20 rules negotiation skills

 A timely counterattack counterattack
success depends on whether the time counter when the proposed grasp accurate. Fight back only in the other to is a kind of retreat defense battle. Tom examples of successful, it is enough to show the so-called counter to multiplying effect is a in the negotiating partner's eyes, whether you are a match words with deeds, the person says it will do.
Second, attack Fort
negotiations, particularly in relation to official negotiations, participants are usually more than one person. In This one to many is just one of them. Here, we tentatively call this man figures, but must not be ignored goals, to anything, the most important thing is to be able to persevere and make persistent efforts to get the ultimate success before.
when you can not convince the ;. It is like the ancient times to conquer new territories in general, as long as the first win outside the fortress, can drive straight out.
capture of the city, and first won a protective effect on the city fortress, this way, If unhindered to the. Similarly, in the not convince, we should change course, seeking to ; tactics, the key is that ; the other group members However, the process described in the repeated, we should pay special attention to the variability which, in order to avoid receiving the opposite effect. It should also be noted that, even if you have seriously convinced of the guarantee fort fourteen, of which eleven, but not non-hand. At first, Hughes personally negotiate with the aircraft manufacturers, but are unable to agree about how, and finally the richest do a rage, stormed the go. However, Hughes still did not give up, we find an agent, to help him come forward to continue the negotiations. Hughes told the agent, as long as he can buy that favorite eleven, he would be satisfied. and negotiations results, that the attorney actually put all the aircraft are only, thirty-four. Hughes admire agent skill, and asked him how you do it. The representative replied: impasse, I asked you in the end they mm hope to talk to me? Or I wish to please come forward to talk about Hughes? by me so I asked, the other one good thing that mm forget Well, as you mean everything do it! if present together, if one of them left a bad impression, then the other will inevitably affect the perception of another person, which is the second round of negotiations, it is very unfavorable.
negotiator appeared to sing the first is the negotiators to sing the until the negotiations achieve their goals so far.
first negotiator to the other side only needs to have a each other to obtain agreement from the negotiations depravity occasions. when the other person intends to seek a negotiated solution to the problem by the time it is not the first negotiators because of the poor impression, and suspension of the negotiations. So, in negotiations, you the other party must first try to control the attitude of the negotiations hold, if it is already mentioned, the negotiations on their own sites more favorable, however, the use of A battle in what way the negotiations are to each other over-emotional reaction. Therefore, when the second negotiators appeared, their attitude will not have too bad a natural.
the contrary, if the negotiations are conducted in their own sites, while the other was again the first angered negotiators battle, then it is likely to refuse to come again, or simply change venue for negotiations proposed requirements. Once the venue for negotiations to change, and may therefore easily get rid of the negotiations on the return brought by unhappy, pick ourselves up again to high morale once again to face your challenges. If so, then the bad cop to continue its
To hh when the asked:

ease tensions in the negotiations, when the problem itself is quite complex, painfully Kai mouth, and yet not ask not, they usually will have to use the dynamic techniques, can prevent the other angry, so that the role of the negotiations to proceed smoothly.
in the negotiating process, we will inevitably become emotional sometimes, and sometimes have to ask some of the issues involved in personal attacks, sometimes unavoidable to be with the negotiations who was your rivals meet again fall by the wayside. In this case, you should do with it? shows an example here. Suppose you are negotiating partner, long ago, before you talked to a issues relating to land transactions, when he raised the other prices that are reasonable, but not afterwards they Yuxiang Yu, Yuxiang Yu find the prices too low, he was eating a burned. In this case, when the negotiating partners face to face with you again to discuss another issue related to land transactions, the heart must be uneven, and the gas is not. So, whether you out no matter how reasonable the price, the other party will not easily agreed. He is not the reason why willing to agree that the problem is not the price is reasonable, but he has made up his mind to a higher price to sell the land to the loss of high added something times.
examples like this occur frequently. So When you see your opponents feel the negotiations are not normal times, would have to carefully handle, be careful to cope. The best way to turn hostility into friendship is sincere beginning, frankly explained to the other party to eliminate its accumulated in the dissatisfaction and resentment, so that everything can start again.
Maybe you could say: each other understand the hearts of Resentment is no longer the negotiations can be successfully carried out. This is called the easing speaking skills.
words interrupted
change the bargaining power of the situation.
