[eloquence] negotiation persuasion skills and Strategies

Four persuasive skills and Strategies of negotiation

The real essence of negotiation , It is a thinking mode to solve problems , So negotiation is persuasion , It is more about coordinating conflicts . But we can't decide , The work must be impossible . Here are four persuasion skills and strategies for negotiation carefully sorted out by Xiaobian , Welcome to , Hopefully that helped .

Negotiation skills 14 Methods

1： Be infectious ： Show your confidence and determination through your behavior . This can enhance your credibility , Let the opponent have reason to accept your suggestion .­

2. High starting point ： The initial requirements are higher , Give yourself room to maneuver . After concessions , Your position must be much better than the low starting point .­

3. Do not waver ： After determining a position, make it clear that you will not make any further concessions .­

4. Limited power ： We should sincerely participate in the negotiation , When a rule has to be hammered out , It can be said that you still need the approval of your boss .­

5. Crush one by one ： If you are negotiating with a group of opponents , Try to persuade one of your opponents to accept your proposal . This person will help you convince others .­

6. Interrupt negotiations or gain time ： Suspend negotiations for a certain period of time . Come back and renegotiate when things get better . This period of time can be very short ? Go out and think ?, It can also be very long ? Leave the city ?.­

7. Poker face , ctively ： Don't use sensible _ Answer your opponent with colorful words . Don't respond to pressure , Sit there and listen , Don't have any expression on your face .­

8. Patience, ： If time is in your hands , You can extend the negotiation time , Improve your odds of success . The less time your opponent has , The greater the pressure to accept your conditions .­

9. Narrow the gap ： It is suggested to find a compromise between the two positions , Generally speaking , The first person to make this suggestion , The loss in the concession process is the smallest .­

10. Be a seasoned barrister ： When refuting the other party's proposal, you may say so ：“ Before we accept or reject this proposal , Let's look at the negative effects if we adopt the other party's suggestions .” This can be done without directly denying the opponent's suggestions , Let the other party realize that his proposal can't stand deliberation .­

11. Try first ： Before making a decision , You can indirectly convey your intention to your opponent through someone or a reliable channel , Test your opponent's reaction .­

12. by surprise ： We should destroy the psychological balance of our opponents by unexpectedly changing the way of negotiation . Never let your opponent guess your next strategy .­

13. Find a high prestige partner ： Try to get the support of a respected person , This person should be respected by the negotiator , Also support your position .­

14. bargaining ： If you are negotiating with several competitors at the same time , Let them all know this situation . Arrange negotiations with these competitors at a relatively close time , And let them wait for a moment before the meeting , In this way, they can realize that someone is competing with themselves .

Four strategies of negotiation skills

A strategy : Throw a stone to clear the road . Negotiation is like war , Enemy and know yourself , The mutant , So intelligence is very important . And how can we get the information of the other side ? The answer is , Before you speak , Be sure to carefully observe each other's behavior and expression first , And then capture each other's motivation and ideological context , In this way, you can see through the psychological bottom line of the other party , The cost of the other party 、 Price and other information can also be guessed 89 Never leave ten . Talk again at this time , The odds of success are much greater .

In addition to observing words and expressions , About throwing stones and asking for directions , And the following points :

1. A talk

At the beginning of the negotiation , Don't go straight to the subject first . You can talk about some other issues first , Talk about some seemingly useless nonsense , For example, social hot spots 、 Cultural hobbies 、 Family background, etc , The other party inadvertently revealed the information , It allows us to accurately understand each other's psychological characteristics and ability level , Thus, in the following negotiations, the remedy will be more appropriate 、 have a definite object in view .

2. Probe

When you don't know each other's psychological bottom line , Don't scare the snake , Use words to test repeatedly . such as , You can deliberately talk about topics that make the other person sensitive or attractive , So as to find out the psychological bottom line of the other party . In terms of price , You can directly reduce the price to the other party “ It's hard to accept ” Price , If the other party is in a hurry, it may reveal the final reserve price . This is the time , You have complete control of the negotiation .

3. put questions to

In the impromptu speech during the negotiation , Asking questions is more effective than saying . The more you say , The more information you expose yourself . If you ask the other person , It seems to ask casually , In fact, every question you ask is breaking through the fortress of the other party . thus , You will be more familiar with each other's negotiation needs . that , How should we ask impromptu questions ? Generally speaking , Hypotheses and questions can be used to raise questions . such as , You can ask. :“ If we order all the goods , What's the price ?”“ What if we change the payment method ?”“ For our products , What do you think ?”…… As long as it's the information you want to know , You can ask directly , Then find out their psychology through the attitude and content of the other party's impromptu speech .

