[China Glass Network] The theoretical research of business negotiation originated from Western countries. The market economy of Western countries is relatively mature, and formed a set of market economy operation system, and business negotiation is a better deal to promote the prosperity and development of market economy. . Since the author studied business negotiations, he found that the strategic skills in business negotiation are similar to those of China's military law. The strategic techniques used can find corresponding strategies in the 36th law of the military law. Whether it is speech or content, it can be said to cooperate. One-to-one correspondence. Many of the articles on business negotiation published by the author are also the names of the strategies used in the 36th. This article is about the business negotiation strategy of killing people by knife.
In the TV series "The Romance of the Three Kingdoms", there is such a fragment, Zhuge Liang is sick, predicting that the general Wei Yan will be a soldier to fight against the king, then set a plan. General Wei Yan made a dream of a head-on horn in the army and thought that he could be a harbinger of the king. He was dissatisfied with Kong Ming’s arrangement. He attacked Yang Yi with Ma Wei and Yang Yi saw Kong Ming’s tricks, called Wei Yan. "Who dares to kill me?" Wei Yan shouted, and Ma Wei killed Wei Yan later. This was arranged by Kong Ming before his death. This is a classic case of murder by knife. To kill people by means of swords is to skillfully use contradictory strategies in order to preserve their own strength. When the enemy's movements have become clear, the friendly side who induces a warm attitude will quickly send troops to attack the enemy, and their main force can avoid losses. This calculation is based on the "loss" of the "64" in Zhouyi. "æ›°: Loss and benefit, it goes up." This å¦ believes that "loss, benefit" can not be divided clearly, the two complement each other, full of dialectical thinking. This calculation refers to the use of human power to attack our enemy. Although we inevitably have small losses, we can win the battle and win big profits.
The negotiating strategy of murder and murder is often used in modern economic business dealings, borrowing people, things and things outside of the company or the company to achieve their own goals. Negotiators are always good at using all available opportunities and conditions; borrowing social forces (social public opinion, etc.), using legal provisions, using the company's financial system rules, using third-party words and language to refute each other's unreasonable demands and defending their own Legitimate interests, further bargaining with the other party, to achieve the ultimate goal of successful negotiations. Knives are resources, people are interests, and the use of other people's resources to create benefits for themselves is the beauty of using knives to kill people. The key to killing people by knife is to borrow the "knife" and borrow the resources to fight for our interests.
1. Laws and regulations, code of conduct
The existing laws and regulations are justified "knife". The name borrowed is justified, the name used is justified, and the other party can't refute it. This is the power of laws and regulations. In the more famous "Century Judgment", the laws and regulations of the jury system are borrowed.
The Great Judgment of the Century - the American football star Simpson, the "dream lawyers" hired by Simpson, used the loopholes in the evidence of the prosecution to stun the prosecutors and police witnesses and persuaded all members of the jury to convince the jury members. "Simpson is not necessarily a criminal. The criminal is likely to have another person or Simpson was framed." The final decision was made that Simpson was acquitted. And more people turned their attention to the jury in court. Outside the Los Angeles court, people who support Simpson cheered loudly, and most people were amazed at the verdict. Even President Clinton personally came forward to ask everyone to respect the jury’s decision.
Not only can we rely on laws and regulations, but we can also rely on social behavioral norms, moral constraints, celebrity quotes, rules and regulations within the company, and so on. For example, we often hear financial colleagues say: You are not fully reimbursed, the company must have invoices, this is the use of the company's rules and regulations.
2. With the help of public opinion
In the Vanke Anxin floor door incident that broke out in February, the public’s concern about formaldehyde flooring was used, which formed a large public opinion and forced Vanke to make concessions. Imagine if only one or two owners went to Vanke to react to formaldehyde in the floor, I think everyone knows the results. Once a strong social paradox is formed, it attracts widespread attention and makes the negotiating opponent shudder.
In response to the formaldehyde emission of the floor of Foshan Vanke Golden Field Blue Bay, President Yu Liang said that the qualified floor will be replaced for the owner and the owner will be compensated for the accommodation and lost time. Before confirming the results of the investigation, the company suspends the purchase of Anxin brand flooring; the Anxin floor that has been purchased and not yet installed is first sealed; if the investigation finds that the quality of the product is indeed problematic, the company will strictly assume all due obligations and responsibilities, and Fully protect the legitimate rights and interests of company customers.
3. With the help of third parties
In 1992, Shanghai A Company introduced the production technology of exterior wall waterproof coatings. The prices of Japanese B and Hong Kong C were US$220,000 and US$180,000 respectively. According to the investigation, the technical and service conditions of the two companies are roughly equal, and A intends to deal with the company C. In the final negotiation, Company A arranged for the general manager and the chief engineer to negotiate with Company B, and authorized the technical chief to negotiate with Company C. After learning the news, C Company took the initiative to substantially reduce the price to 100,000 US dollars and sign a contract with A.
This case can also be used as a negotiation strategy for killing people by knife. Company A does not intend to cooperate with Company B at all, or just test it, but with the help of Japanese company B, this knife will force C company to make greater concessions on the price.
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