The next morning, when the time for work arrived, Xiang Tianliang took Ding Wentong to the county education commission.

Li Chishui accompanied Xiang Tianliang and sat down in his own office, making tea and toasting.

"Lao Li, are you all ready, Mr. Zhu and Mr. Huang of Cathay Pacific Group are about to arrive."

Li Chishui said with a smile: "Leader, let Luo Ming, Huang Yujun and Li Jiangfeng be in charge of the negotiation, I don't know the bottom of my heart." ”

"Hehe, I recommend the three of them, you didn't expect it, did you?" Xiang Tianliang asked with a smile.

"It's not just me, everyone didn't think of it."

“weishenme？”

Li Chishui said: "Luo Ming is an idler, Huang Yujun is still carrying the punishment, Li Jiangfeng has no experience, are the members of this negotiation team very special." ”

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

"The intelligence work of the leaders is too accurate."

"What about others?"

Li Chishui introduced: "Li Jiangfeng graduated from the Department of Education of Dongjiang University, and was originally the vice principal of Chengguan Middle School. ”

Xiang Tiandian nodded his head and said, "Then let him exercise." ”

"I'm afraid he'll mess things up."

Xiang Tianliang waved his hand, "Don't worry, I'll take it if I mess it up." ”

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

Looking at Li Jiangfeng, Xiang Tianliang smiled and said, "Comrade Li Jiangfeng, you are the chief negotiator today. ”

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

"Negotiation is actually very simple, but it is just a psychological contest of patience."

Looking at Ding Wentong, Li Jiangfeng said: "Assistant Xiang, I heard Secretary Ding say that you have a lot of research on negotiations, can you please give me some advice." ”

"Hehe......"

Xiang Tianliang also had the intention of being pretentious, and he had a good impression of Li Jiangfeng, so he had the intention of cultivating Li Jiangfeng.

"Comrade Jiang Feng, you have to remember that what you are going to face is a business negotiation, business negotiation is only about interests, don't take into account anything else, I let you and Luo Ming come forward to be responsible for today's negotiation, that is, let you sing red face, let Luo Ming sing white face, this way of negotiation, pay attention to singing and harmony, you must pay attention to close cooperation."

"You two separate, you don't see anything strange, but when you are one, it will produce a strange use, and this is the secret of singing red and white, this strategy is to first appear with a white face, he takes an aggressive offensive, makes excessive demands, arrogant and rude, and has a rigid position, which makes the other person upset and disgusted, and then, with a red face, he treats the other party with a gentle attitude, a sincere expression, a reasonable conversation, and subtly hints, If he fails to reach an agreement with the other party and the negotiations are deadlocked, Mr. Whiteface will appear again, which will cause a psychological pressure on the other party, in which case the other party will come to an agreement with the red face because of his unwillingness to continue dealing with the white face, and on the other hand, because of the amiability of the red face. ”

"The white face in business negotiation can appear in a variety of different faces or forms, they may be people, they may be something, it may be true, it may be fake, policies, principles, all kinds of procedures can play the bad guys."

"You have to remember, don't think that you greet people with a smile, give people face, a group of harmony, you can win the negotiation, blindly singing red face, will make people feel that you have to ask him, there is a suspicion of stuttering, the more so, the other party will be tougher, arrogant, and have the upper hand in the negotiation, when necessary, it is necessary to give the other party some color, with some white face means to stimulate the other party, of course, the so-called stimulation, is not to provoke or hurt the other party, but to attract the attention of the other party to a certain fact, so that he pays more attention to himself, At the same time, it also reminds the other party not to raise their price too much. ”

"There are many ways to stimulate the other party, but the effect and effect are to be able to cause the other party to be anxious and uneasy, in business negotiations, many off-site actions may attract the attention of both parties, directly affect the situation at the negotiation table, and stimulate the negotiators, for example, during the negotiation, still continue to contact with other businesses, in the negotiation process, suddenly other merchants come to the door, temporarily interrupt the ongoing talks, complain that the negotiation time drags on for too long, their own schedule is very tight, Exchanging information directly with other merchants, etc., etc., etc., these are very sensitive actions for both parties, which can imply a lot of things to the other party and give the other party a sense of urgency. ”

"Of course, this method of off-site stimulation can not be used indiscriminately, because they are very adventurous, easy to hurt the feelings and sincerity of the other party, on the other hand, do not make a fuss, pretend to be a momentum, as a result, the 'fake' merchants drove away the real collaborators, chickens and eggs, therefore, stimulate the other party must be clever, at least to show their sincerity, that is to say, to tell the other party, I am not a daughter who can't marry, but really like you, it depends on whether you appreciate or not, such stimulation will promote understanding and cooperation between the two sides."

