?The next morning, when work time came, Xiang Tianliang took Ding Wentong to the County Education Committee to take charge. - Shuhai Pavilion - ..

Li Chishui accompanied Xiang Tianliang and sat down in his office, making tea and offering cigarettes.

"Lao Li, are you all ready? Mr. Zhu and Mr. Huang from Cathay Pacific Group are arriving soon!"

Li Chishui laughed and said: "The leader asked Luo Ming, Huang Yujun and Li Jiangfeng to be responsible for the negotiations. I don't know what to do!"

"Haha, I recommended the three of them, but you didn't expect it." Xiang Tianliang asked with a smile.

"Not just me, no one thought of it!"

"Why!"

Li Chishui said: "Luo Ming is alone, Huang Yujun is still carrying the punishment, and Li Jiangfeng has no experience. Are the members of this negotiation team special?"

Xiang Tianliang glanced at Li Chishui, "Lao Li, isn't your office director Li Jiangfeng your carefully selected successor?"

“The leadership’s intelligence work is so accurate!”

"What about others!"

Li Chishui introduced: "Li Jiangfeng graduated from the Education Department of Dongjiang University. He was originally the vice principal of Chengguan Middle School. The year before last, I transferred him to the county education committee office as deputy director. He was just promoted to director at the end of last year. He is a dedicated person! "

Xiang Tianliang nodded and said, "Then let him exercise!"

"I'm afraid he will mess up the matter!"

He waved his hand to Tianliang and said, "Don't worry, I'll take care of it if it fails!"

Just as he was talking, Li Jiangfeng and Ding Wentong came in.

Looking at Li Jiangfeng, he smiled at Tianliang and said: "Comrade Li Jiangfeng, you will be the chief negotiator today!"

Li Jiangfeng said: "Assistant Xiang, but I, I don't know how to negotiate!"

"Negotiation, it's actually very simple, it's just a patient psychological battle!"

Looking at Ding Wentong, Li Jiangfeng said: "Assistant Xiang, I heard from Secretary Ding that you have a lot of research on negotiation. Can you give me some advice?"

"hehe……"

Xiang Tianliang also wanted to show off, and since he had a good impression of Li Jiangfeng, he had the idea of ​​​​cultivating Li Jiangfeng.

"Comrade Jiang Feng, you have to remember that what you are about to face is a business negotiation. Business negotiations are only about interests and don't take anything else into consideration. I asked you and Luo Ming to take charge of today's negotiations just to let you be the red face. Let Luo Ming make a fool of himself, this negotiation method is about singing and making peace, you must pay attention to close cooperation!"

"You two can't see anything strange when you are separated, but when you are combined into one, you will have a strange and wonderful effect. This is the secret of singing the red face and the white face. The method of this strategy is to start with the white face. When he appears with a red face, he takes an aggressive offensive, makes excessive demands, is arrogant, and has a rigid stance, which makes the other party upset and disgusted. Then, when he appears with a red face, he treats the other party with a gentle attitude, a sincere expression, and reasonable conversation. , and subtly hinted that if he cannot reach an agreement with the other party and the negotiation reaches a deadlock, then Mr. Whiteface will appear again. These words will put a kind of psychological pressure on the other party. In this case, on the one hand, the other party will They will be unwilling to continue dealing with the white face, and on the other hand, they will reach an agreement with the red face because of their amiable attitude!"

"White faces in business negotiations can appear in various faces or forms. They may be people, they may be something, they may be true or they may be false, they may be policies, principles, etc. Any program can play the bad guy!"

"You must remember, don't think that you can win the negotiation by greeting people with a smile, giving people face, and being friendly. Blindly singing the red face will make people think that you are begging for others and that you are fawning. The more you do this, the more likely the other party will be. Will be tough, arrogant, and have the upper hand in negotiations. When necessary, it is necessary to add some color to the other party and use some flattering means to stimulate the other party. Of course, the so-called stimulation does not mean to anger or hurt the other party, but to stimulate the other party. It’s to attract the other party’s attention to certain facts and make him value himself more, while also reminding the other party not to raise his price too high!”

“There are many ways to stimulate the other party, but the function and effect are to cause the other party to worry and uneasiness. In business negotiations, many off-site actions may attract the attention of both parties and directly affect the situation at the negotiation table. The negotiator plays a stimulating role. For example, during the negotiation, you are still in contact with other merchants. During the negotiation process, other merchants suddenly come to the door, temporarily interrupt the ongoing negotiation, and complain that the negotiation time is too long. For a long time, my schedule and activities are very tight, and I directly exchange information with other merchants, etc., etc. These are very sensitive actions for both parties, and they can imply a lot of things to the other party and make the other party have a sense of urgency!"

"Of course, this kind of off-site stimulation methods cannot be used indiscriminately, because they are very risky and can easily hurt the feelings and sincerity of the other party. On the other hand, be careful not to make a fuss out of a molehill and pretend to be impressive. As a result, the 'fake' merchants will drive away the real ones. If you are a collaborator, it will all come to nothing. Therefore, you must be clever in stimulating the other party. At least you must show your sincerity. In other words, you must tell the other party that I am not a daughter who cannot be married, but I really like you. It depends on whether you appreciate it or not. I appreciate it, this kind of stimulation will promote understanding and cooperation between both parties!"

