Chapter 40 Chapter 40 The Power of Language—Expression and Communication Skills in Negotiations
Language is the basic tool for human beings to communicate with each other, and it is also a tool for human beings to think. Therefore, the negotiation process cannot be separated from human language expression and communication.In addition to language, people can also use other communication tools in the process of talking and negotiating.For example: body language, facial expressions, telegraph codes, light signals, etc.Here, what we call negotiating language refers to the spoken language and body language that people use to negotiate.
Starting from collecting information and formulating negotiation plans, through the selection and application of negotiation situations and on-site implementation, the negotiation status is continuously analyzed, and after feedback signals are formed, deviation corrections are made to the negotiation plans and strategies, and new guidance is implemented on the negotiation status. sex signal input.
Such a cycle is repeated, and finally the optimal result of the negotiation is sought.
Obviously, in this process, all practical links are inseparable from negotiation language.
Negotiation speech not only directly expresses the negotiation plan and strategy at the negotiation site, but also its expression and communication skills often directly affect the effect of the entire negotiation.
For example, a prayer asked an elder, "May I smoke while I pray?" His request was sternly rejected by the elder, and he was warned accordingly.And another prayer went to ask the same elder again and said, "Can I pray while smoking?" He got permission and praise from the elder.The purpose and content of the two prayers are exactly the same, but the results obtained are completely different.The reason is that they speak differently.
At the negotiation site, if the two parties are engaged in more serious negotiations, other members of the negotiation team are whispering to their negotiating opponents, or discussing other private matters.At this time, the main talker will definitely temporarily terminate the negotiation and correct the behavior of its own members.This is because the negotiating language of those negotiating members at this time deviates from their own negotiating goals. Only when the overall negotiating language is consistent with the negotiating goals can the negotiation proceed.
Due to the various types of negotiations, the people participating in the negotiations also come from different nations, countries and regions.Due to the differences in age, gender, occupation, and identity, there are differences in customs, cultural accomplishment, personality, psychology, and many other aspects.The purpose of negotiation is to make both parties reach some kind of consensus on the basis of mutual understanding.If the expression and communication of negotiating speech cannot be accurately understood and accepted by the specific recipients of the speech, then the negotiating activities will not achieve the expected purpose.Therefore, it is necessary to fully understand the other party's situation before negotiating, so that you can be handy in the negotiation.
According to the chronological order of progress, negotiations can generally be divided into several stages: initial meeting, mutual statement of positions, notification and explanation, persuasion and persuasion, debate, agreement, and end of negotiation.At different stages, the way people use negotiating speech must be consistent with it.It is hard to imagine that in the initial stage of negotiation, people will be tit-for-tat and aggressive;
The German poet Heine said: "The power of language is so great that it can wake the dead from the grave, bury the living alive, turn the dwarf into a giant, and wipe out the giant." Negotiations are also inseparable from language.In ancient and modern China and abroad, how many eloquent people are eloquent and trying to turn the tide;The combination of exquisite language and quick wisdom often achieves the best unexpected results.
In negotiations, the other party will often doubt your point of view or suggestion.In this case, using persuasive expression skills can often make the other party gradually accept your ideas.The characteristic of persuasion is to firmly grasp the other party's psychology, and to explain the views on the problem from the other party's standpoint.This kind of language often makes the other party gradually give up the original idea and gradually follow your thinking.An important starting point for persuasion is to start from the point of agreement between the two parties, and then reason and induce, so that the opponent's negotiation ideas can gradually be brought into the track designed by oneself.
Everyone knows the sayings that "words are the voice of the heart" and "writing is like the person".The language quality of each negotiator is of course restricted by a series of factors such as his identity, status, cultural accomplishment, and ideological character.But we have already said that the negotiating language should be consistent with the purpose of the negotiation, and the negotiating language should be in different languages according to the specific environment.Sometimes, in order to achieve a successful negotiation, it is necessary to change the characteristics of one's usual speech, to add new tones in a specific environment, and to use targeted techniques.It's not about "hypocrisy" and "acting," but about effectively negotiating successfully.If you blindly insist on the true nature of your own words, go your own way, and ignore the specific constraints in a specific negotiation environment, you will often lose control of the negotiation and frustrate the negotiation.People usually say that "Meng Zhang Fei has fineness in his roughness", which is exactly the "fineness" in praising the thick and fierce Zhang Fei under certain specific conditions.
In negotiations, people generally use the method of asking questions to detect the attitude and strength background of the other party.Of course, there are certain skills in asking questions.Sometimes you can ask directly, and sometimes you have to ask indirectly.For example, key information related to one's own strength and final position must not be easily disclosed during the detection process of the other party, otherwise the initiative of the negotiation will be lost.
There are many types of indirect questions, such as: to detect the motivation and image of the other party - "Thanks to your kindness, why did you come all the way to discuss business with us?" To detect the attitude of the other party - "What is your impression of our company? "In order to detect the strength of the other party-"How about we expand some areas of cooperation?" The direct question is generally very intuitive.For example, to encourage the other party to participate - "What's your opinion on this?" To measure the other party's attitude - "Is our concession similar to your expectation?"
Using the method of questioning requires the questioner to be logical and to have a full grasp of the relevant information involving the final truth, and finally achieve his goal with the facts recognized by the other party and sufficient reasoning.
The negotiation process is changing rapidly, and sometimes the two sides disagree with each other, reach a stalemate, and even fail to proceed with the negotiation.Sometimes, due to various considerations, it is inconvenient for negotiators to directly state their intentions in many cases, but they need the other party to respond to this, so as to promote the progress of the negotiation.In these cases, suggestive methods are used.In addition to using body cues or media cues, verbal language can also be used for cues.Generally, people are accustomed to using metaphors and metaphors, and expressing through related allusions and stories.Using this hinting method requires the user to have a wealth of cultural and historical knowledge and astute wisdom.In addition, we should also pay attention to grasp the timing and object when suggesting.If the time is right, one point will work, otherwise the suggestion will not work.
When the two armies meet in negotiations, in order to win more interests and take the initiative in the negotiation, they often raise some sharp, complicated and difficult questions that are difficult to answer immediately.In this case, the party on the defensive should not only protect its own interests in the negotiation, so as not to benefit the other party, but also get out of the predicament and calmly control the negotiation situation.At this time, use verbal expression skillfully and counterattack in an evasive way, so that the other party cannot achieve the expected purpose.Generally speaking, using sweet words to avoid the other party can take the following forms.First, change the concept secretly.That is, the deliberate substitution of one concept for a different one.But it should be noted that the converted concept must be related to the original concept, but not the original concept.Second, change the subject.For tricky and difficult questions, you can avoid answering them and move on to other questions, so as to avoid the unfavorable situation caused by direct answers.Third, invalid answer.The so-called invalid answer means that the answer is still spoken in the surface, but there is no meaningful content in the answer, there is nothing in the answer, and the information is equal to zero.This not only maintains the relationship between the two parties, but also cleverly avoids difficulties.