Strategy two : still water runs deep . If the opponent is aggressive 、 How to be domineering ? This is the time , You might as well pretend to be a pig and eat a tiger . still water runs deep , You confuse each other with seemingly ignorant speeches , Let the other party more self-expression , Only in this way can we better see each other's cards . Wait for the other party to show all 、 When there is nothing to say , Its momentum will naturally be greatly reduced , Then you show your fangs , Dominated by sharp words , So the negotiation scene is basically under your control .

Three strategies : Take moving as straight . If the other side is strong , It is not conducive to strong attack , It is not conducive to long-term confrontation . Now , You may as well bear it for the time being , take “ Relieve the state of zhao by besieging the state of wei ” Tactics , Avoid confrontation , Instead, move back to the rear of the other party and launch your speech offensive in places they are not aware of , In this way, we can turn the guest into the main , Lead each other by the nose .

Four strategies : The true mingled with the false . The ancients said :“ there can never be too much deception in war .” In negotiations , We have to tell the truth , But you might as well mix some lies . The true mingled with the false , Let the other party not know your bottom line . If the other party is a greedy person , Your vanity will make the other party fall into a fog , Thus, you will doubt your own judgment , And then introduce the other party “ A trap ” in .

The four persuasive skills of negotiation

(1) One of the persuasive skills of negotiation ：“ Activities outside the table ” To enhance interpersonal relationships

So-called “ Activities outside the table ”, It is to organize various activities beneficial to negotiation outside the negotiation table , Appropriate 、 Use in a timely manner “ Public relations strategy ” To serve the negotiation beneficial to our own side . If you deal with unfamiliar opponents , Try to get him to accept your opinion , He may disdain you Gu ,“ What can you do to persuade me ?” Maybe he would think so . This shows that you are not familiar with your opponent , No respect has been established with him 、 understand 、 A friendly relationship , This is not conducive to negotiation . You might as well talk to him before the meeting , In order to establish a relationship of mutual trust .

(2) The second persuasive skill of negotiation ： Analyze your proposal so that you know yourself and the enemy

In business negotiations . The presentation of each proposal , Will inevitably bring certain responsibilities or benefits to the other side and our own side . So a good proposal , We must first analyze its impact on both sides . One side , If the other party accepts his offer , What will be the pros and cons ? One thing is for sure , There are fewer advantages and more disadvantages , Otherwise, you don't have to convince him . Make him willing to accept , Its receptivity must be fully considered , Don't shout about conditions , Instead, he should be made to maintain a “ Chicken ribs ” A feeling of , stop , I want to talk about it. , Then you will succeed . On the other hand , If he accepts your offer , What benefits will you get ? It's not easy to convince people , Winning once is worth once . If the value is too small , And you go to great pains , It will give people a kind of profit for every inch , The feeling of not pulling out qiuhao , Affect your image , Never lose a great deal through trying to save a little , See benefits and forget “ Friendship ”.

(3) The third persuasive skill of negotiation ： The pros and cons are revealed, and the great righteousness is revealed

The pros and cons are all the benefits and responsibilities your proposal brings to the other party , Give the other party a distinct posture , Let him draw a conclusion from the pros and cons, which will inevitably return to your proposal . This kind of xiaoyidayi , If you add emotion to it , The other side is not difficult to accept . A buyer of a company goes to a mine to purchase raw materials , He knows that the business of the mine is not good at present , Just try to keep the price down , The negotiators of the mining side certainly do not agree to accept , The buyer then showed that if he could do business with the mine , How many difficulties can the mine get rid of , It also shows that the mine is priced Losses on the grid . And explain that if the two parties cannot conclude a deal , He will also sign a contract with another miner . How can the imminent mining side lose this life-saving straw , I had to make a deal with him .

(4) The fourth persuasive skill of negotiation ： Carefully designed to facilitate its answer

To make people accept your opinion , You must design your opinion carefully , Let people answer your questions very simply . This is essentially using people “ Seek easy ” psychology , Don't want to be wordy . Self trouble , From this subtle “ Business skills ” in , You may succeed .

besides , In the negotiation of persuading the other party, we should also pay attention to several principles ： First, the principle of "easy before difficult" . That is, put forward the more acceptable opinions first , And then mention the more unacceptable . The second is the principle of combining difficulty with ease . Generally speaking , A more acceptable opinion and a more difficult one are put together , Successively put forward , More likely to be accepted . Third, the principle of repeated . For important information . You may as well repeat it many times , To get the other person's attention , And increase the understanding of the problem . Fourth, important principles before and after . According to the law of memory , Repeat you at the beginning and end of the negotiation The opinion of the , It will make a deep impression on the other party .