Ruonan has been a contractor has been determined by the court's proceedings. But negotiators for the validity of the court ruling still be controversy, and after several discussions, still no concrete results . However, the Ruonan see each other's confidence has been shaken some subtle signs.
a valid court or not, have a significant impact on the outcome of negotiations. Thus, while the other is no longer talk about this topic that go on necessary if men are still repeated use of discussed, and then re-submit it, indeed some unpleasant. However hh shaken, and in turn to accept the idea of a Ruonan.
eight, the contents of the negotiations to break the deadlock
often very far-reaching, not just a simple one or two of them. In some large-scale negotiations, the subject record have as many as seventy. When negotiations contains a number of topics, there may be some of the projects have been about the result, some projects it has failed to reach an agreement. this time, you could say see, many problems have been solved, and now got left out. If you do not be resolved, then do not pity you? commonplace, but in fact able to play to great effect, it is worth as a negotiating tool, widely used.
negotiations involving a number of topics, but pay special attention to the importance and priority issues. For example, in a includes six issues of negotiations, there are four important issues, and the other two were not very important. The four major topics have been assumed to obtain agreement of three, leaving only an important issue and two small problems, then , in order to make these issues in one fell swoop has been resolved, so you can tell each other: Let us continue to work well the only problem and discussing it! if you just so give up, we all regret it! hear you say this, the other will probably nodded and agreed to continue negotiations.
when important issues are the fourth were resolved, you may wish to repeat the above argument, the negotiations to a successful conclusion.
open negotiations impasse, in addition to the above, ; have solved so many problems, let us keep it up! the matter of the agreement have been agreed as a springboard to reach the final objective.
nine, diversion
this strategy is to focus the attention of the other side not very interested in our issues, so that the other increases to meet sense.
the use of specific methods, if we think the other focus is on price, but our concern is the delivery time, then the direction of our attack, the conditions can be a pay issue, so that you can support each other from distract the two main issues.
This strategy can be exercised if the skilled, the other is very difficult to counterattack. It can be a positive factor of the negotiations, without incurring any risk.
X. withdraw its role
When the negotiators found that he was forced to make concessions far he can accept, he will declare such an agreement has not been granted the power.
This is usually the negotiators showed the resistance to the last moments of a . because, as the negotiations proceed smoothly, it requires both parties to the appropriate speed toward the desired direction, requires mutual exchange, a common met together to make concessions. If one does not have enough power, then there will be new problems, if one that may be faced, that is, no matter what the other negotiators reached a kind of understanding that his boss will not be accepted. As a result, one would have to make further concessions.
party put forward the br> If one side is really leaving their own damaged.
party who fear they resorted to this trick, it is best to find out when the talks started. in the negotiation of goals, plans and progress has been clear, bright stage of cards about to be completed before the negotiators After the individual has taken control, be the first to raise a question: exert various effects, for within the power of his deal. the party should take advantage of the limited power of phones, fax machines and other facilities to get in touch with the boss to solve because of First, the murderer
in a two-person negotiating team, one of the members of the early stages of the negotiations leading role, and the other played the leading role in the end stage.
benefits of doing so is to start negotiations , a member of the Panel (hardcore) remained silent, looking for solutions to problems, and suggestions to make concessions. This of course must not damage the first owner of the place, is to make the negotiations more complicated. because the act by the above practice, the two negotiators should cooperate closely, this is a very laborious thing.
this strategy is very difficult to deal with. corresponding countermeasures are: First, the other concession rate should slow, not fast in front of hard-line attitude of compromise. However, when moderate attitudes when people play a leading part, to make excessive concessions to each other is very difficult.
second, play pig eat tiger
to the one hundred thousand yuan.
this use of Part of the problem in a series of questions.
countermeasures for this strategy is that for the other side of the question In the early stages of negotiations, the other party the right to force us to answer the situation to their benefit.
if the other side too often ask For all the details required to be clear that we can begin to fight back.
XIII, delaying
negotiations for some time after five to ten minutes to rest. at rest during the talks both sides out of the hall, review about the progress of negotiations to re-consider their own, or have a clear head about re-entering negotiations, which are necessary.
general, the rest of the proposal, it will get a positive response to the other side. rest not only conducive to their side on both sides, is also very useful for working together.
rest is of positive significance. It allows the two sides have the opportunity to re-plan and even with new ideas and programs that can enable the two sides together again in the new one atmosphere, so that energy and attention together again.
