Chapter 63 "Go to the top" go well

In ancient my country, there was a "Thirty-six Strategies", the last of which was "going first". "Zou" means to retreat and evade. As a strategy and strategy, "going first" means to avoid 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, making peace means winning or losing, and retreating means that there is a chance to turn defeat into victory.Therefore, in the above three situations, only "walking" is the best policy, so it is called "walking is the best".

"Going" does not mean running away passively, but actively retreating in a planned way, and then looking for opportunities to counterattack. In the first half of 1998, Niu Gensheng, the vice president of production and operation of Yili, suddenly felt that something was wrong. He had worked in Yili for 16 years, but recently he felt some difficulty in using resources. There are many departments to hinder.At the most extreme time, Niu Gensheng had to report for approval when buying a broom. In a sense, Niu Gensheng was the number one contributor to Yili back then, and more than 80% of Yili's turnover came from various business divisions under the leadership of Lao Niu.In addition to performance, Niu Gensheng's prestige among Yili employees is no worse than that of Yili boss Zheng Junhuai.

However, the two people have different business ideas.Zheng Junhuai's idea is to seek growth while maintaining stability, while Niu Gensheng's idea is to advance boldly and use all available means and resources to allow Yili to "grow beyond the normal routine." Therefore, Zheng Junhuai was worried that if Yili developed according to Niu Gensheng's strategic thinking, he would lose control of Yili, and he would never allow such a thing to happen.At this time, Zheng Junhuai had made up his mind to let Niu Gensheng out.When Niu Gensheng realized this, it was difficult for him to realize his ambition in Yili.

Therefore, Niu Gensheng chose to back down and handed in his resignation to Zheng Junhuai. In January 1999, Niu Gensheng established his own company.He started from nothing, and was suppressed by Yili in various ways, so he fought his way through the siege and suppression. Six years later, Mengniu's sales and market share surpassed that of Yili and became the number one in the country. Disagreement with the boss, when two tigers fight, one will be injured.In order to protect himself, Niu Gensheng voluntarily resigned and quit Yili, which does not mean "failure", but to find a way out for himself and start his own business, so that his ideas can be fully displayed.As a result, within 6 years, Mengniu was able to compete with Yili.

The story of Lao Niu is worth pondering: In the workplace, being fired by the boss of the company is definitely not as satisfying as it is in your heart to fire him. The boss must have his reasons for firing you, but don’t ask, it will make you feel boring.You might as well take a step back and think about it: After all, you are just fired by the boss, not killed by the bad guys. As long as you have your brain and hands, there are plenty of bosses in the world, and God can’t starve a blind house sparrow to death.It's not enough, be your own boss. Not only must you know how to give in in the workplace, but also pay attention to the ingenious use of "going first" in negotiations.When 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 evade 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 negotiation situation will change significantly, and the party that implements the policy of "going first" 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 policy.

In 1984, representatives of a company in my country and Tunisia negotiated on the establishment of a fertilizer plant in my country.After several rounds of negotiations, our side and the Tunisian side have basically decided on this project to make use of the superior conditions of Qinhuangdao Port, and the negotiations went smoothly.In October of that year, 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!"

After listening to the chairman's opinion, not only the Chinese representatives, but also the Tunisian representatives were very puzzled and surprised.It should be known that just to prepare the feasibility study report, China and Tunisia mobilized more than 20 chemical experts, costing more than 300,000 US dollars, and took more than three months to complete.It is obviously unreasonable to completely deny this and start everything from scratch. Despite this, none of the negotiators from China and Tunisia rose up to refute the chairman. What is the reason?It turns out that the chairman has a very high prestige, his status in Kuwait is second only to the Kuwaiti Oil Minister, and he is also the chairman of the International Fertilizer Industry Organization. The company represented by him has a large number of enterprises in Tunisia. stock.For various reasons, the representatives of China and Tunisia were unable to refute the chairman's point of view in person.

A representative of a local government in China thought to himself: This chairman is really amazing.So, he thought about how to break the dull atmosphere, because the chairman's request was not only difficult for the Tunisian side, but also for the Chinese representatives. Although the chairman has great authority, the representative of the Chinese local government couldn't stand it anymore. He stood up suddenly and said to the representatives: "On behalf of the local government, I declare that in order to build this fertilizer plant, We arranged a site close to the port and with a very good geographical location. At the same time, to respect our friendship, when many joint ventures expressed their desire to use the land, we refused. Now if you follow the chairman today The proposal, the matter will be delayed indefinitely, then we have to give up this place! Sorry, I have other things to deal with, I announce that I will withdraw from the negotiation first, and I will wait for your negotiation news in the afternoon!"

After speaking, the local government representative picked up his purse and turned around to leave.A director of the Chinese chemical industry department shouted and chased him out, urging him to go back quickly.The representative of the local government said with a smile: "I won't leave, I'll find another room to hide for a while. I can guarantee that the next play will be good to sing." Half an hour later, a director ran out and happily said to the representative of the local government: "Your trick is really powerful. Once you release the cannon, the situation has taken a turn for the worse. The chairman said, please come back quickly, Mr. We strongly demand that the site in Qinhuangdao be quickly requisitioned!"

When the representatives of the local government returned to the negotiating table to continue the negotiation, the negotiation has become very smooth, and the chairman never denied the various efforts made by the two sides before, and the opinions of the three parties were also obtained smoothly. A consensus was reached, and the cooperation agreement was finally signed smoothly. The authority and arbitrariness of the chairman of Kuwait Petrochemical Company put China and Tunisia in a rather passive situation in the negotiations, and the atmosphere was very dull.Under such circumstances, if the chairman's authority is awe-inspiring and he agrees to his unreasonable demands, then the various efforts made by China and Tunisia and the large amount of manpower and material resources consumed before will be completely negated.In order to break the deadlock and change the chairman's unrealistic negotiating attitude and position, our government representative resolutely adopted the negotiation strategy of "going first" after stating the interests to everyone, temporarily retreating and avoiding the other party, and announced his withdrawal from the negotiation: We won't give you land anymore, let's see how you build a fertilizer plant!This is tantamount to drawing salary from the bottom of the pot.As a result, this trick was really successful. It reversed the situation of the negotiation in one fell swoop, forcing the chairman to change his original negotiating position, which enabled the smooth progress of the negotiation and reached an agreement soon.

1. Retreat is the means, advance is the goal. 2. There must be a way to retreat, whether to retreat step by step, or retreat all at once, you must think carefully before retreating. 3. Take a step back and maybe take 10,000 steps in the future.This is where the returns come from. 4. There is no absolute opposition, if properly coordinated, can turn an enemy into a friend. 5. Walking is the top, the reason for "going up" is not psychological comfort, but "going" with its own delicate plan.So, before you go, find a good way to go.