An anthropologist once told us: "A successful communicator not only needs to understand the spoken language of others, but more importantly, be able to observe the silent signals of others and use them correctly in different occasions."
The "silent signal" referred to here is human body language, which is an auxiliary tool to communicate thoughts and express emotions with human expressions, movements or postures, and is a silent language.For negotiators, the use of body language is to consciously control and adjust their own body language under the specific conditions of the negotiation, and assist oral language expression to complete the negotiation task; The analysis of body language can grasp the emotions, attitudes and intentions of the other party more truly, comprehensively and in a timely manner, so as to grasp the initiative of the negotiation and strive for the best outcome of the negotiation.
The meanings represented by the two body language are listed below, so that the intention of the opponent can be accurately understood during the negotiation.
Eyes are known as "windows to the soul".What is deep in people's hearts can often be refracted through this "window".For example: when talking with people, the time of eye contact with the other person's face should account for 20%-60% of the total conversation time under normal circumstances.Above this average, it can be considered that the other party is more interested in the speaker himself than in the content of the conversation itself.Below this average, it means that the other party is not interested in the speaker or the content of the conversation.When listening to the other party's conversation, they hardly look at the other party, sometimes it is an attempt to hide something.
Negotiating parties usually shake hands when they first meet - this is the most common "meeting ceremony" worldwide.Then by shaking hands, you can also feel the state of mind of the other party.For example, if the palm of the other party sweats when shaking hands, it means that the other party is in a state of excitement, tension, and emotional instability.If the other party shakes your hand hard, it means that the other party is enthusiastic and active, and is more active in everything.Staring at the other person before shaking hands is an attempt to put the opponent at a psychological disadvantage, and so on.
Chrysler mainly produces cars and trucks, but also produces yachts, tanks, aerospace engines and chemical products.It once defeated the old Henry Ford to become the second largest automobile company in the United States and rank among the "Top Ten Enterprises in the World".However, Chrysler in its heyday also fell into the abyss later, with an annual loss of 120 million US dollars.In order to regain its former glory, Chrysler thought of Iacocca - a man who had made great achievements in Ford, but suffered humiliation.
Iacocca started the car business at the age of 15 and had his own car at the age of 16. Later, he was admitted to the famous Lehigh University and studied industrial and commercial courses for four years.After graduation, Iacocca went to Ford as a trainee engineer.Iacocca received systematic automotive engineering training at Ford, and then went on to engage in car sales.In less than a year he was the sales manager of a district in Pennsylvania, and soon after, he became the sales manager of Philadelphia by virtue of his ingenuity. In 1956, when the sales of Ford cars were not good, he formulated the "installment payment" strategy ingeniously, which achieved great success.Subsequently, he was continuously promoted. In 1960 he had been promoted to vice president and sales manager, and later to president.However, Ford Jr., the boss of Ford, felt unbalanced.He worried that the greater Iacocca's achievements, his own power would be compromised.So he tried his best to create trouble for Iacocca, and at the same time emptied his power, kept lowering his position, and finally wanted him to retire.In order not to provoke public anger, Ford said to Iacocca: As long as you don't go to another company, I will give you $1 million a year.
When the chairman of Chrysler turned to Iacocca for help, that was when Iacocca was mobilized to retire.At this time, although Iacocca hated Ford, the annual salary of 1 million made it difficult for him to give up.He couldn't make a choice easily.Therefore, the lobbyist of Chrysler said deliberately: "Mr. Iacocca, we know that you have made a lot of efforts for Ford, and you are the hero of Ford. You have made Ford the second largest company in the United States after General Motors. Big Motors. But it's your accomplishments that make Ford Jr. jealous."
"I know. My business philosophy contradicts the traditional Ford family management philosophy," Iacocca said.
"The Ford family has always been afraid of people who make great achievements. Once this happens, they will definitely remove the person from his post." The lobbyist said provocatively.
"I know. It's the Ford family style," Iacocca said.
"If the new type of car you designed can come out, it is very likely that Ford will keep pace with GM, but it will be opposed by Ford for no reason." The lobbyist once again poked Iacocca's heart.
Iacocca lapsed into resentment.The lobbyist continued: "We at Chrysler respect your experience and wisdom very much, and the boss of our company is also a meritocracy. He is not as jealous as Little Ford. If you can come to our company, you will definitely make a contribution. Better grades, let Little Ford regret it."
Iacocca fell into deep thought again.
The lobbyist saw that Iacocca seemed to be tempted, so he said: "You come to our company as the chairman and general manager. Although you don't get as much pension as you in Ford, you can revitalize a company as big as ours that is facing crisis. , and bring benefits, this is a feat! If you can rise to the challenge, Chrysler and the entire automotive industry will not forget you."
Iacocca was persuaded, so he decided to work at Chrysler.Iacocca's arrival gave Chrysler hope.But in front of Iacocca is a mess: the crowding out of competitors, the oil crisis, financial chaos, and cash depletion...Facing such a tragic situation, Iacocca vowed to bring Chrysler back to life.Subsequently, he carried out drastic reforms in the company, so that Chrysler can seek the hope of survival.
But the severe economic crisis at that time caused the Great Depression, which was out of Iacocca's control.Even under these circumstances, Iacocca applied for a government loan.This has also been opposed by peers, as it is generally considered "against the spirit of corporate freedom".Subsequently, the national public opinion circles also competed against it.In order to win the approval of Congress, he had to attend a headache hearing to persuade members of Congress to agree to approve his loan.
Iacocca used eloquent words to persuade members of Congress: "It is not our Chrysler's first initiative to obtain government loans. If it violates the principle of enterprise freedom, then why did you approve loans from other enterprises in the past?" The members of Congress looked at each other, not knowing what to do for a while answer.
"If you say the loans you approved in the past were wrong and declare those loans invalid, unfortunately that is no longer possible. But if you think you did something wrong and resigned, it can be done. So 'violating the freedom of enterprise' Spirit' accusations should not be directed at me, but at you, congressmen and gentlemen." Iacocca said sternly.
