After work that day, Lin Zhilan came home with a huff, threw her bag on the sofa, and then sat there, hugging her shoulders and not speaking.

Xiang Yanghua, who entered the door in the back, also had a flat face. When Lin Yi saw it, he thought that the two had a conflict, and hurriedly stepped forward to comfort him.

Lin Zhilan rolled her eyes: "We are good sisters, how can we have conflicts? I really don't understand, aren't we his boss?"

The beautiful girl dudu, like a machine gun, poured out the cause and effect: "I think, Carl is sexist and looks down on women! Otherwise, why don't you ignore our requests?"

In Lin Yi's impression, Carl is an otaku geek. This type of person may be a little strange to insist.

He's still German-American, and maybe he doesn't have a good relationship with the two daughters in some ideas.

Sunflower sat next to her and didn't speak. Judging by the expression, it seems that there is no anger. However, the tenacity in the eyes, people with weak hearts will tremble when they see it!

The matter of Transformers, since Lin Yi has already handed it over, he doesn't want to mix it up anymore. But the problem with his sweetheart is his calling.

"Stanford Graduate School of Business, a visiting scholar has come, who is said to be an expert negotiator in France. The school has put up a notice that he will give a lecture tomorrow. ”

"The issue between you and Carl is essentially a negotiation. Why don't we go to the lecture? Maybe we can learn some skills and solve the problem smoothly!"

Sunflower immediately nodded again and again. Although Lin Zhilan didn't like to study, she also agreed to go with her face with a face that overcame all obstacles.

========= dividing line ========

Lectures by negotiators, starting with a real estate transaction:

There was a postman who was retiring. He fell in love with a beautiful village and planned to buy land and build a house there for retirement purposes.

He has already bought two plots of land, one of 600 square meters and one of 800 square meters. However, in order to be used to build a house, the area needs to be more than 1,000, and it must be connected.

Unfortunately, his two plots of land are sandwiched between someone else's wasteland, with an area of about 400 square meters.

And the owner of the wasteland, who lived in faraway Paris, lived a middle-class affluent life.

The two plots of land, when they were originally bought, averaged 80 francs per square meter. Now the price has risen to 150 francs per square meter.

After the negotiator finished speaking, he began to give the students a question: "Suppose the matter of buying land is left to you." How much are you willing to pay for that 400 square meters of wasteland?"

"To put it another way – if you're a wasteland owner, how much does the buyer pay and you're willing to close the deal?"

Experts have students work in groups and then play the role of buyers and sellers for experimental negotiations.

The negotiation is really very cumbersome. It took us two hours to complete just one experiment.

Experts published the results of the experiment: "The lowest purchase price was 15 francs per square meter, while the highest selling price was 375 francs per square meter. ”

In other words, the lowest transaction price of the 400-square-meter wasteland was 6,000 francs, and the highest transaction price was 150,000 francs!

There is a difference of 25 times! Lin Yi was simply stunned when he heard the statistical results! This is like a 100-point test paper, and others have scored 200 points, it is really unimaginable!

Thinking of the real estate of the future generations, his heart is like a cat scratching, and he can't wait for the internal reasons!

The negotiator pointed to the side - there were several assistants there, in the experiment, either playing the role of villagers or playing the role of the real estate company. It's a bit like the game, with various quest NPCs.

"First, I have a question. How much time did you spend before the negotiations to learn about it?"

The expert paused and continued: "Those students who have reached the limit of the transaction price have spent at least half of their time preparing their homework. ”

Knowing that he is invincible, Lin Yi breathed a sigh of relief when he heard this! Although he did not achieve good results in this experiment, he had already done a good job in intelligence gathering in the game industry.

And Sunflower and Lin Zhilan, the eyes of the two girls also burst into brilliance! It seems that they have also gained.

Immediately afterwards, the expert invited two students to come to the stage and gave a rough demonstration of the process of the limit transaction——

A, play the role of the best buyer:

"When I contacted the owner of the wasteland, I didn't rush to make an offer, but tried to find out what they thought.

The owners of the wasteland had long since moved to Paris to live a wealthy middle-class life. From telephone conversations, I learned that he knew almost nothing about real estate transactions here. ”

A pointed to the experimental assistants and continued to explain: "I visited the villagers and learned that 400 square meters of land is so small that it can usually only be used as a garden. Unlike residential land, this kind of land is very worthless!"

"And the old neighbor of the owner of the wasteland, a nagging retired old man, told me that if he bought the wasteland, he would only be willing to bid 15 francs per square meter. ”

"From the old man, I learned another valuable piece of news: because of the distance, the seller in Paris asked the old neighbor only by telephone. So in the seller's mind, the wasteland is only worth 6,000 francs! And this amount is the bottom line in the opponent's heart!"

"This small amount of money is not worth the other party's time to waste and come to investigate in person. Therefore, the buyer and the seller have formed an information asymmetry. Taking advantage of this asymmetry, I made a good deal!"

B. Play the role of the best seller:

"My negotiation process is the opposite of A. When the postman called, I tried many times and learned that the other party bought the land to build a house for the elderly. ”

"My old neighbor, offered 15 francs per square meter, but that was the price of the garden land. Just like commercial and residential buildings, two ways of using land, it can't be the same price!"

B raised his arm and pointed to the 'real estate agent': "So I called the local real estate company and asked about the land deal, and the average price was 150 francs per square meter. Moreover, according to the transaction records, the buyer has purchased two plots of land. ”

"Although I am wealthy and Paris is far from my hometown, 400 square meters of land, worth at least 60,000 francs, not 6,000 francs, is well worth the trip. ”

"When I arrived at my hometown, I made a careful investigation and learned an important piece of information - if the postman bought my wasteland, the three plots of land in a single place would appreciate to 200 francs per square meter!"

"600 + 800 + 400, with a total area of 1,800 square meters, and a total price of 360,000 francs after appreciation. ”

The buyer's original two plots of land, with an area of 1,400 square meters, multiplied by the market price of 150 francs per square meter, for a total price of 210,000 francs. ”

"360,000-210,000 = 150,000 (francs), spread evenly to 400 square meters, the unit price is 375 francs / square meter. ”

"The postman already has two pieces of land, and it is just a need to build a house for the elderly. If the transaction is made at this price, the other party will not make a profit at all, but it will never lose money. ”

"So 150,000 francs is the bottom line of the other party's heart, and it is also my ultimate goal! The market price of 60,000 francs is my bottom line in negotiations. ”

"After a lot of hard work, I got the best results. After B finished speaking, he stepped down with a proud face.

========= dividing line =========

After some careful preparations, Sunflower and Lin Zhilan stepped on the battlefield again to have a decisive battle with Carl.

When she came back in the evening, Lin Zhilan waved her arms like a general, and said excitedly: "It's done! It's done! Ah Hua is really amazing!"

"Lin Yi, just like you said, she is really the daughter of the sea! As soon as Carl relaxed slightly, Ah Hua immediately reversed the thousand armies and destroyed the opponent's will!"

patted Lin Zhilan for a moment, Xiang Yanghua said angrily: "How can it be so exaggerated! The expert is really right - when negotiating, always denying the other party's point of view, it is easy to lead to anger and stalemate!"

Lin Yi understood what she meant. Just like in a debate tournament, many times, questions are more powerful than negatives.

Not only can it lure the snake out of the hole, but also let the other party reveal its weaknesses. And the questions are used well, whether on or off the field, everyone's thinking is easy to be led by their own side.

It is no wonder that some houses, even though they are on the second floor of the street, can be sold at the price of a shop. On the first floor of the street, buyers can use the price of the house to get it happily.

It seems that this is the charm of negotiations!