The thing that the buyer will make us dumbfounded on the spot is actually in control of the eight powers, and now we will explain what these eight forces are:

1. The power of legitimacy.

This includes the title as well as the introduction above the text. Most people will be affected by the title. For example, knowing that you are facing a king will find it more difficult to negotiate and easier to negotiate with ordinary people. Therefore, we have to imply and make it clear that our biggest title is so that the other party is affected by this.

At the same time, we should not be afraid of seeing that the other person's title is big, sometimes it doesn't have much effect at all.

2. The power of reward.

The "salesperson" needs to be very good at explaining the benefits of the item, its function, and the benefits it brings to the other party. Keep telling the other person what he will get when he has these items. Let the other party feel that it is really an honor to do business with us.

Here you can use a repeating law of light and darkness: light, cooperate with me, what good will the other party do. Dark、Without cooperating with me, what harm will the other party have?,Keep repeating。

3. The power of punishment

In the same way, I usually say: I once had a customer who made such a decision, and the result was so bad. We should not only tell the other party what benefits cooperation can give him, but also tell the other party what are the disadvantages if they do not cooperate.

Come up with three pros of doing business with yourself and come up with three disadvantages of why you can't do business with your competitors.

4. The power of adhering to principles

We want to show that we are from the same and that we are not going to do something that we cannot do. A lot of people will be affected by other people who are strong in their beliefs, and people want to be led by people who are strong in their beliefs. We should express our firm belief in our stance and principles.

When we express the point of view: Our Dharma weapons have been at this price for decades because of our quality. Reputation, service can not be discounted. So there won't be such a situation today because of you, so there's really no way to go down again.

As long as it doesn't go against the interests of the customer, the customer will love it.

When we encounter someone with such beliefs, we should do the following: 1. Gather enough counseling to be able to adequately overturn his views. 2. Convince him to start changing.

5. The power of leadership

When we meet a buyer with charismatic leadership and make them like us, we have such an opportunity to close. Many "salespeople" will become friends with the buyer first and then negotiate. This will increase the likelihood of being accepted by the buyer, but this will not affect the direction of the negotiation, if we still can't provide a lot of preferential terms, and do not make the other party feel like winning, the buyer will feel that we are taking advantage of him.

6. The power of experts

Convince others that you are right and right. In any era, experts in the field have this power.

7. The power of the situation

The security check at the city gate is the best example of this, and when we go through guò security, we can't refute anything he asks us to do. You can only do so. Of course, our best course of action is to exit gracefully, rather than violently break the city. So, in the negotiations. It is also very important to create a situation like zào.

8. The power of consulting

When we have the side that we don't know, we are really afraid.

On the contrary, let the other person feel that we have counseling (information). But we can generate power without informing. For example. While we were negotiating, all of a sudden I was asked to go out and have a few words with me. And then when he comes back, he will be very curious about what we are communicating with, and if he doesn't know, he will feel pain and nervousness.

Points to note:

If you have the power of sticking to principles, leaders and experts, it will be very convincing. These powers may not be available to one person, but can be achieved through a team or a process. These eight forces are just an attitude that we have expressed, and this may not be the result of our negotiations. All of the above powers are subjective and not necessarily exist, but they are very effective.

And we've been talking about negotiation, but what are the personality types of negotiation? It can be roughly divided into the following four types:

Logical, need to count, need evidence, this type of person is the most difficult to decide.

Pragmatic, pay attention to the short time, change quickly, focus on the essence, and the time spent must be effective.

Amiable type, slow to make decisions, and does not like to be high-profile.

Extroverted, likes to care about other people, doesn't like to cancel, and makes quick decisions.

Negotiation styles can also be divided into four types:

The warrior type is to win, I want to defeat others, I want to get what I want. Weaknesses: They will target an issue and stick to it, and their result is that the other party loses.

Scouting, overly excited and ignoring certain issues, can't believe why, and a lot of people don't get keen on these things they find weird.

Friendly type, the point is that everyone should be happy.

Treat everyone fairly and step by step.