"It should be the government's responsibility to fund Chrysler, because it has tens of thousands of employees. If it doesn't get loans, Chrysler will go bankrupt, and these tens of thousands of workers will lose their jobs. This will have serious consequences for society." Congressman Gentlemen, if you represent the wishes of these voters, don't let them lose their jobs, or your jobs will be smashed!" Iacocca launched an attack on the congressmen.
"Using the principle of enterprise freedom to oppose Chrysler's access to loans is actually taking away Chrysler's freedom to exist. Congressmen, what is more absurd than using the principle of enterprise freedom to deprive enterprise of its freedom?"
With these eloquent words, Iacocca moved members of both houses of Congress.Eventually the government approved the Chrysler government loan.Under the leadership of Iacocca, Chrysler finally got out of the woods and once again ushered in its glory days.
This case can actually be regarded as two negotiations. First, the representative of Chrysler persuaded Iacocca to join Chrysler.The lobbyists took advantage of Iacocca's resentment towards Little Ford, cleverly used the art of language, and finally persuaded Iacocca.The lobbyists knew that Iacocca was a very capable person, but they were jealous of Ford, so that their own ambitions could not be realized.Therefore, lobbyists took advantage of Iacocca's ambition and encouraged him to work for Chrysler, which was facing a crisis, to meet the challenge and prove his ability to the world.
Second, is Iacocca's negotiations with members of Congress.This negotiation is even more exciting.Facing a debate-savvy opponent like a member of Congress, Iacocca would seem to be at a disadvantage.But Iacocca conquered his opponents with his eloquence, powerful arguments and wonderful ideas.During the negotiations, the congressmen were familiar with the materials quoted by Iacocca, but Iacocca analyzed the materials from a different angle, and finally came to a conclusion that was beneficial to him, which convinced the congressmen.
Negotiation is to persuade the other party, so language is especially important as a tool for negotiation.Use different languages in different situations.Chrysler's lobbyists knew that Ford gave Iacocca a very high pension every year, and the company's salary might be far less than that. If Iacocca was directly invited to work in the company at this time, Iacocca would definitely not agree.So the lobbyist used euphemistic language to stimulate Iacocca's ambition and finally succeeded.And Iacocca couldn't be tactful when negotiating with congressmen.He knows how important the power of speaking out is in this situation, so he grasps the other party's psychology and speaks with reason, which is very convincing.
Negotiations require not only reasoned words, but also evidence, and sometimes wisdom and skills.Stupid people will place themselves and their negotiating partners on different sides of the Chu River and Han borders.In this tit-for-tat tense situation, both parties often lose out due to the intense resistance between the two sides, resulting in the final breakdown of the negotiation.But smart people try to blur the boundary between themselves and the other party, shorten the distance between the two parties, which originally had a huge gap, and make the other party feel that he and himself are discussing rather than negotiating, so that the negotiation situation can be turned into two people. Face the problems that lie between the two of you together.In this way, the negotiating parties are bound to work hard to find common ground and the most appropriate way to solve the problem, and the other party's psychological defense and vigilance will be dissolved invisibly.
In the high-end western restaurant of a five-star hotel, everyone is enjoying delicious food slowly in harmonious light music, or talking softly with their companions, but there is such a guest who tied the napkin on his neck, and then gobbled it up like no one else, talking loudly to himself.
In a high-end restaurant that pays attention to western food etiquette, the behavior of this guest is very eye-catching and impolite, which immediately arouses the resentment and dissatisfaction of other dining guests.So some guests went to the restaurant manager to complain, hoping to stop the guest's practice.Whether he doesn’t understand western food etiquette or deliberately pretends to be a sensationalist, this guest’s behavior should be stopped, but in the face of such a seemingly unreasonable guest, what should be done to make him “quiet” and learn to What about Sven?
The restaurant manager delegated what seemed a daunting task to a waiter.The waiter did not use aggressive words or deeds or other methods to stop his behavior or advise the other party, but walked to his side and whispered a word.The strange thing is that after listening to the waiter's words, the guest immediately took off the napkin automatically, and then ate normally like everyone else.What effective "magic" did the waiter use?It's actually very simple. The clever waiter just asked the guest: "Sir, do you want to cut your hair or trim your face?" When the guest heard this sentence, he knew that his behavior was obviously out of harmony with the place, The napkin is automatically removed quickly.There may be many ways to achieve the same goal.The worst way to deal with that unconventional dining guest is to walk over and say: "Sir, I'm sorry, this restaurant does not allow guests to behave in violation of Western etiquette, please take off the napkin, and be careful not to affect other guests." Otherwise, please leave this restaurant.” If this is the case, the unreasonable guests may not be able to bear others talking to him in this way, the conflict between the two parties will be further intensified, and things will change. It's getting out of hand.To put it another way, if you ask the guest to restrain himself with a gentle or even groveling attitude, the guest will probably ignore it.
In this way, it is difficult to achieve the purpose of discouraging customers from correcting their mistakes.The waiter obviously did not do this, but used another way to euphemistically tell the guests that his behavior is very inappropriate here.First of all, ask him to consider respecting his own image, which not only allows the guests to realize their mistakes, but also provides them with a way to make corrections.The guests had to obey.In this way, the waiter did not expend too much energy, but also maintained his dignity, and also resolved the conflict between the two parties invisible at once. This is the best effect of four or two.
The practice of the waiter is very worth learning for negotiators.From the standpoint of the guests, he knew that putting the napkin around his neck was a free act of the guests, and did not violate the law or relevant regulations.If the waiter unilaterally asks the guests to take off the napkin, the guests will easily feel that their freedom has been restricted and interfered with, and they may even feel that they are being teased for their lack of etiquette.If this is the case, it is the waiter's fault that he didn't handle the matter well.
In a specific environment and atmosphere, negotiation does not necessarily require all the details to be negotiated. The negotiator can skillfully choose to embellish the problem points, and then re-discuss from the other party's point of view, which will make things easier. Relatively easy to solve some.Even a seemingly intractable problem can be easily resolved in four or two tricks.
Socrates is good at "midwifery".The specific method is to talk with others, first let the other party admit some basic facts, and then draw some truthful conclusions from those basic principles.And these conclusions seem to be induced from the depths of the other party's heart, just like a newborn baby is born from the mother's womb, so it is called the "midwifery technique" of truth.
This induction method can also play a wonderful role in negotiations.When negotiating, start by discussing the common points of view of the negotiating parties, and reach an agreement with the other party, and then step by step, follow the guidance, so that the negotiation will naturally fall into your own pace, turn to your own proposition, and finally reach an agreement that is beneficial to you, so that The other party was convinced.
