[China Glass Network] In business negotiations, the Other party's reserve price, time limit, authority and more basic trading conditions are confidential. Whoever masters each other's cards will win the initiative of the negotiations. Therefore, at the beginning of the negotiations, both parties will use their own temptation skills around these contents. Here are some tips on the techniques.
First, the fire reconnaissance law.
First, actively throw out some provocative topics, stimulate the other party's attitude, and then judge the truth according to the reaction of the other party. For example, if A buys B, A proposes several different trading varieties to B, and asks the price of each of these varieties. When I was unable to understand the true intentions of the other party, I asked him whether he was asking about the market and talking about the terms of the transaction; it was like a big buyer and he was not sure. In the face of A's expectation, B is very contradictory. If you answer it according to the truth, if the other party really touches the bottom of his own, then he is not passive? But if he is perfunctory, he may miss a good deal, saying Indefinitely, the other party may also be a partner who can cooperate for a long time.
In a hurry, I thought: Why don't I explore the other's reality? So, he said in a hurry: "I am genuine, I am afraid that you will be cheap." We know that the business community pursues such a principle: "One "The money is divided into goods", "cheap and no good goods." B's answer implies the provocation of the armor. In addition, the beauty of this answer is that as long as A receives the call, B will easily grasp the strength of A. If A cares about the quality of the goods, it will not be afraid of high prices, and the tone will be big when answering. If A cares about the tight supply, it is eager to deal, and the tone is more urgent. On this basis, B will be able to easily determine their own plans and strategies.
Second, the roundabout inquiry method.
Through the roundabout, let the other side relax, and then take advantage of it, and skillfully explore the opponent's card. In home and away negotiations, the host often uses his own advantage at home to implement this skill. In order to find out the time limit of the other party, the host party has shown its enthusiasm and hospitality. In addition to making thoughtful arrangements for each other's life, it also invites guests to visit the local scenery and enjoy the local customs and folk culture. When the guests feel very comfortable, someone will ask you to order a return ticket or a train ticket. At this time, the client often tells the other party the date of his return, and falls into the trap of the other party without knowing it. As for the time limit of the other party, he knows nothing about it. In this way, it is not surprising that in the formal negotiations, he is subject to others.
Third, focus on the in-depth law.
First, ask questions about scanning in a certain aspect, and then explore the hidden side of the other party, and then go deeper to grasp the crux of the problem. For example, a transaction (a sell B bought) both parties are quite satisfied, but B is still reluctant to sign a contract, A is puzzled, so he used this method to achieve the goal.
First of all, A confirmed the purchase intention of B. On this basis, A separately asked each other about their own credibility, the quality of their own products, the quality of their products, the packaging and decoration, the delivery date, and the marketable period. The answer from B indicates that there is no problem in the above aspects. . Later, A asked about the payment of the payment, B said that the current loan interest rate is higher. After learning the other party's crux, A immediately went deeper. He analyzed the current market's sales trend and pointed out that the current purchase price of the company is sold in the market. Even if the loan interest rate is deducted, there is still a large profit. This analysis has been affirmed by B, but B is worried that the sales period is too long and the interest burden may be too heavy, which will affect the final profit. In response to this concern of B, A also analyzed the size of the risk, pointing out that even then, the risk is still very small, and eventually made a contract.
Fourth, the wrong way to prove.
The probabilistic party intentionally induces the other party's attitude by making some mistakes, such as typos, wrong words, or misrepresentation of the price, and then the probing party plays the role again, and later achieves the goal.
For example, in a fashion district, when a customer stops at a stall and has a few more eyes on a certain item, the stall owner who has already looked at it all will come and say: "Look at it. If you are sincerely buying it, this dress is very suitable for you, isn't it?" When he notices that the customer has no objections, he will continue to say: "This dress is priced at 150 yuan, and you are entitled to a discount of 120 yuan. Do you want to?" If the other party does not express his position, he may say: "You may not have much money on your body today. I also want to open a book and sell it to you, 100 yuan. How about?"
The customer will hesitate at this time, and the stall owner will continue to say, "Well, you don't want to say to others, I will sell it to you for 120 yuan." Customers who have already paid attention to it often can't wait to say: "You just said not to sell. 100 yuan? How has it risen?" At this point, the stall owner usually said something: "Is it? I just said this price? Ah, I don’t have any money for this price." I paused and said "Well, even if I am wrong, then I will also talk about a credit. Except for you, there will be no more price. You should not tell others, 100 yuan, you can take it!" Most customers will deal. Here, the stall owner pretends that the price has risen, tempting the customer to react, subtly detecting and verifying the customer's purchase demand, and receiving the effect of leading the snake out. After that, the stall owner will let the price up again, and it will easily lead to the transaction.
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