Sophia couldn't help but smile and said, "Mr. Philip, you are so humorous!" With you in this negotiation, we are all very confident in winning this big order, but if there is an impasse in the negotiation process, how should we deal with it? ”

Seeing Sophia laughing delicately, Philip couldn't help but say a little proudly: "In reality, many sales negotiators often regard the deadlock as a concept of failure, trying to avoid it.

Instead of taking positive measures to mitigate it, it is passively avoiding it. Before the negotiation begins, pray that the other party can reach an agreement smoothly and complete the deal, and there will be surprises elsewhere. In this way, in order to avoid a stalemate, they will be accommodating to the other side in everything, and once they reach an impasse, they will quickly lose confidence and patience, even doubt their own judgment, and waver in the pre-formulated plan, which will prevent the negotiator from making better use of negotiation tactics, and the result of accommodation will be to reach an agreement that is unfavorable to the other side. It can be seen that it is very important to correctly confirm and deal with the deadlock in the negotiations, and the reason is simple: only by having the courage to face the problem can we effectively solve the problem. ”

"Therefore, we need to be good at using humorous words to ease the tense negotiation atmosphere. The fundamental purpose of the analysis of negotiation obstacles is to effectively respond to and deal with the obstacles in negotiation. In order to strengthen one's ability to deal with obstacles to negotiation, the ability to correctly analyze obstacles in negotiation is the first prerequisite. Only by clarifying what obstacles will generally occur in the negotiation, clarifying the reasons and conditions for the occurrence of obstacles, and then accumulating experience through one's own analysis and understanding of the case, can one be psychologically prepared in the face of obstacles in the actual negotiation, so as not to panic, respond flexibly, and maximize the protection of one's own interests. Philip once again brought some of his later sales negotiation skills to the table.

You must know that the research on sales skills in this era is basically still in an embryonic state, so professional salespeople from famous universities like Sophia have not been exposed to such advanced sales theoretical knowledge.

Sophia was surprised, "Mr. Philip, I think you have even more knowledge of sales techniques than my mentor, and I think you would be more than enough to be a professor at any university." Well, what if we defuse the obstacles in the negotiations, and the Mallonians insist on their prices? ”

Philip nodded and said, "This is to use the opportunity transaction method to facilitate the transaction." When we are in a dilemma between the sending of the transaction signal and the receipt of the other party's closing signal, our negotiators should first praise the other party's shrewdness and ability, and then clarify what costs are made up of the offer given, which is actually looking for a compromise step for the other party. It can be said that if we successfully grasp the appropriate timing of the transaction and adopt the interest promotion strategy in the transaction promotion, we can force the other party to reach a deal with some helplessness, and the result is that we will strive for more benefits for our own side. It is often the case in sales negotiations that a negotiation goes on for a long time and little progress, but for some special reason, many difficult issues are resolved quickly at once. This is mainly due to the fact that the sales negotiator sends a signal that the negotiation is over, and the party that sends this signal is mainly trying to show its own attitude towards the progress of the negotiation, pushing the other party not to be short-sighted and dwelling on a few issues, and to try to get the other party to act and reach a compromise. Therefore, negotiation closing is to a large extent an art of mastering the heat, and it is an art that needs to be mastered by sales negotiators. ”

Sophia said seriously: "Mr. Philip, I really benefited a lot from you tonight. Finally, can you tell me a case study on the negotiation side? ”

Philip smiled helplessly: "Okay! Since Miss Sophia is very interested in this, let me tell you a simple one, which is two stories that use humor to defuse tensions. When former U.S. President McKinley visited Canada, the market for talks between the two sides was disrupted by anti-American protests outside the house. Canadian Prime Minister Justin Trudeau was embarrassed and uneasy. At this time, McKinley humorously said that this happens from time to time in the United States, and I think these people must have come to your country from the United States on purpose, and they want to make me feel at home. A few words made everyone present feel at ease. Humor has been very effective in easing the impasse between the two sides of the negotiations. In the early days of Kapoor's tenure as head of AT&T, there was a board meeting in which there were many criticisms and rebukes of his leadership style, and the atmosphere was tense and people seemed unable to control their agitation. The female director asked how much money the company had spent on benefits in the past year. He thinks it should be done more. When she heard that it was only a few million dollars, she said, I'm going to faint. Kapoor wittily replied, "I think that's good." There was a rare burst of laughter in the room, and the atmosphere eased. ”

Sophia stared at her big beautiful eyes and asked curiously, "Mr. Philip, where did you hear these two stories?" It's really interesting. I think tomorrow the Romanians will definitely create a tense atmosphere for negotiations, and with you I am sure that these little moves will be defused by them. ”

Philip laughed and said, "I don't think so. With a big beauty like Miss Sophia, those Romanian officials must have put all their attention on you, how can you have the heart to engage in these small actions, I believe that I can easily take it down when I negotiate tomorrow. Mr. Messerschmidt and I will be celebrating Miss Sophia, hahaha! ”

Sophia stood up playfully, stomped her foot, and said, "Mr. Philip, you know how to make fun of people. I won't tell you, I'm going to go back to my room early to rest, and then recharge my batteries, and at tomorrow's negotiation table, I'm going to let everyone see a different Sophia. Bye! ”

With that, Sophia shook her long blond hair and twisted her waist to leave Philip's room, and when the door was slammed shut by Sophia, Philip came to his senses. The Yiren are gone, leaving only a gust of incense. Philip also secretly wondered, what is wrong with him, as soon as he sees a beautiful woman, he will be distracted, it seems that this beauty trick can really play a role in business negotiations, presumably Romanians will be like himself, thinking of the Romanian negotiator's gaffe at the negotiation table, Philip couldn't help but show a meaningful smile.