Some people worry that there will be negative effects rest, fearing the negotiations would undermine the momentum of just, good and effective atmosphere of the talks will be disturbed, or give each other the opportunity to change course. In fact, this fear is unnecessary.
Second, procedures should be arranged to rest.
(1) on the one hand that the need for rest. For example: hh solution hh. rest later. in time of need a break, do not let the other side the opportunity to generate discussion of new issues.
during the break, we need to consider should be clear. should study how to proceed to the next stage of negotiations, induction about the issue being discussed, check the work of our group or some of the following negotiations with new ideas. At the same time we must consider how to re-open talks down to discuss programs and consider how to make opening statements. preferably with a new The proposal to re-enter the negotiations room. the rest is a great potential impact of a strategy, appropriate use of this technique can help us achieve the common purpose of profit.
fourth, Borrow Arrows with Thatched
to you will be cheaper? species in a positive way, it will help the two sides for the common good way to choose the best deal.
However, if the negotiations have been very deeply, and then use this strategy can only be divisive. If the parties have done for the offer many preparations, and even has a bargain, but at this time, the other suddenly said: Therefore, together they must be separated in isolation, to determine what they are.
Let us assume that you are housing issues in the negotiations. you want to buy a house is not in the best position, housing prices already reflect this point, but can you believe it has been made on more favorable deal. You know there are other people who are interested in this house, but you feel that your position is unique. you want to buy this house and not do residential, but an investment in mm this investment Your accountant is strongly recommended to you, because you need to cut taxes. Yes, buyers do residential buyers, like you, on the selling price is also interested, but they will be more interested in other considerations such as floor mm beautiful, the walls, paint colors and other items.
and you know the house is collateral for the financing mm given not only to pay interest each year, and returned to the principal stages until the collateral due. the vast majority of collateral like residential buyers who have no use. On the other hand, this collateral would be useful to you. In conjunction with the sale of the house to and to you, it will were more beneficial. conduct transactions based on this point much faster speed.
you to bring you these powerful argument in negotiations, the house owner wants to retire, so I hope as soon as possible deal. However, surface , like the vast majority of homeowners, he is very emotional for his own house, that their value more than that. you about the price a few thousand dollars less. you tell him you want to meet his asking price, but you calculate restore the house in good condition of the refurbishment required fee, therefore you drive the price less than his asking price a few thousand dollars. you have done is a fair thing. adopted a compromise. Then you end the discussion quickly , told him he naturally take some time to consider your proposal, instilling the idea of renovation costs to the homeowner's mind, you let him worry for other buyers whether a better price. the owner of his house now have not identified the true value. The results may be that you received a phone call, that you are the owner accepts the price.
task itself is fair
judo strategy is a kind of negotiation skills, but also the use of leverage. It is the use of the power of your enemy has a profit, in short, it means that the face of strong opponents to get their own thought, do not butt heads with him. like a seasoned matador, struggle to lure you in the direction of rushing. But the moment the two sides is about to hit, cleverly stepped aside, the use of your opponent (cattle) of the acceleration.
If you and growl, verbal abuse, with aggressive opponents negotiations, the simplest method is to use judo strategy. These people, for whatever reason, people always want to face off with, but their conversation is full of aggressive, too stick to their views, arouses displeasure. as if he controls the conversation is a thing of the no.
to deal with this is most unwise to attack him with the same strategy. this approach results in unpleasant emotions, increased backlog, or worse. deal with this situation is to use the best way to treat his opponent's strength. Do not angry, just calmly tell him A male and female. I think I have some important things to do. I know you do not like to waste time in the world. Why do not we reach an agreement, then, if you wish, and then determine the winner no later than. As you bite the bullet, you will make you hate, aggressive removal of hostile opponent, if he intentionally negotiations, you can calmly talk business. Do not forget, many people believe that key to success is to take tough stance fear of the enemy. In fact aggressive behavior may only be fake. But anyway, your approach is to stand their ground, the performance from me. Remember, no transaction is worth losing your self-dignity. < br> leverage the use of leverage to do business
instance: a young management consultant, wants to deal with new environmental laws and government agencies deal matters, but has been very difficult. This young man gives a very good impression, people are alert, sophisticated, but he was rejected every time. The way to oppose removal.