The "midwifery" method can not only be used to induce the other party to change their position and accept opinions, but also often be used to persuade the other party, eliminate the other party's prejudice and hostility, and make the two parties reach a consensus.
Allison is a salesman for an electrical appliance company in the United States.Once he went to a new customer who had just developed not long ago, trying to sell a batch of new motors.Arison had just arrived at this company, and his chief engineer immediately asked: "Mr. Allison, what can I do? Do you still expect us to buy more of your motors?" When he asked this sentence, the chief engineer was full of enthusiasm. His face was angry, as if he wanted to turn away the guests.Arison didn't understand what was going on at first, thinking he had behaved inappropriately or had pissed off the client.After understanding, Alisson understood the reason.It turned out that the company thought that there was something wrong with the motor it had just purchased from Alisson, and thought that the motor’s heat had exceeded the normal standard. It was planning to return the product or seek an explanation from Alisson, but unexpectedly he delivered it to the door.Arison knew that forcibly arguing would not do any good to the relationship between the buyer and the seller, and this was in his company, no matter what he said or did, he had to act like a guest.Originally, the other party had misunderstood. If they blindly adopt irrational actions, not only will the problem not be resolved, but it may even lead to an uncontrollable situation.Thinking of this, Alisson decided to use persuasive techniques and the other party's theory to persuade the other party and eliminate the other party's hostility and misunderstanding.
After fully understanding the specific situation of heat generation, Allison said to the company's chief engineer: "Well, Mr. Smith, my opinion is the same as yours. If the motor you bought last time was really too hot, don't say Let you buy my product again, even if you buy it, you will ask to return it, right?" The chief engineer nodded, expressing his agreement with Alisson.Arison added, "Of course, the motor does get hot, but of course you don't want it to get hotter than the National Electrotechnical Association's standards, do you?" Again the chief engineer agreed.Next, Arison began to discuss specific issues.He asked the chief engineer, "By standard, the temperature of the motor can be 72 degrees Fahrenheit higher than the room temperature, right?"
"That's right." The chief engineer replied, "But the temperature of your product is much higher than this standard. It's almost impossible to touch. Isn't that true?" Arison didn't argue with the chief engineer either. , instead asked the other party: "What is the temperature in your workshop?" The chief engineer thought for a while, and then replied, "About 75 degrees Fahrenheit. What's the matter?"
At this time, Alisson suddenly became excited.He patted the other person on the shoulder and said to him: "Great! The temperature in the workshop is 75 degrees Fahrenheit, plus the 72 degrees Fahrenheit that should be higher, the total is more than 140 degrees Fahrenheit. If you put your hand at 140 degrees Fahrenheit Will it burn your hands in the hot water?" Although the chief engineer was a little reluctant, he had to nod in agreement.Allison took the opportunity to say: "Then, please don't touch the motor with your hands in the future. Don't worry, the temperature is completely normal."
So both sides gave a knowing smile.After further negotiations, the two sides reached another deal.
As can be seen from this example, the "midwifery" method can play a very important role in negotiations.When facing an unfavorable situation on your own side, you should use some "truth" principles recognized by both parties to make the other party nod in agreement, and finally lead the problem to a conclusion that is beneficial to your side.
Every negotiator always has a certain purpose, position and point of view before the negotiation begins.In order to achieve the purpose of changing the views and positions of the other party, the negotiators do not hesitate to use both soft and hard methods such as threats, concessions, and interference to negotiate.In addition to these, the use of persuasion is also a good negotiation technique.In this method, the negotiator relies on detailed information, presents facts to the opponent to reason, proceeds from the opponent's position, persuades and guides the opponent to change the original point of view and position, so as to achieve the goal of benefiting both sides.
When Empress Dowager Zhao first came to power, Qin State sent troops to invade, and the situation was critical.The state of Zhao asked for help from the state of Qi, but the state of Qi wanted the youngest son Chang'an Jun, the most beloved son of the Empress Dowager Zhao, as a hostage before sending troops.The Queen Mother was reluctant to let Mr. Chang'an go.The ministers persuaded the queen mother to put state affairs first, and the relationship between the monarch and his ministers fell apart.The Empress Dowager said: "An old woman will spit on anyone who makes a reply to Chang'an Lord as a hostage!" The relationship between the monarch and his ministers has reached an impasse.
At this time, Master Zuo touched the dragon and begged to see him.He avoided talking about Mr. Chang'an, and started talking about diet and daily life and other issues related to the health of the elderly to ease the tension. Then he asked the queen mother to care about his youngest son Shu Qi, which aroused the empress dowager's emotional sympathy.The queen mother not only agreed, but also put on a smile on her face, and took the initiative to talk about the issue of pity, and the relationship between the monarch and his ministers became harmonious and harmonious.At this time, Chu Long made the best use of the situation and pointed out that it would be very dangerous for the descendants of princes and lords to "respect without merit, and be generous without labor".If the queen mother really loves Mr. Chang'an, she should let him go to the state of Qi as a hostage to relieve the danger of the state of Zhao and make contributions to the state.Only in this way, Lord Chang'an will be able to stand on his own in Zhao State in the future.
This sentimental and reasonable persuasion made the Queen Mother repent, and finally agreed with Chang'an Jun to "enter Qi as a hostage".
The reason why Queen Mother Zhao was persuaded by Chu Long to send her youngest son as a hostage in Qi State was because Chu Long started from the benefit of the Queen Mother, and from the perspective of the Queen Mother's love for her son. , Persuade the Queen Mother to give up the immediate interests, focus on the long-term interests and the fundamental interests of the Zhao State, and guide the Queen Mother to take the initiative to let Chang'an Jun make contributions to the Zhao State, and then stand on his own in the Zhao State.
The negotiating parties always have their own propositions and goals before starting the negotiation, and hope that their own requirements can be satisfied to the greatest extent.Since most of these propositions and purposes are considered from the interests of one's own side, it is unavoidable that they are somewhat unrealistic. Even if the opinions have been carefully considered, they may not necessarily be consistent with the other party's propositions during the negotiation.In the process of negotiation, in order to make the negotiation go as far as possible in a direction that is beneficial to itself, it is inevitable that the two parties must persuasion patiently and meticulously to the other party.Lack of preparation work in this area, trying to "quick fix" in order to achieve success in negotiations, this is the performance of impatient negotiators, sometimes it is difficult to achieve their own goals.
Frank Turnbull rented a house from Jones Rierty in March for $300 a month. In July, he and his partner Paul were moving out.At this time, he learned that this house has rent management regulations, and the monthly rent is up to 233 yuan.So Turnbull decided to go to Mrs. Jones to recover the overcharged rent.At the beginning, Mrs. Jones refused to accept the opinion and was very hostile.
