What are the key negotiation strategies revealed by Song Liang's sumptuous dinner in Big Rivers 2?

In the 32nd episode of the hit TV series "Big Rivers 2", many friends enjoyed Song Yunhui's dinner to see Liang off, saying it was wonderful and enjoyable, and they wanted to watch it again. Today's article will take you back to the most critical negotiation point in this dinner. The cause of the dinner seems to be that Song Yunhui is going to see Liang off soon. In fact, Song Yunhui's Donghai factory and Liang's work collapsed.

Roda, regardless of the bottom line and principles, started from the ground and asked Donghai to invest an additional $5 million or 55% of its shares. Song Yunhui naturally can't agree. On the other hand, although Liang knew that the conditions proposed by the company could not be met, he didn't want Donghai to know that he had different opinions with his boss Jane. So she can only use some common negotiation means to force negotiations with Song Yunhui.

Of course, the negotiation results are not satisfactory, but Song Yunhui and Liang have made great efforts to this end, and it is impossible to watch them fail. More importantly, the two of them must think about how to end this failed negotiation. This is the purpose of Song Yunhui's organizing dinner.

0 1 Create competition and take the initiative. During the dinner, Song Yunhui invited not only Liang, but also Yu. Yu's identity, one is Song Yunhui's college classmate, and the other is a staff member of PD Chemical, which means that she and Liang are peers and competitors. Liang immediately realized this: "It seems that after leaving, Director Song will talk about a joint venture with PD." Director Song was also unambiguous, and then sprinkled salt: "We have never had more than one choice." Moreover, he also directly asked Liang to take over the negotiation materials for Lao Yu about joint ventures and foreign companies.

Song Yunhui directly used a competitive trick here, pushing Liang's army to a highland that needs to compete with a third party and wants to lead Liang's army. In the business field, a strategy similar to "introducing the third party" is often adopted to break the deadlock. In fact, it is to tell each other that since you are unwilling to compromise, it is not "you must" on our side. Stimulate each other. Faced with such a situation, the other party will be in trouble, either compromise or the negotiations will fall through. Therefore, Director Song won many advantages for him.

The core capital is mine. However, young but experienced Liang saw the core advantages of his company. One is that management decisions are more direct and decisive. On the contrary, PD Chemical is a listed company, and its decision-making is cautious and complicated. Second, Roda has reneged capital, and the best equipment that the East China Sea wants is only provided by Luodanone. No other company in the market can provide such a high level of technology.

In fact, this also tells me that to gain an advantage and win the negotiation, the most fundamental thing is core competitiveness. There is competitive negotiation capital of "no one has me, no one has me", and I am not afraid that others will not bow their heads. If you can make the other party afraid to choose other products, or choose other products with unbearable risks, then you can tie the other party firmly to a great extent. (of course, the premise is well-founded, and you can't be blind and confident. )

03 moral pressure, fidgeting, Director Song is a smooth operator. Before that, he also criticized Liang morally: "This is the robber logic you learned abroad, because you are strong and you can do whatever you want ... What is the difference between this and the colonists 200 years ago?" Of course, he also put forward a point: "Joint venture is beneficial to both sides, not who prays for whom, and no one can always give in."

People who walk in society are bound by both law and moral standards. By raising moral standards and exerting moral pressure, we can attack the arrogance of one negotiating opponent after another, let the other side bear a heavy moral burden and unload the psychological defense line, thus forcing the other side to make concessions. People with low psychological quality, or people who can't adhere to principles, are often condemned at this time and have no choice but to compromise.

Of course, all the skills can only be icing on the cake, and the key to the success of the negotiation lies in whether it can meet the core demands of both sides. From the East China Sea, Roda is willing to provide these technical equipment training needs as long as the conditions are met. As for Roda, all the previous conditions are acceptable, and the last thing is $5 million. But this is not a small sum, and the East China Sea cannot provide corresponding funds. It is even more impossible to convert the capital into shares for Roda and let Roda hold 55%.

Song Yunhui thought that since shares can be discounted, there must be a way to make cash flexible. Besides cash, equipment and factory buildings, what else can be regarded as assets? Liang thought of the example of Panama Canal use right 19 13. Roads, bridges and rivers are valuable assets for many American companies. At this point, the deadlock in the negotiations can find a breakthrough. The next step, what Director Song has to do is to strive for investment in roads, bridges and rivers from his superiors and continue to cooperate and negotiate.

Therefore, in the negotiations, the most important things are two points:

What is the other party's core appeal? What do you want in exchange for satisfying the other party's core appeal? Can you exchange what you want to meet each other's core demands and get the benefits you want for yourself? In fact, all negotiations are ultimately aimed at reaching a deal, not embarrassing each other. When you can understand the above two points and work hard around these two goals, you will not be far from success.