What negotiation skills did Chinese partners use in the last paragraph?

Recently, I watched the movie "Chinese Partner", and what impressed me most was that the last three protagonists went to the United States to negotiate. Great, it was a success! At the same time, I also have some thoughts, and analyze the principles of successful negotiation by combining the views in the book "Negotiation Power" I just finished reading.

1, creating a good negotiation atmosphere.

Wang Yang: A gift for you, Mr. Bono.

Bono: Back from Chinatown?

Wang Yang: China moon cake, Mid-Autumn Festival is next week. Besides, if there is a fight in the future, I can throw it to you.

Bono: Haha.

Wang Yang: I just like your sense of humor.

In business negotiations, it is very important to get the support or fair treatment of the third party. Whether at home or away, we should create an atmosphere conducive to our own negotiations and minimize differences outside the content of the negotiations, so as to help achieve the ultimate goal. Wang Yang gave the referee a friendly gift before the negotiation, which not only conforms to American custom but also does not violate the rules. The most important thing is to create a good away atmosphere for their own negotiations.

The bid for the Olympic Games is objective and the arguments are completely convincing.

Cheng: Mr. Bowen, we formally apologize, admit that we have infringed the copyright of the goods, and are ready to settle.

Wang: But not fifteen million. Cheng: You can take whatever terms you want, and you can copy any of them for us.

Woman: Article 11.

Cheng: 1998 AmendmentNo. 10 1 to the WTO Copyright, Performances and Phonograms Treaty added "Geneva XXX", please choose another one. Cheng: WTO xxx

Cheng: This is because I memorized the whole text on the plane coming here. This is a skill I mastered when I was 18 years old. In that year, I memorized the whole Xinhua dictionary for your reference. I just think this is a mediocre qualification. China students are very good at exams. You can't imagine what they are willing to experience in order to succeed. You don't know China culture.

..... Cheng shows a series of amazing memory abilities, including some regulations of WTO and World Copyright Organization.

Negotiation is not a quarrel, it is not to let the other side admit their views, and the negotiation for this purpose will inevitably not have an ideal result. This requires objective evaluation, objective proof, active commitment and active struggle in the negotiation process. If the supporting arguments can convince the other party and the third party at the first time, the effect will be better. Cheng took the initiative to have a wonderful dialogue with the other host, which not only reflected his sense of responsibility, but also persuaded the other party with his own actions. It laid the foundation for the success of the subsequent negotiations.

3. the negotiation is centered on the matter, that is, it has nothing to do with people.

Meng Xiaojun: Mr Bono, regardless of the outcome of the lawsuit, this will be the beginning of our formal cooperation. We hope EES will realize copyright standardization in China market. We don't like being called a thief by you. Today we just want to tell you one thing. China is changing, but you haven't.

Bono: Mr Meng, I remind you that Yao Ming is playing in the NBA.

Meng Xiaojun: That's because the NBA needs the China market. China is the largest English education market in the world. Today, China students no longer come to settle in the United States. They want to go back to China, but you are still concerned about whether they are cheating.

At the beginning of the negotiation, when the negotiation was deadlocked, the head of EES and the intermediate referee used "shameless thieves" to refer to the new students and leaders, which was discriminatory to some extent. In the negotiation, no matter whether the other party is out of control or has made a strategy, it is likely to say something angry, which is the most noteworthy time. Negotiation is not an open war, nor is it an endless quarrel. Respect for the opponent is a very important negotiation skill. It is necessary to show that you have come with sincerity to solve problems, but you can't vent your anger and belittle each other. To respect your opponent is to respect yourself.

4. Keep a correct attitude, and the negotiating team should keep pace and unify their caliber.

What we want to show here is the internal problems of our own negotiating team. In the movie, three young people finally came together to fight side by side because of their own difficulties. The previous differences were eliminated by sharing experience, and thoughts and actions were unified, which should be the most basic factor for the final success of the negotiations. By the same token, when we negotiate on behalf of our customers, we must unify our words internally, and cooperation cannot be problematic. Only one person can express the final opinion. Otherwise, the convenience will be lost before the other party can speak. Another important cognition is the importance of teammates. The three protagonists in the film have their own strengths, and they are all outstanding talents in one hundred. They performed their duties and brought their strengths into full play in the whole negotiation. We should also learn these things in the negotiation. When negotiating on behalf of customers, we should consider people who are proficient in law and those who are good at communication and expression.

Copy, but I believe it will be useful to you.