In our area, the areas where negotiation can play its best role are dealing with top talent, closing big accounts, and working with people. If you want to get what you want, you have to make it a habit to see yourself as a negotiator, whether it's a famous teacher or a hint.

In fact, as we said before, the master's point of view is the same, negotiation is everywhere. Everyone negotiates every day, and negotiation is not a way to be taken by heavy events, it is interspersed with all kinds of events, and there is a need for negotiation in any situation.

When we think of us as a negotiator, we gain the power of identification, and the role of the subconscious, which we will not talk about now, but let's increase our negotiation skills.

Benefits, this is something that everyone desires, in the negotiation, this is what both parties have to strive for, there are three ways to fight for benefits, the first is to increase the share, no matter what is sold, more buyers can be exchanged for greater profits, which is external. The second way is internally, where they can increase efficiency by conserving resources. And the third way is negotiation, which is the easiest way to pull the interests of others into your own pocket.

Negotiation is nothing more than a win-loss model and a win-win model, for the win-win model, this master has different views, let's look at this example, let's say Sabu and I both need a demon wolf, and the demon wolf only has one, so the two of us began to talk about it, for a win-win situation, we cut one person, one person picked, until later when we talked about why we need a demon wolf, we found out that I wanted wolf meat to cook noodles to eat, and Sabu needed wolf meat skin to sew domineering clothes.

This master believes that win-win does not exist in reality. Because one party wants the lowest price, and the other party wants the highest price. The so-called win-win situation is that I make you feel that you have won, but in fact, it is a good way to hear and say that I have won. His approach to negotiation is different from that of the master just now. Let's hear what the difference is.

Let's say Barbara is my and Robben's business client, and Robben and I make a deal with her on the same terms, but I'll make her think that she is losing, and Robben, who does it according to the strategy that this master says, will make Barbara believe that he has won the negotiation. He wouldn't let Barbara wake up the next day with the urge to kill him, but remembered how pleasant the negotiations were with him. It's not a one-shot deal in a win-loss pattern.

Now let's look at the second of the five points he advocates - more than you think.

The effectiveness of negotiations depends on exaggerated demands, so why make more? If we think about it carefully, we can think of several reasons, the first of which is that the negotiating space can be determined. The less we know about each other, the more we have to offer a higher price, and the more we have to make the ambiguity bigger. The greater the flexibility of this kind of negotiation, because the negotiation can only go down, not up, and at the same time, it can show a good willingness to negotiate.

And then there's the self-presupposition mistake, what if my buyer can pay a higher stack? Of course, you have to pay a good attitude when doing this. If you show an arrogant attitude at the beginning, it is likely that the other party will feel that there is no need to negotiate, and it will be over before it has even begun.

If the other person thinks this is too absurd, we can smile and say, "I will make appropriate adjustments according to your needs." Because I'm not sure what your real needs are yet. Based on the current difficulty of the labyrinth coins and the scarcity of first-level phantom beast cards, I decided to sell you three hundred labyrinth coins for a phantom beast card. ”

Then. The other person will think, "Oh my God, it's too expensive! The elasticity of the three hundred and eight hundred labyrinth coins is very large, so I'll take a look at it with him first. ”

The reason why many people dare not open high is that they are afraid of the ridicule and contempt of the other party. So, they will underestimate themselves.

And the reason for opening high is this: for optimistic people, this is common sense, just like the example above, what if the other party accepts the price of a first-level phantom beast card in the eight hundred labyrinth coins? Who knows that I don't have such good luck, there are so many local tyrants, maybe he will agree!

The next reason to open high is to enhance our own value, the quality of a thing often has a very important indicator, that is, the price, many people have this common sense, the more expensive the better, the cheaper the more rotten.

The most important point for us is to avoid the stalemate caused by the willfulness, just like the four empires at the beginning, what are the conditions for our demon moon? Kill! As long as it is a cultivator of the four empires, kill them all!

In other words, this is the [lowest price] of our demon moon, we let the other party have no steps down, and we ourselves have no room to make concessions. If I had been smarter and threatened, Gabby would have accepted our terms and sent someone to kill us.