You can not hire a consultant can be made in this plan, like me, good service, I say this for a reason. This is a new field, my degree is the one of some fifty-six degrees. If you look at the state Board wrote me letters about his thesis, you will understand that although I was young and I did write a book about this area of professional book. can be broken. and he has enough wisdom to know how to use their strengths for their own profit.
use of leverage to overcome the animosity: Ted salesman. Elfman to do a large pharmaceutical annual visit Last year, he sold the computer billing system to the company, to modernize the year he went to discuss the issue, and when he walked into this company was facing a hostile manager. Ted did not adopt a hostile confrontation the way he patiently ask the manager to vent about that. then said he was surprised by the treatment, he opens his folder to show the computer the customer order information,
event, in the end I do not know how it is, Could you tell me? so. these expensive new machine is actually older than the original but also the lack of manual handling efficiency, but also less durable than the old machines, old machines do not need to Seller at least frequent visits. Ted felt after listening difficulties, asked the manager to allow him to look at the case of computer they use.
he does not observe a long time, had realized the crux of the problem. The whole goal of these machines is the customer data must be input tape storage, and accounting data from the keyboard keystrokes. But the workers by the keyboard to enter all the information. a result, they used the computer as a typewriter. the problem is, the operation of the company training staff to quit, and another job. then the location of the operator they are trained enough, They then trained by the operators of technology is worse. Ted played to its head office a call, explain the problems surrounding the Mongolian company permission, pharmaceutical stay for three days, thoroughly train the pharmaceutical computer personnel.
excellent results, Ted This has not only allows the purchase of the other two laboratories keyboard, and a language processing system, has won the favor.
So, Ted technical knowledge of his own constitute self-confidence to negotiate the power of finally turning hostility into friendship.
use of leverage to overcome the emotions: Barber. Blanc recent divorce made him feel uncomfortable; for the behavior of his wife he deeply felt the pain, therefore the judge of the alimony and child living Baibandiaonan. The judge is a seasoned veteran, he asked Barber: ; Barbour said he was concerned about the course. you something. a nurse, cook and housekeeper. Now suppose you have just done a bit of these total costs. Please know you pay people to do things, does not mean things will be well. If your wife can undertake these tasks, you do not have to worry about. the court, not only do not feel defeated, but feel that they completed a shrewd deal.
judge in this case the common use of leverage, access to facts and figures, the judge makes the Barber away personal feelings views of the judges to see things.
rational use of leverage to overcome: business people often think, most people are unreasonable. Usually, it is. But the world is a completely unreasonable people, in fact, some people irrationality can use their success for their own profit. seventies, young professional couples like to purchase the old inner city in the United States a large house. advantage of the vast living space, suburban, low taxes, and close to city life and abundant resources.
in New York called repair and other carpentry work areas.
beneficiaries of this trend is a Canadian who sells tooth, called George, furniture, cabinets, carpentry. not in the same period of the U.S. woodworking, hardwood carpentry he was born, and its manufacturing Hard not very skilful furniture. and he swept a lot of one-person business, but also in his condition out the fixed price under the transaction.
George be able to read after work to be done correctly calculate the required cost, time and materials. He went on to insist on payment first. Many new owners are young lawyers, and their arrogance does not allow such a business arrangement. they pay Material presented the first paragraph, the remaining money, they want to complete only after they paid in full satisfaction. This arrangement makes George very angry. ;
George and then put it bluntly, he had hundreds of satisfied customers strongly recommended. This is all pre-paid customers money. So if you want to work for you, George, is the condition of payment in advance. It is hard to believe that these cost-conscious lawyers to stand up to all agree that even this very unreasonable request. George reliable and superior technology. to deal with his irrational, in the end better than hiring his excellent woodworking technology better than to be reasonable much more.
, of course, George did not know he was under negotiation, he thought he was just doing the right thing it is fair. carpentry career began in his time, there was a customer refuses to pay him, since George determined that he did not allow such a thing happening again. because he was in a particular period, with very special skills, it can use leverage to overcome the obstacles.

clever use of leverage effect using DU rod itself advantage is a strong negotiating skills, like any powerful tool, must be used carefully. If you use leverage to obtain a favorable position for themselves, do not abuse your advantage. Instead, you must be comfortable atmosphere to reach goals, With a friendly agreement, will benefit the opponent and your attitude to the negotiations.
example, you negotiate the price of a property, you need to know the owner, must sell it. recent statement on a new estate tax provisions. so many people have private property to be sold to pay off taxes ....