Chapter 207 Tough vs. tough, don't try to find a way out

When negotiating, sometimes you will encounter such a situation: you have confessed to your opponent with all your heart and soul, but instead become a handle for the opponent to grab, and use it as a basis for the opponent to bargain with you with a tough attitude.In the face of a tough person, what method should be adopted to dispel his arrogance? Let's look at an example first: One day in September 1986, the atmosphere in the foreign trade negotiation room of Hangzhou Universal Joint Factory was very hot, and it seemed that a single match could ignite it.The director of the factory, Lu Guanqiu, is having an intense negotiation with Mr. Lyle, the manager of the international department of a company in Ohio, USA.

The U.S. requires the products of the Hangzhou Universal Joint Factory to be exported through their company, and they are not allowed to sell to other countries on their own. Of course Lu Guanqiu disagreed, because it meant giving up many opportunities. The two sides were deadlocked. On the modular sofa at one side of the negotiating table, Lyle, the manager of the international department of a company from Ohio, USA, was sitting.This company has a long history and a wide sales network of universal joints.Mr. Lyle is well-informed and thinks that he is strong and has a chance to win, so his words can't help but be aggressive.At this time, he threw a "killer card" to Lu Guanqiu: "I hope that Mr. Factory Director should sign this agreement. Otherwise, we will reduce the export volume of your factory, which will bring you huge losses. .”

Mr. Terrence Doyle, the president of the company who is over sixty years old, has dyed beard and hair, is burly and handsome, with a pair of unpredictable blue eyes hidden deep under the thick silkworm eyebrows.He looked quite educated, and said slowly: "Dear Mr. Lu, you will see that we have two relationships with your factory. The first one is that we provide technology, capital, advanced equipment, and market intelligence at a preferential price. Engineer, but the condition is that the products of your factory can only be operated independently by us. The second is that you can export the products to other customers, and we can also not buy the products of Hangzhou Universal Joint Factory, but instead buy from India, South Korea, Products from Brazil and Taiwan, China. Mr. Lu, which one do you like to choose?"

Lu Guanqiu has long expected the U.S. to act both hard and soft.In the past few years, the products of Hangzhou Universal Joint Factory have become more and more famous in the international market. The United States has come to Hangzhou for negotiations several times and has proposed exclusive operation.Lu Guanqiu believes that signing such a contract is tantamount to tying his hands and feet and making himself subject to others. Lu Guanqiu calmly said sonorously: "According to international trade practices, the relationship between our factory and your company is only the relationship between the seller and the buyer. We can sell our products to whoever we want, and you have no right to interfere. We The relationship should be mutual cooperation and common development. I reiterate: I do not agree to sign an exclusive distribution agreement!"

The air on the negotiating table froze instantly.Doyle stood up abruptly and packed his leather bag: "In this case, we will stop importing products from your factory!" Regardless of the frequent hints from the accompanying foreign trade personnel, Lu Guanqiu said politely: "Your company representatives are always welcome to come back and continue to cooperate." The two American businessmen walked away.Looking at their familiar backs, Lu Guanqiu felt uncomfortable.It was these two American businessmen who first discovered their products at the Canton Fair and made a special trip to the Hangzhou Universal Joint Factory by the Qiantang River, allowing Lu Guanqiu's products to enter the international market in one fell swoop.After that, they came hand in hand almost every year, and became good friends with Lu Guanqiu.

Friendship, however, is no substitute for the laws of competition in business. After Doyle and Lyle returned to the United States, a stern letter flew across the ocean to Lu Guanqiu's office.In the letter, American Business pointed out that there were problems with the products of the Hangzhou universal joint factory, and that it needed to be re-inspected, and demanded payment of labor costs. Difficulties ensued.According to regulations, the export letter of credit should be sent two months in advance, but the American merchants have not issued it for a long time. The 465,000 sets of universal joint products originally scheduled to be exported in 1987 were reduced to 210,000 sets, which disrupted Hangzhou. The production plan of the universal joint factory.There was a backlog of finished products, profits plummeted, and there were a lot of discussions inside and outside the factory.

At this time, the U.S. still insisted: "As long as the exclusive distribution contract is signed, the inspection fee and contract reduction can be written off." The west is not bright, the east is bright, and the south has the north when it is dark.The world is so big, is there no room for heroes? Lu Guanqiu faced up to the difficulties. This year, he developed more than 60 new varieties, opened up markets in Japan, Italy, Australia, Federal Germany, Malaysia and other countries, and a group of foreign businessmen came to him one after another.After visiting the Hangzhou universal joint factory, the president of the Italian Coman multinational company said: "The environment is clean, the management is orderly, and the product reputation is high. We are a reliable partner." A contract for 170,000 sets of universal joints was signed at one time.

