Life case of business negotiation

Life Case of Business Negotiation 1

A mother gave an orange to her two sons. The two sons discussed how to divide the orange. The two men argued and finally decided on the plan: the eldest son was responsible for cutting oranges, while the younger son chose oranges. The two children each got half of the oranges according to the established plan. The eldest son peeled off half of the oranges and threw them into the trash can, and then put the pulp on the blender to make juice. The youngest son dug up the pulp and threw it into the trash can, leaving the orange peel to be ground and mixed with flour to bake the cake.

From the above story, we can see that although the two children each got half of the "fairness", they didn't make the best use of what they got. This is the result of not communicating well in advance and not achieving "* * *".

suppose that two people come from fully communicating their own needs, and there may be multiple situations and schemes. One of them is to separate the skin from the pulp, one to drink the juice and the other to bake the cake.

suppose that one of the children wants to drink juice and eat cake. At this time, the importance of how to create value is highlighted. This child can propose to talk about the problem together and say to another child, "If you give me all the oranges, you don't have to pay back the chocolate you owe me." His teeth have long been eaten by insects, and his parents stopped him from eating chocolate a few days ago. Another child thought about it and agreed. His parents just gave him five yuan, and they are going to buy chocolate, so they don't have to return it, and they can go to play. Life case of business negotiation 2

When a famous Japanese automobile company just landed in the United States, it was in urgent need of finding an American agent to sell its products to make up for their lack of understanding of the American market. When the Japanese car company was preparing to negotiate with an American company on this issue, the Japanese company's negotiators were late for the traffic jam. Representatives of American companies cling to this matter and want to use it as a means to obtain more preferential conditions. The representative of the Japanese company found no way back, so he stood up and said, "We are very sorry to have delayed your time, but this is by no means our intention. We don't know enough about the traffic situation in the United States, which has led to this unpleasant result. I hope we won't delay precious time for this irrelevant issue. If we doubt our sincerity in cooperation because of this incident, then we have to end this negotiation. I don't think we can't find a partner in the United States under the preferential agency conditions we proposed. "

The Japanese representative's words made the American agent speechless, and the Americans didn't want to lose this opportunity to make money, so the negotiations went on smoothly.

Case study: Offensive opening strategy refers to expressing one's tough stance through language or behavior, so as to gain the necessary respect from the other side and create psychological advantages, so as to make the negotiation go on smoothly. We must be cautious in adopting the offensive opening strategy, because trying to show our strength at the opening stage of the negotiations will make the opening of the negotiations in a tense atmosphere, which is extremely unfavorable for the further development of the negotiations.

The offensive opening strategy is usually only used in this situation: it is found that the negotiating opponent is deliberately creating a low-key atmosphere, which is very unfavorable to his own bargaining. If this atmosphere is not reversed, it will harm his own vital interests.

In this case, the Japanese negotiators adopted an offensive opening strategy, which prevented the US from trying to create a low-key atmosphere.

the offensive opening strategy can reverse the low-key atmosphere that is not conducive to one's own side and make it move towards a natural atmosphere or a high-key atmosphere. However, the offensive opening strategy may also make the negotiations deadlocked from the beginning. Life case of business negotiation 3

A Christian asked the priest, "May I smoke while praying?" His request was severely reprimanded by the priest. Another believer went to ask the priest, "Can I pray while smoking?" The latter believer's request was granted and he smoked leisurely. The purpose and content of these two Christians' questions are exactly the same, but the negotiation language is different, but the results are opposite. From this point of view, good expression skills can win the expected negotiation effect.

Good use of negotiation language skills in marketing negotiation can bring about high growth in turnover. Coffee and milk are sold in the lounge of a shopping mall. At first, the waiter always asked the customer, "Would you like coffee, sir?" Or: "Would you like some milk, sir?" Its sales are average. Later, the boss asked the waiter to ask another question, "coffee or milk, sir?" As a result, its sales increased greatly. The reason is that the first question is easy to get a negative answer, and the latter is a selective one. In most cases, customers will choose one.

if you want to hold a position in a company, you want an annual salary of 2, yuan, and the boss can only give you 15, yuan at most. If the boss says "take it or leave it", it means an attack, and you may turn your head and leave. Instead of saying that, the boss told you, "Your salary is very reasonable. Anyway, at this level, I can only pay you 1 thousand yuan to 15 thousand yuan. How much do you want? " Obviously, you will say "15, yuan", and the boss seems to disagree: "How about 13, yuan?" You continue to insist on 15 thousand yuan. As a result, the boss surrendered. On the surface, you seem to have the upper hand and be complacent. In fact, the boss used selective questioning skills, but you gave up the opportunity to win an annual salary of 2, yuan.

there is a joke. Once, a woman dressed as a lady took a dog on a bus. She asked the conductor, "Can I buy a ticket for the dog and let it sit like a man?" The conductor said, "Yes, but it must also put its feet on the ground like a human." The conductor did not deny the answer, but put forward an additional condition: like people, put their feet on the ground, but restrict each other, thus subduing each other.