She said she was not at fault, accusing Mr Turnbull of being ungrateful and trying to blackmail him.Under such circumstances, Turnbull did not rush for success, but conducted in-depth and meticulous persuasion work to Mrs. Jones, patiently reasoning from various aspects and finding evidence.
Turnbull said: "Mrs. Jones, I just learned that our house has a lease policy. People say the highest price is 233 yuan a month, right? Paul and I both know that you are renting this house to us. We are grateful for your care, for your time and energy. But we need to know if we have overpaid rent, and if you can fairly convince us that we should, we will move out with satisfaction," Mrs Jones said : "You mentioned justice, which I think is ridiculous. You're trying to get money from me on the condition that you still live in the house. If it's my way of thinking, you and Paul should move out of the house today." Ember replied, "I must have misunderstood. Of course it's fine for me and Paul to ask for money, and we can live until you get us out, but that's not the point at all. No one wants to be cheated. If We have to figure out who has the power and refuses to move out, so we have to go to court. But it will waste a lot of time and money, and the result will be a headache, and it will be the same for you. I don't think anyone will choose this route Bar."
Mrs. Jones said: "Don't you trust me? I am helping you anyway!" Turnbull said: "We appreciate everything you have done for us, but there is no trust problem here. The principle of the problem Yes, are we paying more rent than we should? What do you think should be considered to solve this problem? Also, can I ask you a few questions to check whether what I said is correct? For example, does this house have a lease agreement? Is the maximum rent really 233 yuan? Paul asked me if we violated the regulations? When Paul signed the lease contract, did someone tell him that the house has lease regulations? Did anyone tell Paul that the rent he agreed to was higher than the maximum amount stipulated? 67 yuan more? I don’t understand why you ask us 300 yuan a month, what is your reason for asking so much money?” Faced with so many questions, Mrs. Jones didn’t know which question to start to answer, and each The problems were all pretty bad for her.
Then the two sides conducted several more rounds of negotiations. Mrs. Jones was overwhelmed by Turnbull's patience and meticulousness, and finally she had to change her tough attitude at the beginning.Under Turnbull's patient persuasion, Mrs. Jones began to become friendly, and eventually the dispute between the two parties on the rent issue was resolved to mutual satisfaction.Mrs. Jones refunded the overcharged rent, and Turnbull and Paul moved out when Mrs. Jones found it convenient. Patient persuasion made both parties happy.
