Perhaps most people will say that negotiation is an art of compromise. But Gavin, the world famous negotiator? Kennedy will use his theory to subvert the inertial thinking in our hearts.
What is the purpose of the negotiation? In Gavin? In Kennedy's book What is Negotiation, the author clearly points out: What is the purpose of negotiation? Win? , but? Success? . ? The book skillfully compares negotiators to owls, foxes, sheep and donkeys, and vividly shows the personalities and mentality of different negotiators. It explains the inevitable result determined by the personality and mentality of different negotiators.
In the face of a difficult opponent, is it better to give in a little first in exchange for the favor of the other party or not to give in? Let's start with a short story: Many years ago, the first batch of foreign businessmen went to the Arctic Circle to sell to local people. One day, a businessman met a wolf in the ice and snow. In order to save his life, he cut venison from the sled and fed it to the wolf. The wolves gathered more and more, chasing him and eating the venison he left behind. Fortunately, just after the venison was thrown away, he finally got into the residential area and saved his life. So he began to talk about how to deal with wolves with venison. These businessmen followed suit and threw venison for their lives whenever they met wolves. As a result, the wolf no longer approached the bay for food, but continued to chase the sled. This incident is a painful lesson for all of us. In order to eradicate the curse, the aborigines drove away all the businessmen. Since then, hungry wolves have got nothing but an empty beer can when chasing sledges, so they will never chase sledges again, but honestly seek food from nature. What time? Goodwill? It has become a precedent and can only make yourself suffer. When your negotiating opponent sees yours. Goodwill? Concession, his idea is nothing more than two: one is that you are really being nice; The other is that you are weak. Even if the other person agrees with the first statement, there is no need to repay you? Goodwill? . And if he holds the second view, it will only intensify and force you to make greater concessions. So? Goodwill? Strategy doesn't work. So what should a shrewd negotiator do? Our answer is simple, unless we exchange, we will not give in.
To be a successful negotiator, there are some things that must be done, but there are still some things that must not be done. The last thing a negotiator should do is to rush a deal. It is foolish to accept the other party's first proposal. Doing so will not only make you pay a higher price, but also make the other party suspect that their bid is too low, and they will overcharge you when they trade with you next time.
When you ask the person who takes part in the negotiation, what do he think are the two most useful words in the negotiation? Many people's answers are:? No? . But Gavin. In his book What is Negotiation, Kennedy tells us that the correct answer should be: What if? . When making any suggestions or concessions, be sure to add? What if? . Use it? What if? These two words can convince the other party that your proposal is honest. After adding the conditional terms, the other party can't help believing that your proposal is by no means a unilateral concession. As people say, nothing is gained for nothing, absolutely not. Get into the habit of adding it before every proposal? What if? The habit of. This can send two messages to your negotiating opponent: What if? Part of it is your asking price, and then part of it is the return he can get. Doing so during the negotiation will help the negotiation process and avoid deadlock. Of course, even so, it is impossible to reach a completely mutually beneficial transaction. ? A fair deal is a completely equal deal? This sentence is wrong. Fair trade is by no means an exchange. It must be reciprocal. In fact, there is no complete reciprocal transaction in the world. As long as both sides of the negotiation take what they want on the principle of voluntariness and equality, they should consider this a fair deal.