"In business negotiations, the ways to stimulate the other party are not limited to words. Some facts will be more convincing. However, if you want to continue cooperation, by the same token, you should hint through some links and details, and do not hurt the other party too much. For example, if there is a dispute over price, you can ask the other party for a new price, or make comments on the original price, indicating that both parties must face reality in order to have good cooperation prospects!"

"Let's talk about white faces. This is actually a double act. Using the double act strategy can free negotiators from the situation of riding a tiger. Each party sends two people to participate in the negotiation. In most cases, they are performing a double act. It is decided in advance that one person will take the action With a tough attitude, when the time is right, the companion will come forward to propose a compromise plan, but the tough guy just made a gesture to express the boss's unwillingness. Finally, after repeated persuasion by his companion, he reluctantly agreed. Of course, the other party After getting this hard-earned concession, I will naturally reward that good person accordingly!"

"In business negotiations, you can also reverse the double act. For example, you can make some concessions on less important issues first, and then when your partner speaks on important issues, he will say to you, you You performed very generously this morning, but at this point, you can't make any more concessions. We have already given in too much. At this time, you turn your face to the other party and say awkwardly: There is nothing I can do now. It’s up to you!”

"Actually, this kind of double act seems very obvious and cannot be fooled by an experienced negotiator. However, under the pressure of long and tense negotiations, it is not easy to see through this strategy, especially when the double act person cooperates If there is a tacit understanding and the performance is natural, of course, the other party may also become suspicious, but he is not completely sure that it is a performance. He may think that their words may be true, and I can take this opportunity to find a way to divide them! "

"Any negotiator should not only be clearly aware of what he wants to get in the negotiation, but also clearly understand what he can give to the other party, because negotiation is an exchange of mutual interests and needs, and he knows his own requirements best, and It is difficult to grasp the other party’s requirements, so in terms of a negotiation, perhaps the most important thing is to discover the opponent’s needs, and sometimes, even to create the opponent’s needs through conscious actions!”

"In addition, during negotiations, we must be good at adapting to circumstances and seizing the opponent's weaknesses to attack. This has the wonderful effect of the acupuncture method in Qigong. Some of the opponent's weaknesses have been mastered by us in advance, and some weaknesses are based on the opponent's attacks. When the other side is exposed, we must always find the handle. The argument between the two heroes is a contest between reason and qi. Reason is the core of qi, and qi is the edge of reason. If you are straight, you will be energized, and if you are straight, you will be discouraged. But Under certain conditions, strong Qi can also make you strong and strong!"

"An excellent negotiator often looks for the opponent's relevant weaknesses and is more ruthless, such as removing the fuel from the bottom of the cauldron, so that the opponent's energy is instantly dissipated and he surrenders. The so-called relevant weaknesses refer to the errors in the opponent's arguments and the lack of evidence. , the bias in argumentation or the various limitations in his character, behavior, and emotions, like the story of Zhuge Liang's verbal battle with the Confucian scholars in the Romance of the Three Kingdoms, are worthy of study by negotiators who want to use leverage!"

"In the midst of negotiations, opponents always slip up. This is a good opportunity to pursue and fight fiercely. This method is more effective when dealing with arrogant opponents, because an arrogant person looks like a loser if he loses his ugliness. Like a rooster, they tend to be discouraged and frustrated. Therefore, an arrogant person is easier to defeat than a humble person. There is no doubt that no one can be perfect and will inevitably have their own weaknesses. Once an arrogant person is caught by others, his weakness To attack would destroy the capital of his pride!"

"In negotiations, you have to pay attention to the principle of taking one step back and two steps forward. Sometimes one party in the negotiation does not dare to threaten the other party by withdrawing, for fear that the negotiation will collapse and it will be a mess. Therefore, experienced negotiators will use any means to control the opponent. After knowing the real intention of the negotiation, the trump card is known, and the initiative in the negotiation is taken. At this time, the only technical issue is how to win. The use of threats to retreat is a commonly used method."

"But in many cases, it is difficult to figure out the opponent's trump cards. You can also use analysis and inference to get the opponent's pulse. If the opponent is really fighting a protracted war, then it is worth taking a risk to intimidate the opponent by withdrawing. , maybe he is more unwilling to negotiate a breakdown than you are, that’s true, even if you withdraw, you still have room for maneuver!”

"Demands are often two-way. If you ask for something from the other party, the other party also wants something from you. Once you understand this, you should take advantage of your opponent's weakness and adopt a retreat-to-advance strategy in negotiations to coerce your opponent and force him to submit. , make compromises and concessions. Therefore, if your opponent threatens you during the negotiation, do not be fooled, or if you know that the other party is afraid that you will withdraw from the negotiation, you can also pretend to stop the negotiation immediately and let the other party accept the deal. Advantageous conditions for you!"

"All in all, in short, negotiation is actually a comprehensive contest of information, confidence and willpower of both parties..."

…

After hearing this, Li Jiangfeng said with a smile: "Assistant Xiang, thank you for your advice, then I will give it a try." Please go to - Shuhai Pavilion -...
Chapter completed!