Knowing the personality types and negotiation styles of both parties, we can better grasp the direction and outcome of the negotiation, and the characteristics of a good negotiator

1. Able to withstand quite high ambiguity

There's a cartoon of a frogman wearing a full outfit and testing the water temperature with his feet. The implication is that this person does not dare to bear any uncertainty. For example, accountants, lawyers, and engineers generally follow the rules and standardize, and they must be very clear before they can be decided.

A good negotiator can experiment with a fairly high level of ambiguity and will feel very comfortable.

There are a lot of people, they go to a party, they need to know what time and place, how many people attend, what to play, what characteristics and so on, they just can't afford a high degree of ambiguity, they can't be good negotiators. That's how insecure a lot of people are. Need to know the most to make a decision. However, in fact, the sense of security is given to oneself. A person is afraid of losing love. Because he doesn't love himself in his heart, he doesn't feel that he will be loved and accepted. If he knows how to love, then his biggest trouble is that there are too many people who love him.

If we can go to an unfamiliar city alone and develop ourselves locally, we can exercise our self-confidence and comprehensive ability. Our self-confidence is directly proportional to our ability to tolerate ambiguity.

One of the pioneers on Earth, so-and-so, was a man who was very able to overcome ambiguity, daring to take risks even before the map had yet to appear

Wandering. It was because of this that he discovered the New World.

2. Have a clear order of priority

We need to understand our own and the other party's priorities so that we can come up with meaningful solutions. But many people don't even know their own limited order.

3. Be a good listener

People have two ears and one mouth, just to be able to make you hear more. Anyone who speaks has a purpose, and he must answer with all his heart. When we are in order, and then listen with all our might, we can hear the important conditions of the other party, and then we can cut in.

4. Always be able to build consensus on decisions

Create space to win or meet other requirements. If I can't convince our team to agree, I can't convince my opponents.

5. Avoid stereotypes

Don't think that the other party is a strict person, you must be very conservative, and don't position others.

6. Maintain elasticity

We can have a lot of rigidity in certain things. But there is still to be more flexibility on certain issues, to give the impression that we will always have room and that we can continue to negotiate.

7. Feel comfortable responding to soft or tough responses

Our views or ideas, whether they support our views or ridicule them. We all have to be generous and comfortable, and at the same time stay in danger.

8. Avoid decision-making minefields

1. A rich man's bid means that it is an agreement

The three major chambers of commerce bid to buy the industry, and that industry is not necessarily the first. Rich people may have other plans. Rich people's resources, finances. Not everyone has the ability, so his bid does not necessarily become an agreement between us and others on the same project.

2. If they advertise. That is, it sells well.

Maybe they have a lot of inventory, and strive to ship it as soon as possible.

3. The people in the promotion are sure that there is no problem

On the surface, it's good, but in reality the product isn't really good. The quality of the product is not directly proportional to the eloquence.

4. If the experts tell us that we can, they must be right. However, experts can also mislead and make mistakes.

The most important thing is that super negotiators, they don't care if anyone likes it or not, they focus on the problem. Just like playing ball, they don't focus on people, but more about the direction of the negotiation and face up to the problem. Is that like the previous guru said to be competitive negotiators? No, they're just trying to resolve disputes and dissent, because that's a certain definition of negotiation.

Negotiation has the same rules as a game, just like the universe, no matter how much we know now, but it must have its own set of laws, which is reasonable, and the key depends on whether we can master it.

One of the principles, which we have mentioned before, is that 80% of transactions are completed in the last fifth of the time. Under the pressure of time, there is considerable flexibility in the negotiations, and this is the best time to negotiate. If we make the conditions at the beginning, both sides will probably not accept them, and the negotiations may break down instantly, but if we can put them forward in the last 20 percent, the chances of success will be very high.

This is very appropriate to the work I have done before, because the real estate is a big deal, and the client will not make a decision lightly, because it may be their savings for several generations, how dare they decide casually?

Even so, the outcome of our negotiations is usually completed in the final slots, and things that were previously unnegotiable come together for renegotiation. (Want to know more exciting news about "Wrath of the Law God"?Open WeChat now, click on the "+" sign in the upper right, select Add Friends to add the official account, search for "Qidianzhongwenwang", follow the official account, and never miss every update again!) (To be continued......)