In 1987, Hangzhou Universal Joint Factory broke the monopoly of American companies, exported its products to 8 countries and regions, and earned 1.4 million US dollars in foreign exchange.At the International Automobile Exhibition held in Shanghai in the second half of 1987, the American merchants actually displayed and sold the products of the factory as brand-name products. On the eve of Christmas in 1987, a limousine drove into the universal joint factory in Hangzhou. Doyle and Lyle got out of the car carrying gifts and smiling. In the reception room for foreign guests, two American businessmen apologized to Lu Guanqiu.They presented a lifelike bronze eagle with wings ready to fly to Lu Guanqiu.

Doyle said in his speech: "The eagle is the symbol of the United States of America. We admire Mr. Lu's brave, shrewd and strong character. May our cause take off like an eagle around the world." The bronze eagle stands on Lu Guanqiu's desk, staring into the distance.Since then, the cooperative relationship between Hangzhou Universal Joint Factory and the US has opened a new page. When encountering an opponent with a particularly tough attitude, sometimes it is better to use toughness against toughness, and the opponent may make concessions.There is a famous saying "If you want to become a sheep, the wolf will not object" is exactly this truth.Especially in today's increasingly competitive business world, toughness is sometimes a proof of strength.Be tough when you should be tough, so as to ensure that your own interests are not infringed.

Lu Guanqiu used toughness to toughness. After the US left, he actively cooperated with many countries and opened up a wider market space. The unreasonable demands of the US also lost the market. At the same time, it also laid the groundwork for the US to actively ask for cooperation Base.So, what to do when faced with tough people? How to deal with tough negotiating opponents, there are the following strategies. If the negotiator has enough information to counter the other party's unreasonable demands, he can suddenly explode and counter the other party's tough attitude by surprise.Under such circumstances, the negotiating opponents must not be psychologically prepared to suddenly detonate the conflict, which is far beyond their expectations.The purpose of this tactic is to create a stalemate and accumulate energy for subsequent negotiations.

There is a prerequisite for using this tactic, that is, there must be sufficient intelligence. If you have not made sufficient preparations in advance, how can you criticize the other party with confidence? In addition, it can be matched with red face and white face.When the leader comes out to be fierce, he retreats after the fierceness is over, and then the people below come out to ease it, so as to sing red faces.But you can simmer for a while, wait a few days after the fierce battle is over, and see how the other party uses this time to ask their superiors for instructions.In fact, the so-called requesting instructions from the head office is also stalking us, and then decides whether the white face will appear or not. This includes three ways, one is silence.The usual way for Americans is to not talk. If the seller has no confidence in himself, he will fall into the quagmire of negotiating with himself, and then keep reducing the price.At this time, the buyer only needs to use a few words such as "um...is it" or "it's still a little high", and the seller can continue to decline. The second is to change the subject and play a "side ball".Topics can be related, and while talking, another topic is involved.For example, from the price to air or sea transportation, or from the purchase of complete sets of equipment to the purchase of parts, the other party is in a hurry, but we just don't turn back to negotiate the price. The third is to simply say to the other party: "I don't think the current atmosphere is suitable for negotiation. Let's change the topic first." Then jump to an irrelevant topic.After some time has passed and the other party starts to get anxious, let's jump back to the main topic. At this time, the other party is likely to show some flaws in their position, and it will be easier to talk about it if there are flaws. The negotiator can also choose this time period to go drinking, play ball or travel with the other party, cultivate some personal relationships, talk a little bit about the same career plan that the two may have, and gradually soften his position. This is the same as the counterattack mentioned above, that is, they must be fully prepared, but asking questions is a more restrained attack method.Negotiators can keep asking questions, and then find flaws in the other party's explanations, or put in their own professional knowledge in the process of asking questions, so that the other party dare not despise us.After a while of fighting like this, they found that we were confident, and they might find a way to make some concessions. In short, negotiation is a kind of strategic thinking. Get used to this kind of thinking and be prepared for everything, so that when the other party suddenly speaks loudly, you will not be caught off guard and show your embarrassment. 1. Personality determines the style of doing things.Seize the personality and style of dealing with things to apply communicative means, you can see the tricks. 2. Don't fight against people casually, even if you fight against others, you should do it "smartly". 3. There are many people in this world who have trouble with you.The key to solving this problem is how you can change his "difficulty" into "better". 4. You don't have to care about it, but you must know how others are calculating you. 5. In the face of toughness, you can not show weakness, use force to be strong, do not find a way out, and create a turning point by yourself.