Chapter 125 Be active and become active

Attacking the east and attacking the west is a commonly used combat strategy in military warfare. Its main idea is to create the illusion of the enemy with false images, disguise the target of the attack, and strike the enemy's vital points with flexible and resourceful military actions.In negotiations, the negotiating skills of pretending to be the opposite is manifested as posturing, creating false appearances, so as to confuse the other party, so as to achieve one's own goals: entanglement in irrelevant terms or matters, but secretly focus on important issues ; Make a big fuss about issues that are not a problem for you, but behind your back, increase your weight on the interests you need to fight for; show it to give up if you don't give up, and show you don't give up if you want to give up, so as to distract the other party from their real negotiations Focus on the target, unknowingly achieve your own negotiation goals, and win the negotiation.

Company A negotiates with a seller for the purchase of a piece of equipment.When the two parties started to negotiate, they introduced the software and hardware into the project and negotiated together. The seller first offered a total price, and then negotiated with the company. The negotiator of Company A drew up a preliminary acceptable price based on the company's total budget for the introduction of equipment, and then the two sides started several rounds of bargaining and negotiation, and finally reached a price acceptable to both parties. agreement.Then the two parties set prices separately in terms of software and hardware. The representative of company A found that the price for software was reasonable and completely acceptable to the company, but the price for hardware was very high. The overall price of the hardware is still on the high side.

Seeing this situation, the representative of company A wanted to suspend the transaction, but since the two parties had reached an agreement on the total price before, if the cooperation was terminated without reason, the seller would definitely accuse him of having no credibility.In this way, it is less of a matter of losing face, and more importantly, it is worried that the seller will overturn the agreement that has been promised to benefit the company in other aspects. At least the software cannot be introduced, and software is the main goal of this introduction. Just when the representative of company A was in a state of desperation for this matter, there was an unexpected turn for the matter. In order to increase the total transaction amount of both parties and the long-term cooperation in the future, the representative of the seller proposed to expand the number of software sales and increase The sales margin of other software.In fact, the representative of company A already has a specific list of purchased software in his hands, but the two parties have not yet negotiated on this part of the sales volume.

In this way, the negotiator of company A immediately changed from a passive position to an active one. Since the other party offered to expand the software transaction volume, he took the opportunity to take back the list originally planned to be thrown to the other party, and in turn, negotiated with the other party. The other party entangled in the price of the hardware that had previously reached a preliminary agreement as a condition for expanding the software order.At the same time, the negotiator of company A also vigorously publicized the possibility of increasing the order quantity, which well whetted the appetite of the other party, making the other party have to re-modify the price of hardware and the total price of software and hardware under the huge temptation .

The seller understands that the other party can expand the software order list, and the quantity is quite considerable, so he seriously bargains with Company A, hoping to sell the software as much as possible and get a good price. Company A seized this favorable condition, and while solemnly negotiating with the seller, at the same time withdrew some unnecessary hardware equipment from the order without the other party being aware of it, while the software order did not increase much, and the price was even higher than before. It has declined, so that a negotiation that was originally not dominant ended in a complete victory.

In order to reduce unnecessary equipment orders and reduce the price of some hardware equipment, their negotiators cleverly used negotiating skills and strategies: posturing, not discussing unnecessary equipment orders and hardware equipment prices with the seller. Instead of the price issue, they use the needs of the other party to make a big fuss about the software they were about to purchase.The seller's attention was diverted to the increase of the software and the price of the software, ignoring the company's real intention, and the company successfully achieved its goal and became the real winner of the negotiation.

1. To create a false image, you must do what you like. 2. Pretend that you know it is false, but don't let the other party see the flaws. 3. Motives must be covered up by illusions, and we must pay attention to confidentiality. 4. The key to disturbing the other party's line of sight lies in the word "disturb", which can be disturbed by spreading fog or changing movements.