8 A negotiation skill

01 Sense of domain

American psychologist Thaler and his assistant Lanny made an interesting experiment , It proves that many people are more persuasive when talking in their own living room .

A person is in himself or his familiar environment , Better persuasion than in other unfamiliar environments , This is psychological “ Home advantages ”. according to “ Home advantages ” principle , Choose your familiar environment as the negotiation venue , Even if you can't do this , The other party should also be prevented from choosing the environment they are familiar with as the venue for negotiation , To avoid the other party taking advantage of “ Home advantages ” Occupy an active position psychologically .

02 Negotiation seat

The negotiation process is a process of seeking common interests , Franklin • Roosevelt once said ：“ To me, , The best symbol for common understanding is bridge .”

Preparations before negotiation , In addition to choosing the right negotiation venue , It is also crucial to arrange negotiation seats reasonably , Different seats on both sides of the negotiation will also create a different negotiation atmosphere ; For example, when negotiating, use a rectangular table , Divide the negotiating parties into two sides of the table , There will be a strong sense of confrontation with the smell of fire . If you change to a round negotiation table , The sense of confrontation will be reduced a lot , Create a gentle 、 Positive negotiation atmosphere . At this point , At the Middle East Peace Conference “T” The zigzag negotiation table has made a good demonstration .

03 make a feint to the east but attack in the west

The essence of a diversion is a kind of deception .

When dealing with many issues in the negotiation field , Some negotiators will constantly adjust the topics and negotiate with each other during the negotiation process , In the main 、 Sub topics are constantly changing , So that the negotiator can't figure out the real intention of the negotiator . This is a diversion strategy , In ancient times, it was used by military strategists for marching and fighting .

Du you of the Tang Dynasty 《 General code · Military code six 》 It is recorded in ：“ Claim to hit the East , Actually hit the West .” Flexible deployment of troops , Disturb the enemy's eyes and ears , Achieve the purpose of surprise . The strategy of feinting East and attacking West also works in the negotiation field , It can not only divert the other party's attention , Distract each other , At the same time, it can cover up the negotiator's real purpose , To achieve the negotiation goal in a roundabout way .

04 Psychological pressure

To succeed in life , We must be exceptionally firm .

in the course of negotiation , Put your competitors in a competitive situation , Let the competitor know that there are other competitors to contact , Make them feel psychological pressure , Be wary of competitors , Even give in to the other side , Make its negotiation strength drop correspondingly . Smart negotiators often use this trick in the negotiation field , Invite many negotiators to get the other side into a competitive situation , Or disclose the existence of other competitors to the negotiators in their talks . actually , The competitive situation that makes the other party feel pressure is not necessarily true , It may also be the illusion deliberately created by the negotiator , But this is an effective negotiation strategy .

05 Document tactics

There is no forever strong , Only negotiators who can always adapt .

Documents on the negotiation table , It seems to be just the documents prepared by negotiators for negotiation , But if the amount of these materials seems to be large , It often makes the negotiator feel psychological pressure , This is the file tactic . In life , We often have situations like this , When a person is expressing his opinion , If he has a thick stack of information at hand , We will be more convinced of what he said . This is a kind of habitual psychology of people , Take it for granted that the other party came to the point of view after referring to these materials , More information , It means that the more prepared the speaker is , The easier it is for the listener to be persuaded .

06 Discourse dominance

Dominate the discourse , Become the master of your life .

When negotiating , Even when discussing difficult problems , The key points should also be stated in a positive way , Overwhelm each other in momentum , Or let the other party dare not despise , Naturally, it is more infectious . secondly , Being enthusiastic is key , The other person will think what you say is interesting and worth listening to , To satisfy their self-esteem , Reduce vigilance . Just like a good salesperson will talk with customers enthusiastically and actively , Guide customers step by step , Finally, let customers follow their own ideas , Purchase goods .

07 If you are strong, you will be strong

An argument may be a shortcut between two minds .

When negotiating , If you encounter a strong opponent , It is difficult for us to make the other party obey in the above way . At this time , Change your strategy , Tough enough to hit back directly , Previous euphemism and patience don't work , That tough momentum can go straight to the other side , Make it messy , Negotiate as scheduled . Of course , Being tough here is not to lose your temper , According to the other party's logic , Directly attack each other's weakness , Suppress its arrogance , It can be regarded as a shortcut to negotiation .

