another company's quotation by another 30 million US dollars, requiring him to reply before the "quotation deadline".When the other party talked to the owner, he suddenly became furious, complaining that we deliberately did not do business with their company, and asked us to compensate him for the loss of millions of dollars spent on quotations and back-and-forth negotiations, otherwise he would sue the court.After Wang Bingzheng resolutely pushed back the unreasonable demands of the host, he had no choice but to leave angrily. On the day of the company's "quotation deadline", 15 minutes before the deadline, the other party's chief negotiator finally came to find Wang Bingzheng on his own initiative, and reluctantly agreed to our counter-offer.Wang Bingzheng won a major victory in this negotiation and saved tens of millions of dollars for our side. Dealing with others in the same way is an extreme negotiating technique and method used to deal with opponents when the negotiating parties are full of competition and confrontation. It is obviously competitive and confrontational.It is a powerful technique and method to contain the opponent's attack, reverse the opponent's negotiation attitude, and change the opponent's negotiation requirements, so it can play a role in negotiations full of competition and confrontation.In a highly cooperative negotiation, the participants in the negotiation should make mutual concessions based on the principle of mutual benefit, so that both parties become the winners of the negotiation.