The use of patient persuasion made Mrs. Jones change from being overbearing and tough at the beginning to being friendly and cooperative.Turnbull's patience and tenacity in reasoning are key.However, the patient persuasion method should be based on fairness and reasonableness. If the user has no reason and only tries to harm the interests of the negotiating opponent through rhetoric, once the opponent finds out, any earnest persuasion will not benefit the final result of the negotiation.
In negotiation, by carefully listening to the negotiating opponent's conversation, and carefully analyzing and refining it, you can get a lot of useful information.这些信息对己方的谈判往往作用很大。而善于倾听则是一个成功的谈判者应该具备的一种修养和素质，因为善于倾听不仅可以发掘谈判事实的真相，而且还可以探索谈判对手的真正动机。
杰夫的邻居是一位医生。一次这位医生的房屋由于受到台风的袭击而遭到一定程度上的破坏。由于房子是在保险公司投过保的，他准备向保险公司索取一定的赔偿。但是，尽管心里想多得到一些钱，他自己又不好意思开口，而且由于性格比较腼腆和内向，同时认为自己没有这方面的能力，于是他就去请杰夫帮忙。
杰夫是个出色的谈判专家。他的风格就是非常重视倾听的技巧。从他丰富的谈判实践经验和阅历中，他总结了善听知彼的谈判技巧的重要意义，也经常将之应用于谈判当中。杰夫先让邻居将事情的来龙去脉详细地讲述了一遍，然后说：“我非常乐意帮你这个忙，尽量向保险公司要求更多的赔偿。这个不是问题，因为根据规定和合同，保险公司应该支付给你必要与合理的赔偿。请问你希望得到多少赔偿金呢？”医生回答说：“我想看看保险公司能不能赔偿给我500美元，你说有可能吗？我是想多要一点，不过我的口才你是知道的——我自己做不到啊！”杰夫点了点头，然后再问他：“请你再告诉我，这场台风究竟给你造成了多少经济损失？”医生说：“我的房屋的受损程度绝对在500美元以上。这个绝对没有问题。”杰夫心里立刻有了底，因为他知道该向保险公司要多少赔偿以及保险公司能够最多给予多少赔偿了。
然后医生给保险公司打电话，详细地向对方讲述了事情的发生过程，并说明自己的房子是在他们公司投了保的。他要求保险公司能够在最短的时间内给予解决，因为他没有地方住了，否则保险公司将对此负责。果然，半个小时之后保险公司的理赔调查员来到医生的家里。当他发现大名鼎鼎的谈判专家杰夫在场时，知道自己今天的工作肯定不好开展了。于是他先主动向杰夫打招呼：“你好，杰夫先生，很荣幸能够在这里遇见你。”杰夫听到调查员这番问候，当时就明白了对方心里的感受。他也热情地回应对方：“你好，见到你很高兴。”接着调查员便单刀直入了：“杰夫先生，我知道像你这样的谈判专家，对于大多数的谈判来说都是权威，不过在今天的赔偿上，我们恐怕不能够赔你太多的数目。请问，如果我只能赔给你300美元，你觉得怎么样呢？是不是嫌太少了呢？”
杰夫一时没有言语。沉默了一阵子，然后他对调查员说：“你不会是搞错了吧？你到底怎么啦？我不可能接受你这样的条件，数目少得令人难以置信啊！”凭借着多年的经验，杰夫一听对方说话的口气，就判断出第一次出价后必然还有第二次，甚至第三次、第四次。而且调查员一开口就说他“只能”
赔多少多少，显然他自己也觉得这个数目太少，不好意思开口说。过了一会，对方又说：“好吧，真的对不起，请你别将我刚才的数目放在心上。我赔给你400美元，怎么样？”杰夫回答说：“绝对不行。”“好吧，那就500美元。我看这够多的啦！再多就不太合理了吧？”“500美元？我不知道够不够，不过实在是难以接受啊！”于是调查员一次次地将赔偿金额增加。最终，竟然以惊人的1400美元的赔偿费结束了这次谈判，大大出乎了杰夫的邻居——那位医生的预料。
在这起房屋的理赔谈判中，杰夫先生之所以能够有预想不到的成功，很大程度上就在于他在倾听谈判对手也就是保险公司理赔员的谈话的时候，发掘出了谈判事实的真相，找到了隐含在对方谈话中的重要信息。在此基础上杰夫控制着谈判的局面，决不让步，直到谈判取得最后的胜利。在整个谈判过程中，耐心倾听的谈判技巧和方法起到了不可忽视的重要作用。
日本航空公司决定向美国麦道公司购买10架新型麦道客机，遂派出代表团前往美国谈判。日航代表刚到美国，麦道公司就来电表示，约定第二天在麦道公司会议室举行谈判。第二天，三位日航代表拖着一副疲态，慢吞吞地踱进会议室。谈判开始，日方代表不紧不慢地喝着咖啡，好像是在缓解时差的不适。而麦道公司的代表个个肃穆威严，他们看到日方代表的疲惫之态，认为这是可乘之机，遂抓紧时机，开门见山把谈判引入了正题。
麦道公司代表显然做好了充分的准备。谈判开始，他们就相继打开三台放映机，拿出一系列的图表、数据、字幕、辅助资料，给对方以咄咄逼人的态势。从早上九点到中午十一点半，麦道公司的谈判代表侃侃而谈，自认为本公司的谈判准备工作天衣无缝，一定会把日方代表搞得无话可说。两个多小时的讲解完毕，麦道公司代表脸上露出得意的微笑。可是日航代表却一直默默无语。
麦道的领队不解地问：“你们难道不明白？你们不明白什么？”
日航领队笑笑说：“一切。”
麦道主谈迫切地问：“一切是什么意思？你们能否具体说一下从哪里开始不明白的。”
日航助谈歉意地说：“对不起，从您拉上窗帘的那一刻起。”日航主谈随之点点头，表示同意。
麦道领队气得鼻子都歪了，脸上青一阵、红一阵的，真想上前踢日航代表几脚。他泄气地倚在门旁，松松领带，有气无力地说：“那么，你们希望我们再做些什么呢。”日航领队歉意地说：“很简单，你们可以再讲一遍吗？”麦道公司别无选择，只好照办。当初的热情和信心此时已消失得无影无踪。他们机械地重复着那两个半小时的介绍。
谈判进入交锋阶段。老谋深算的日方代表忽然显得听觉不敏、反应迟钝，很显然是不明白麦道方的话。麦道代表很是恼火，觉得是在和一群笨人在谈判，以至于他们早就准备好的论点、论据和推理根本用不上。连日来麦道方已被搅得焦头烂额，想尽快结束与这群“笨蛋”的谈判。于是，索性直截了当地问道：“我们的飞机性能是最佳的，报价也是合理的，你们还有什么异议吗？”