08 Rebellious psychology

Not get forever in the commotion , Those who are preferred have no fear .

Rebellious psychology is a common psychological phenomenon , Generally speaking, it is “ Face to face ” The psychological . This is actually people's psychological need , It's self-expression . If you blindly listen to others , It's hard for people to feel their existence , And their own independence . And the negation of others , Let them have a “ I am equal to you ” A sense of self existence . Adopt different attitudes and behaviors from others , It can attract others' attention and equal treatment .

Several skills commonly used in negotiation

▲ My power is limited , The other party has to consider this business within my authority , Otherwise everything will fall apart .

▲ Identity differences

a、 The identity of the other party is low , We should make full use of our advantages , Look down from a height , Make a quick decision and complete the negotiation

b、 The identity of the other party is high , Play more 、 miscellaneous 、 difficult , That is, ask more questions , Complicate the negotiation , Difficulties abound , The higher the status, the less time , The simpler it is to consider .

▲ Wheel tactics

a、 The new negotiator has the opportunity to erase the concessions made before , Restart negotiations , Postpone the signing of the contract , Or change the question discussed .

b、 Use the wheel tactics when meeting the opponent , Keep calm . Don't talk about what you have reached a consensus ; Controversial , And has clarified its position

You can seek the result from the other party ; Proposed , keep from talking about .

▲ Shift your eyes

a、 Talk about a key problem , Language interference , From this problem to another , Business cannot be solved ;

b、 The other party adopts this technique , We insist on the center , Ignore other questions ; And again , Reiterate your opinion again and again , Let the other party know that you are not disturbed ; Or have a big drink , Point out that the other party is distracting , Thus ending the negotiation , Leave angrily .

▲ Deal with bluff

⑴ Just be patient , Over time, it will gradually show its feet , And will promote influence

⑵ In case of practical problems , We should be able to directly attack the hinterland , Straight to the point mountains and ( buyer ) In private

⑶ For some problems , Avoid the important and take the light or turn a blind eye to it

⑷ Sometimes you can protest . Never give in easily .

▲ wait at one 's ease for the fatigued

a、 The best place for negotiation is in your own home , It has advantages in both psychology and environment .

b、① Choose a neutral position ② Let others perform daily tasks for themselves ③ Enough assistants for work ④ Keep in touch with this unit ⑤ Notice to reserve a room , Keep stealing 、 Comfortable feeling state ( The best place for negotiation is the third place )

▲ It's common to lose and recover. Today's loss is for tomorrow's gain , Make a good impression , Business will be better in the future .

▲ Adhere to principles properly

▲ Surprise your opponent

▲ Bargaining is the key

At first, the seller tried to raise the price , The buyer tries to keep the price down . Talk about price before quality 、 Small service problems .

The buyer should first try to find fault with the shortcomings of the product , Let the bid be low . The best way to make the seller hesitate about whether to make this business happen .

▲ Fait accompli plays a big role, such as public pricing , Then negotiate individually .

▲ Carrot and stick

a、 With “ The bad guys ”( tough ) start , With “ A good man ”( Easy to talk ) Lower the price .

b、 encounter “ The bad guys ”① Let him say , Then the other party will change ② Protest to the superiors and subordinates of the other party ③ Exit the negotiation ④ In front of the public , Blame each other ⑤ Adopt the same strategy , Play the role “ The bad guys ” Attack ⑥ When talking loudly , Hint “ The bad guys ” Appearance , Ease the opponent's momentum ⑦ Find out the other person “ The bad guys ”, Pick it again “ thorn ”, Psychologically, we should recognize “ A good man ”、“ The bad guys ” Is a hostile line .

▲ make trouble

a、 Suddenly burst their emotions , Cause the other party to get excited , Let the other party wonder if he has gone too far , Even afraid of pushing the whole situation .

b、 This technique , Keep calm , Let him “ perform ” End , And reiterate your opinion , Let him think you don't think so .

▲ Win in chaos

a、 Mix up many trivia , Complicate it .

b、 Keep calm , Clear headed , See the essence ; Maybe slow down , Talk about it later .

▲ Fatigue tactics

a、 When tired , Will be depressed and easy to make mistakes , Bad for bargaining .

b、 This tactic should be avoided as far as possible , For this reason, don't be reluctant to spend more on meals and travel expenses .

▲ According to “ Secret ” Beneficial negotiation