It is not difficult to learn to negotiate. As long as you study hard and master the relevant negotiation skills and strategies, you will certainly become a master negotiator. Life case of business negotiation 4

In 2xx, two American customers came to Zhongshan Ou Man Technology Lighting Co., Ltd. to visit the factory and exhibition hall. Because these two American customers are big customers, the deputy general manager, the manager of the foreign trade department, the supervisor and a salesman, four people, all came out to meet them in person. When the two American customers first came to the company, it was lunch time, so the Chinese deputy general manager politely asked, "It's lunch time. Would you like to have lunch?" Before that, both sides had learned about the cultures of different countries. China knew that the US was more direct, so it directly asked if it would like to have lunch first. The American answer said, "Not very hungry, whatever." In fact, American customers are already very hungry, just knowing the indirect expression of China people, so they euphemistically say "whatever". Finally, American customers visited the factory with an hungry stomach and enthusiastic Chinese personnel. Because the previous answer puzzled the American side, they finally ate a meal and were embarrassed to say it again, so they felt it was better to say it directly. When visiting the factory, one of the American customers saw a poster with the wrong English letters, and pointed to the poster on the spot and said, "Hey, look, the English of that poster is wrong." At that time, the deputy general manager was accompanied by several workshop workers. At that time, the general manager felt very dissatisfied and felt that the American customers would not give him face or step down. At that time, a salesman said, "I wanted to change it, but I was in a hurry, so I came to receive you first." After visiting the exhibition hall, it's time for price negotiation. American customers directly ask how much discount China can give if they place a certain order. The Chinese side seized the direct expression and impatience of the American side, and the manager of the foreign trade department deliberately and indirectly mentioned a bunch of factors affecting the price, without giving the final price directly. The negotiation lasted for about half an hour, and finally an American customer was anxious and said, "If you don't give the lowest price, we will go to other manufacturers." After consultation, the Chinese side finally decided to go to a restaurant with American customers first. During the meal, the two American customers were offered many glasses of wine. Although the American customers asked about the lowest product price during the meal, the Chinese side did not answer, but kept toasting and eating with the American side. I didn't go back until both sides were very drunk. The next morning, American customers woke up and received an email from the assistant to the Chinese deputy general manager. China finally promised to give the US the lowest ex-factory price. Although the United States is puzzled, it is still very happy to return to China.

From the above-mentioned collision cases of Sino-US business negotiations, we can clearly see that there are many problems in the negotiation process due to the different ways of thinking between China and the United States. When we first arrived at OML Company, because both sides knew about their respective cultures in advance, American customers wanted to answer the question of having lunch by means of indirect expression from China. Originally, they thought that China would invite them to lunch, but later, China thought that the direct expression from the US indicated their meaning, so they didn't invite them to lunch. Seeing the poster with the wrong letters in English, American customers directly pointed out the mistakes in English letters, without taking into account the face problem of the deputy general manager, which made the scene awkward. When it comes to the negotiation stage, Chinese negotiators grasp the direct expression and impatience of American customers, know that American customers will not cooperate with them, and in order to lose their face, so they finally invite American customers to dinner and complete the final negotiation through traditional negotiation at dinner. From this example, we can see that in business negotiations, the advantages of direct expression are that the language is direct, right and wrong are clear, people can understand it directly, and people feel confident. On the one hand, it can save time, and on the other hand, it can improve work efficiency. However, it also has its disadvantages: direct expression will be aggressive and argumentative, which will hurt others' self-esteem, because the other party will think that Americans will lose face on themselves, which will often lead to difficulties in negotiations and sometimes lead to bankruptcy in negotiations. The benefits of China people's' indirect expression

are: euphemistic, indirect expression will make people feel that the other person is thinking of himself, and it is not easy to hurt the other person's self-esteem, and it will leave room for sensitive topics. Sometimes even when the negotiation is in trouble, both sides will have a step down. However, indirect expression also has its disadvantages: it is easy for foreigners to get used to it, because foreigners often can't really understand the attitude of China people. Sometimes it's just because it's so euphemistic that others don't know what the speaker really thinks and wants to express. This is not good for business negotiation, which often makes the negotiation process difficult and even leads to a deadlock. Life case of business negotiation 5

Jiangsu Yizheng project is the largest chemical fiber project in the world, which has introduced the most advanced technology and equipment in the world and cooperated with many companies. However, during the cooperation with the former West Germany Gemma Company, it was found that there were problems with the disc reactor imported from the other side, which caused us great economic losses, which triggered our claim negotiation with Germany. China put forward a claim for compensation of 11 million German marks, while Germany only recognized 3 million German marks. Due to the gap between the two sides' demands, the negotiations ran aground after several rounds. Ren Chuanjun, the chief representative of the Chinese side and general manager of Yizheng Chemical Fiber Company, considered it over and over again and decided to treat each other sincerely. He proposed to accompany Rijan Ned, the general manager of German company, to visit Yangzhou.

In front of Jian Zhen, a monk in daming temple, Ren Chuanjun sincerely said, "What is commemorated here is a monk who was blind for his faith and finally reached his ideal state." "Don't you often wonder that it is easier for Japanese to invest in China? That's because the Japanese understand China people's feelings and friendship. You and I are old friends who have been dealing with each other for many years. Apart from each other's economic interests, is there no personal affection? " Rijan Ned was deeply shocked.

The two sides returned to Yizheng directly from Yangzhou, and the negotiations continued. President Ren came straight to the point and said, "Since the problem lies with your company, it is unnecessary to spend too much time on the claim. Anyway, I have to pay compensation." Li Yang Ned shrugged his shoulders. "I won the bid in your company, and it was only over US$ 1 billion. I can't pay too much, so I can't make a loss." President Ren followed closely: "According to the news I got, it is precisely because your company won the bid in the world's largest chemical fiber base that it was able to win the bid for 15 consecutive times in the world. How to calculate this account?" The other party was speechless.

Later, Ren Chuanjun said bluntly, "We are old friends. Let's get this straight. How much can you pay?" We value friendship, and we can't let you be knocked out of your job by the chairman. But you also have to think about it for me. China is a poor country, and I have to explain to the more than 1, builders here. " China's attitude of seeking truth from facts finally influenced Germany, and finally reached a negotiation agreement with Germany's compensation of 8 million Deutsche marks.