此时，日航主谈似乎由于紧张，忽然出现了语言障碍，说话结结巴巴的，“第……第……第……”“慢慢说。”麦道代表虽然嘴上这么劝，实际上心里着急得不得了。“第……第……第……”“是第一点吗？”麦道主谈迫不及待地问。日航主谈点点头。“那么好吧，第一点是什么？”麦道助谈着急地问。
“价……价……价……”“是价钱？”麦道主谈问。日航代表又点点头。“好的，价钱好商量。还有什么？”“性……性……性……”“是性能，对吧。我们一定满足你们的要求。”麦道主谈脱口而出。
至此，日方代表几乎一句话也没说，而麦道代表似乎是在帮助日方代表与自己交锋，他们把日方代表没有说出的话全部说完而且不加以思考地给对方以承诺。日方看到麦道做了让步，就进一步得寸进尺，想多捞些好处。这是一笔数额巨大的贸易，按照国际惯例还价应该采取适当的幅度，可是日方代表却装作全然不懂这些，开口就要求削价20%。麦道主谈不禁大吃一惊。
心想这简直就是开玩笑。可看到对方一副一本正经的样子，不像是在开玩笑。于是为了表示诚意就说：“好吧，我们愿意削价5%。”
双方的差距太大了，都竭力为自己的报价说出一堆理由。第一轮交战在激烈的争论中结束了。经过短暂的沉默后，日方第二次报价，削减18%，麦道还价是6%。于是双方又是一番唇枪舌战，但是依然没有效果，谁也说服不了谁。麦道主谈此时已经失去了信心，提出休会，并对日航代表说：“我们双方的差距太大了，有必要为成交寻找新的合作方法，如果你们同意，我们两天后再谈。”
重新谈判开始，日方做了很大让步，要求削价12%，麦道公司只同意削价7%，谈判再次陷入僵局。长时间的沉默后，麦道公司主谈决定中止谈判，开始收拾文件。恰在这时，口吃了好几天的日航主谈，突然口齿清楚、十分流利地说：“你们对新型飞机的介绍和推销令我们难以抗拒，如果你们同意削价8%，我们现在就买11架，而且可以马上签合同。”（这增加的一架几乎是削价得来的。）说完，就笑呵呵地把手伸给麦道主谈。“同意！”麦道代表们也笑了，起身和日航代表握手：“祝贺你们，你们用最低的价格买到了世界上最先进的飞机。”
日航代表之所以以最低的价格买到了世界上最先进的飞机，这与他们在谈判桌前“精彩”的表演不无关系。首先，面对麦道公司咄咄逼人的态势和充分的准备工作，日航代表并没有被震慑住，而是说了一句“什么都没听懂”。令对方士气大减，不得不重新讲解。这使麦道代表丧失了不少的信心。其后，在谈判的交锋阶段，日方代表的口吃，更是令人拍案叫绝。麦道方面对这个口吃的日方主谈，心中焦急，但又无计可施，不知不觉中就顺着日方设好的圈套往里钻，最后做出了让步的承诺。日方代表巧妙地运用装聋作哑这一手法，不仅打乱了麦道方的谈判节奏，消磨了他们的锐气，而且使对方心里受到干扰，阵脚大乱。不知不觉中就把谈判的主动权夺了回来。
装聋作哑的谈判技巧在谈判活动中可以收到意想不到的效果。首先，我们要明确，“聋”和“哑”都是装出来的，并不是对对方的言论充耳不闻，而是要仔细听清对方的话，从而明确了解对方的意图。其次，装聋作哑可以帮助本方在明确表达己方态度前留有充足的考虑时间。但是切记不可一味地用，该做出机敏的回应时就不能再装聋作哑。
了解谈判对手的情况有多种方式，除了事先想方设法搞到对手的情报、摸清对方的底细之外，在谈判过程中采取投石问路的探测也是一种行之有效的方法。为了在谈判中处于主动地位，并且能够给自己留有足够的回旋余地，谈判者在谈判过程中往往都会尽量保守秘密，不让对手了解己方的事实真相。但是，如果对谈判对象的情况了解得不够多，就肯定无法掌握谈判的主动权和采取相应的谈判对策。这种情况下在谈判过程中就可以采用投石问路的谈判技巧，向对方了解其隐含的重要信息。
有一家服装公司最近设计出了一套时髦的冬装。该产品款式新颖别致，适合各种消费阶层的需要。新产品一上市就十分地走俏，销路非常看好，顾客反馈的信息也相当理想。根据这一情况，该服装公司决定扩大生产量，投入大批量的生产，抓紧抢占冬季套装市场。这就需要购进一大批面料来生产这种款式的套装。由于面临的需求量相当大，在单位价格上很小的出入就可能造成一笔巨大的差额，公司当然要谨慎对待。
该公司需求大批量面料的消息很快不胫而走。在很短的时间内，就有本市和外地的好多家毛纺厂的推销员主动上门来进行销售谈判，都想和公司达成供货协议。由于公司对所需求面料的批量生产的成本和利润了解不多，因此对谈判价格也就没有把握。究竞选择哪一家作为合作伙伴，是个非常棘手和难以抉择的问题。这个时候，公司的高层决定采用投石问路的谈判策略，先打探一下各毛纺厂的报价和诚意，从中遴选出价格相对较低而信誉又能够得到保证的客户。
公司有意识地先派遣采购科的一般人员同前来洽谈业务的推销员进行接触，目的是能够得到一些对已方较为有利的重要情报。在初步的谈判过程中，谈判人员与推销员进行了详细的谈判，一方面尽可能多地了解对方的情况，如产品质量、生产规模、公司实力以及信誉等各方面的资料，另一方面却不进行最后的拍板，而是以“贵公司的情况和报价我已经清楚了，定当如实转告公司领导。只要质量可靠，价格方面在同类产品中相对合理，我想贵公司是会被考虑的”等等作为回答。然后公司将各毛纺厂的情况进行比较和。
分析，从对方报价到该公司的生产规模、经济实力包括合作信誉等都进行了详细的论证和探讨，基本上掌握了各家公司的真实情况和各方面的具体差异以及优缺点，最后选中了其中的一家公司作为合作对象。双方决定举行正式，的谈判。在谈判中，由于服装公司对所需求面料的各方面情况都有了初步的了解，一直掌控了谈判的主动权，在价格和对产品的要求上取得了很大的优势。经过双方进一步的谈判，最后达成了协议。服装公司因此买到了质量好、价格低的服装面料，取得了非常可观的经济效益。
服装公司成功选择出了合作厂家的例子，说明了在进行实质性谈判之前，买主采用投石问路的方法来确定最佳的谈判对手的必要性。在实际的谈判过程中，使用投石问路的方法和策略，能够探测谈判对手的谈判立场和态度，尤其在买卖谈判中，买主可以用这种方法从卖主那里获得通常不易获得的有关产品成本、价格等非常有用的基本资料，从而在正式谈判中能够始终占据主动地位。
为了使谈判对手答应和接受己方的条件，为了使谈判双方达成有利于己方或者有利于双方的协议，谈判者可以采取多种方法与对方进行周旋。在特定的谈判场合中，有一种用语言来激发对方感情的谈判技巧和方法，就是激将法。它是谈判的一方为了说服另一方同其合作或者达成协议，而对方态度冷淡、表现消极时常用的一种谈判方法。
为了贯彻联吴抗曹的战略，说服周瑜与曹操决一死战，诸葛亮只身来到吴国同周瑜进行谈判。晚间时候，鲁肃领着诸葛亮来见周瑜。周瑜出中门迎接诸葛亮的到来。两人相互叙完礼，分宾主落座。鲁肃先问周瑜：“现在曹操带领大批人马南下攻击我们，投降还是决战，主公决定不了，全凭都督一人决策，都督有何打算？”周瑜说：“曹操以天子的名义出兵，不可抗拒，而且他的势力庞大，不可轻敌。如果和曹军决战，必定不是对手，如果投降，则可以得到安宁。我已经下定决心了，明天见了主公，我会将想法回禀，然后派使臣投降。”由于诸葛亮的到来，周瑜故意说向曹操投降的反语，一来可以探听诸葛亮的虚实，二来也想使诸葛亮主动求助于自己，以便在谈判中居于主动的地位。