"In business negotiations, the way to stimulate the other party is not limited to words, some facts will be more convincing, but if you want to continue to cooperate, the same reason, you should hint through some links and details, do not hurt the other party too much, for example, if there is a dispute on the price, you can come up with a new price code to ask the other party, or put forward opinions on the original price code, indicating that both parties must face the reality in order to have the prospect of cooperation."

"Let's talk about rapping white face, this is actually singing double reeds, using the strategy of singing double reeds can free negotiators from the difficult state of riding a tiger, each side sends two people to participate in the negotiations, most of the time it is a double reed, it is decided in advance to let a person take a tough attitude, and when the time comes, and then the companion comes forward to propose a compromise plan, but the hardliner insists on making a gesture, expressing the boss's unwillingness, zuihou, under the repeated persuasion of his peers, he reluctantly agreed, of course, After the other party gets this concession that he has not won easily, he will naturally repay the good person accordingly. ”

"In business negotiations, you can also do the double reed performance upside down, for example, you can make some concessions on less important issues, and then your partner will speak up on important issues, and he will say to you, you performed very generously this morning, but at this point, you can't make any more concessions, we have given too much, and then you turn your face to the other person and say, "I can't do anything now, everything has to be decided by you."

"Actually, this kind of double reed performance seems to be obvious, and it can't deceive an experienced negotiator, but under the pressure of long-term tense negotiations, it is not easy to see through this strategy, especially when the person who sings the double reed cooperates tacitly and performs naturally, of course, the other party may also be suspicious, but he is not completely sure that it is a performance, he may think, these words of theirs may be true, and I can take this opportunity to find a way to divide them."

"Any negotiator should not only be soberly aware of what he wants to get in the negotiation, but also be clear about what he can give the other party, because the negotiation is the exchange of mutual interests and needs, and his own requirements are the clearest, while the other party's requirements are difficult to grasp, therefore, as far as a negotiation is concerned, the most important thing may be to find out the needs of the opponent, and sometimes, even to create the needs of the opponent with conscious actions."

"In addition, in the negotiation to be good at improvisation, grasp the weakness of the other party to give a blow, this has the wonderful effect of the qigong point point means, the other party has some weaknesses, is already in advance of our mastery, and some weaknesses, is in the opponent of the other party exposed, we must find the handle at any time, the two male arguments, is the contest between the two sides of the reason and the qi, the reason is the core of the qi, the qi is the edge of the reason, the reason is strong, the song is discouraged, but under certain conditions, the spirit can also make the reason strong three points."

"An excellent negotiator often focuses on finding the opponent's relevant weaknesses, and is ruthless, such as drawing a salary from the bottom of the kettle, so that the opponent's sharp spirit is instantly dissipated and restrained, and the so-called relevant weaknesses refer to the opponent's mistakes in arguments, lack of arguments, bias in arguments, or various limitations in his own character, behavior, and feelings, such as the story of Zhuge Liang's tongue and the Confucianism in the Romance of the Three Kingdoms, which is very worthy of study by negotiators who want to exert their handles."

"In the negotiation of the sword, the opponent always has a time to say something, this is a good opportunity to chase and fight, this method is easier to deal with the arrogant opponent, because the proud is ugly like a defeated rooster, often depressed, frustrated, so the proud is easier to defeat than the humble person, there is no doubt, no one can be perfect, it is inevitable to have their own weaknesses, and once the arrogant person is attacked by others, it will also disintegrate its arrogant capital."

"In the negotiation, you have to pay attention to the principle of taking one step back and taking two steps, sometimes one party in the negotiation, do not dare to use the exit to coerce the other party, for fear that the negotiation will collapse and make the chicken fly and the egg will be beaten, so the negotiation veteran will unscrupulously grasp the real intention of the opponent, find out the hole cards, and then grasp the initiative of the negotiation, then how to win, there is only the problem of jishu, to retreat to coerce to achieve the purpose of progress, is a commonly used one."

"But in many cases, the opponent's hole cards are difficult to figure out, that can also be used to analyze and infer the other party's pulse, if the opponent is really playing a protracted war, then take a little risk to withdraw to intimidate the other party, it is also worth trying, maybe he is more reluctant than you to negotiate a breakdown, it is true, even if you indicate that you withdraw, there is still room for maneuver."

"Demand is often two-way, you have to ask the other party, the other party also has to ask you, after understanding this, you should take advantage of the opponent's weakness, in the negotiation to take the strategy of retreat as advance, to coerce the opponent, force the opponent to comply, make compromises and concessions, so, if in the negotiation your opponent wants to blackmail you do not be fooled, or you know that the other party is afraid that you will withdraw from the negotiation, you can also pretend to stop the negotiation immediately, let the other party accept the terms that are favorable to you."

"In short, negotiation is a contest of information, confidence and willpower on both sides of the negotiation......

……

After hearing this, Li Jiangfeng said with a smile: "Assistant Xiang, thank you for your advice, then I'll give it a try." ”