Then again, if we don't dare to [open higher], then we may be deliberately creating a stalemate, which is not good for both sides.

Insisting on the reason for opening high is also the principle of this negotiation method, and only in this way can we create an atmosphere in which the other side wins. If we sell the lowest price at the beginning, the buyer will not feel like he has won. Rusty negotiators always bring out the best at the beginning, such as me.

One morning, I confidently said to our manager: "Today I am going to open a big order, the competition will be fierce today, if I don't say the low price, we will lose this opportunity." Don't worry, help me have a celebration tonight!"

The result is self-evident, he and his colleagues ushered in a depressed me.

Advantage negotiators, on the other hand, understand the value of opening high, and only in this way can the negotiator feel that they have won the referee. Especially when both sides are at a high level, the initial negotiation must be jaw-dropping, and it is best to achieve the effect of the Arabian Nights.

Because both sides are two extremes, they will not be affected by each other, and both sides have a way to find a mutually satisfactory outcome in the negotiation, so that both sides of the negotiation can hype up that they have won the negotiation.

Therefore, we must open high, especially if the other party is a face-loving person, we don't want him to lose to us everywhere, and the advantage negotiator will definitely open high. Now, let's review the reasons for opening high.

1. It is to increase the negotiation space, we can only go down, not up.

2. If you don't know it, the other party will agree.

3. It is to enhance the value of our goods to the buyer.

4. Avoid both sides being arrogant and creating unnecessary deadlock.

5. Create an atmosphere of victory for the other party.

Don't forget that this sounds simple, but it's an indispensable step in negotiations, and it's also a testament to the countless practical results that the more it wants, the more it gets. If the other party also opens high, the countermeasure is not to rush, remind the other party of the importance of fairness, and then use the skills of asking superiors and [black face, white face].

We can say something like, "Of course you have the right to lower the price, and I can also make a sky-high price in the same way, but this will not benefit either of us, so what is the highest price you can pay if you tell me?

This is what the previous master said that competitive negotiators are all at the expense of the innocent, and if the other party does not see through our tricks, then he will always be led by our nose, which is a step in the [cannibalization] that will be talked about later.

Let's get back to the topic, the second question, since opening high is an inevitable superior strategy, how high should we go?

This requires the use of a so-called "sandwich method". This means that my target price should be between the other party's bid and my starting price. Let's take a simple example: the buyer bids 60, my target price is 70, and according to the sandwich method, my starting price should be 80.

We can't always trade at the target price, but if we follow this principle and record the number of successes, the results will surprise us, regardless of the size of the event. For example, one weekend, Eve told me that I needed 20,000 gold coins to buy clothes, and I replied, I can't give you that much, even if I have money, I will buy 10,000 gold coins of clothes, and these are all earned by myself, I will give you 10,000 gold coins at most, not one more copper coin.

Eve will definitely say that 10,000 gold coins is not enough at all, it is a black iron level robe. At this time, we established a bargaining range, Eve asked for 20,000, I only gave 10,000, we can privately calculate how many times to deal with 10,000 gold coins, this will understand the role of the sandwich method.

The prerequisite for using this sandwich method is to let the other party bid first, which is also the focus of the negotiation, and losing this means an absolute disadvantage, just like he wants us to play his cards, and he does not necessarily play with us.

On the contrary, we have to induce the other party to say the conditions first, and at the same time as opening high, we can then use the sandwich method, but this method of use should be careful not to scare away the buyer because of the sky-high price, so that there is no chance of negotiation. Therefore, after we open high, we immediately want to imply that this sky-high price is elastic and negotiable, not static.

So how can we counter the sandwich method? The reason is very simple: as long as we don't put forward the conditions first, the other side can't use it.

If the sandwich method is used, then you need to lower the condition while sandwiching, for example, in the previous example, the buyer increased the price by 63, and I dropped it to 77, and in the sandwich, the buyer increased the price by 65, and I dropped it to 75, so that I can get closer and closer to the target price in my mind.

We've learned more than you want and how to sandwich them, now let's take a look at what principles they cover. (To be continued......)