周瑜说完之后，鲁肃急忙反驳周瑜不该投降，诸葛亮在一旁冷笑不已。
周瑜问：“先生为何哂笑？”诸葛亮说：“我不是笑别人，而是笑子敬不识时务。”接着诸葛亮针对周瑜的降曹反语，将计就计，智激周瑜。他说：“曹操非常善于用兵，天下没有人敢同他抗衡。以前只有吕布、袁绍、袁术和刘表敢和他对抗，现在这些人都被曹操灭掉了，天底下再也没有人敢和他对抗了。如今只有我家主公刘备不识时务，勉强与曹操相争，现在孤身一人在江夏，不知道什么时候遭到灭亡的灾难。都督决定投降曹操，至少能够保住自己的妻子和孩子，可以继续得到荣华富贵。只是吴国首都从此将属于别人，这是天命使然，没有什么可惜的！”诸葛亮这番话，明枪暗箭，直刺周瑜。第一，周瑜年轻气盛，仗英雄之义，而诸葛亮竟然说他不善用兵，懦弱无能，不堪抵抗曹兵；第二，诸葛亮指出周瑜决计降曹，目的是想保全妻子儿女，换来荣华富贵，一心为自己着想，全然不顾全大局。
然后诸葛亮又说：“我看不如派个使臣，将两个人送到江上曹操的大营，曹操得到这两个人，就可以带着他的大军回北方去了，东吴再也不必遭受灭顶之灾了。”哪两个人可以抵得上好酒好肉、几十万兵将和吴国的印玺？诸葛亮偏偏不说明是谁，等着周瑜来问自己。果然，周瑜按捺不住好奇心，问诸葛亮：“请问先生，到底是何二人，能有如此能耐？”诸葛亮说：“江东去了这两个人，就像大树丢掉一片树叶，大粮仓里丢了一颗谷粒，不会有什么损失，而曹操得到这两个人，则必然大喜而去。”仍然不说明究竟是哪两个人，只将这两个人看得对江东无关紧要，须知对周瑜却是无比紧要。此举正是为了让周瑜再次问自己，为激励周瑜造声势。
周瑜果然又问：“这两个人究竟是谁？烦请先生直言相告。”周瑜连连发问，诱使诸葛亮前来求助自己的打算被搁置一旁，渐渐地陷于被动地位。诸葛亮回答说：“我在隆中的时候，听说曹操在漳河新建造了一座台子，名叫铜雀台，非常壮观华丽，广选天下美女到铜雀台中。曹操本来就是好色之徒，当年他曾经强掠张绣的婶娘。早就听说江东乔玄有两个女儿，姐姐名叫大乔，妹妹名叫小乔。这二人均有沉鱼落雁之容，闭月羞花之貌。曹操曾经发过誓言，说他有两个愿望，一是平定四海君临天下，二是得到二乔，请到铜雀台，好在晚年享乐，虽死无憾。曹操南下江东，其实真正的目的就是二乔。江东现在如果将二乔送给曹操，不就可以避免被曹操百万大军击溃的命运吗？”
周瑜大怒道：“先生有所不知，大乔是孙策将军之妻，小乔也已下嫁于公瑾。曹贼欺我太甚！我东吴必将与老贼势不两立！”至此，诸葛亮的激将法已经取得了成功。经过双方进一步谈判，达成了共同抵抗曹操的协议。诸葛亮联吴抗曹的战略得到贯彻实施。
在这段历史典故中，为了使对方形成与自己相同的观点，强化周瑜与曹操决一死战、势不两立的决心和意志，诸葛亮首先指出了对方的缺点和不足，称周瑜不敢抗曹是没有本事，为了保全妻子和富贵。然后诸葛亮又称曹操南下是为了夺周瑜之妻，以此激怒周瑜。在这种情况下，周瑜坚定了联合抗曹的信心和决心，愿意与诸葛亮达成联合的协议。诸葛亮的激将法终于得到最完美的实现。
人们往往都有一种挑剔的习惯，再好的结果往往都可以从中找出岔子来。这在日常的婆媳关系中最为常见。在工作和生活中，吹毛求疵绝对不是一种可取的态度，但是在谈判中，谈判者往往利用这种吹毛求疵的战术来和对方讨价还价，而且被证明是一种非常成功的谈判技巧。双方在交易开始时，如果使用吹毛求疵的谈判技巧。，向对方要求越多，得到的也就越多；要求越高，谈判的结果就越好。
莱曼先生曾经到一家商店去购买冰箱。到了商店以后，营业员问明了莱曼所要的规格，告诉他这种冰箱售价500欧元。莱曼先生走过去这儿瞧瞧，那儿摸摸，然后对营业员说：“你刚才说这款冰箱非常地好，各方面都比其他冰箱更有优势，可是你看看，这冰箱的外表一点都不光滑，而且还有些小的瑕疵！你看这里，是不是？这个小瑕疵好像是个小割痕！有瑕疵的货物通常不都是要打一点折扣的吗？如果真的是割痕的话，可能冰箱的质量要出问题啦！你说是不是？”这是莱曼先生从商品的外表上对商品进行挑剔。
看到营业员不知该说些什么，站在那里欲言又止的样子，莱曼先生又问营业员：“你们店里这种型号的冰箱一共有几种颜色？可不可以让我看看样品？如果能的话，我想先看看宣传册再决定。”对于这样一个难缠的顾客，营业员好不容易听到一个比较容易解决的要求，于是马上为他拿来了冰箱的宣传册。莱曼先生指着店里现在没有的颜色说：“这种颜色和我的厨房颜色正好相配。其他颜色同我家厨房的颜色搭配都不协调。颜色不好的话，价格还那么高，如果不能够调整一下价钱，我就得重新考虑是否在你们商店买了。我想别的商店可能有我需要的颜色。”这是莱曼先生从商品的颜色上进行挑剔。
过了一会儿，莱曼先生又打开了冰箱，他反复地看了几遍之后，又问那位营业员：“这冰箱附有制冰器吗？”营业员心想当然有了，你不是已经看过了吗？就态度和蔼地回答莱曼：“是的，这个制冰器一天24小时都可以为您制造冰块，每小时只需要两分钱的电费。只要您需要，您随时都可以取出冰块来用。”没想到这个回答立刻令莱曼先生非常担忧起来。他对营业员说：“这太不好了。我有个孩子得了慢性喉头炎，医生说他绝对不能吃冰的东西，绝对不可以。但是我的孩子偏偏喜欢吃冰，如果家里随时有冰给他吃，那可就太麻烦啦！你可不可以把制冰器取下来，我不需要购买它。”营业员回答说：“对不起，制冰器是冰箱的一部分，它是绝对无法拆下来的，即使拆下来，也不会有人专门购买它的，因此您必须带着制冰器一同买下冰箱。”莱曼先生又接着说：“我知道，但是这个制冰器对我根本没有用，而且还会给我的家庭带来很多的不方便，却要我来付钱，这太不合理啦！价格能不能便宜一点？”
这是莱曼先生从商品的结构和设计上进行挑剔。
营业员早就对莱曼先生吹毛求疵的做法非常地难以适应，无论冰箱的哪个方面，莱曼先生都找出了商店必须降价的理由。谈判的结果，由于莱曼的一再挑剔，营业员不得不将冰箱的价格一再下降，终于使莱曼先生以最低的买价购买了那台冰箱。而实际情况是，莱曼先生对那台冰箱非常满意，所有冰箱的缺点其实是根本不存在的，但是莱曼先生却利用冰箱各种并不存在的瑕疵和毛病争取到了最低的价格。
使用吹毛求疵的谈判方法，是从多方面对卖方进行挑剔。这些方面可以是确实存在的问题，也可以是有意制造出来的问题。这样做的结果，既可以使对方降低要求，又可以为对方做出让步提供足够的理由和借口，让对方从心理上接受要做的让步。莱曼先生在冰箱并不存在任何问题的情况下，从一个几乎看不见的小瑕疵人手，为他所钟爱的冰箱挑出了一大堆并不存在的毛病，导致营业员对自己的货品缺乏信心，只有用降价的方式来满足对方的要求，而价格恰恰是莱曼先生唯一真正关心的问题。
明示法是和暗示法相对的一种谈判策略。主要是谈判者在谈判过程中，通过明示的手段，有意识地劝导和说服对手，并采用不同的形式将谈判的意图以“示形”的方式去影响对方，使对方受到明示后，改变其原有的谈判态度和立场，形成新的和有利于示形一方的谈判态度，进而导致相应的谈判行为。谈判明示法由于其使用是谈判过