Speech skills: information strategy in business negotiation

Information strategy in business negotiation. Business is like a battlefield. Know yourself and yourself. In cooperation negotiations, cooperation can only be smooth if we know each other and know us clearly.

One sentence makes people laugh.

Chris Hotel is located in Somerville, an industrial city on the outskirts of Boston, USA. The hotel has a large use area, but the geographical location is not ideal, so the business is not ideal.

One day, a gentleman named Malik came to see Mrs. Peters, the hotel manager.

Malik said that his company (a building development contracting company) is willing to buy this hotel. Malik left a business card for Mrs. Peters and told her that he would continue to talk about it in the future if it was possible to reach a deal.

If the price is right, the board decided to sell the hotel. So the board sent Smith to deal with this matter. Smith made an in-depth investigation of Malik's previous business dealings. After confirming that Malik was a reputable and legitimate businessman, he called Malik and asked him out for an informal negotiation.

According to the results of the first meeting, Smith thought Malik's company wanted to buy a hotel, perhaps to build an apartment here. Malik wants to discuss the price immediately, but Smith said that he needs the approval of the board of directors before he can start substantive negotiations. In fact, the Smithsonian needs time to make some preparations for the negotiations.

In the following time, Smith did several things. First, he and the board of directors set a floor price of $220,000. If it is lower than this price, it will not be sold.

Next, Smith investigated the market value of the hotel. He learned that if it is sold publicly in the market, it can be sold for about125,000 US dollars.

As for Malik, it is difficult for Smith to judge his bottom price, that is, the highest price Malik is willing to pay. Smith consulted some real estate experts and two contractors in Boston. They pointed out that the price depends largely on the intentions of these developers, how high they are allowed to build on this foundation, and whether they want to buy other foundations. Smith found that the answer to the latter question was yes. Things are much more complicated than previously thought. After several days of investigation, Smith concluded that Malik's reserve price was between $275,000 and $355,000. Smith set a negotiation goal: to close the transaction at a price of not less than 300,000 dollars.

After these preparations for collecting information, Smith determined the negotiation strategy that should be adopted next. Smith decided to let Malik bid first. When Malik bids, Smith will respond quickly and immediately make a counter-offer, such as $750,000. The purpose of this is not to give Malik time to carefully consider his offer, but to make the other party feel that his offer is too low psychologically.

Negotiations have begun. Smith sat confidently opposite Malik. The two sides exchanged a few humorous jokes and a few pleasantries. Then Malik said, please tell me what is the minimum condition you can accept. So let me see what else I can do.

Smith didn't answer directly, but asked, why don't you tell us the highest price you are willing to pay, so that we can see if we can reduce the price a little.

Malik was amused by this answer. He finally quoted his opening price of $65,438 +0.25 million. First, he told many examples of Somerville real estate sales.

Smith immediately replied that the Clay Hotel could sell higher than this. Besides, they don't want to move at all. Only when they can move to a quieter place can they consider moving. Finally, it is pointed out that only the price of $600,000 can offset this troublesome relocation. Malik strongly disagreed. Both sides made a small concession and finally decided to adjourn.

Two days later, Malik told Smith that he could raise the price to $250,000. This price has exceeded Smith's new floor price, but he said calmly that he believes he can persuade the board of directors to reduce the price to $475,000.

They agreed to meet again in two days, hoping that both sides would win that day.

In the next two days, both sides made some concessions. Malik gradually raised the offer to $290,000, and finally stopped at the confirmed offer of $365,438+$00,000. Smith dropped from $475,000 to $425,000 and then to $400,000. Then when Malik stopped at $365,438+00,000, he easily dropped to $350,000.

Chris Hotel is satisfied with the bid of $300,000. At the same time, Smith learned that Malik is still trading with other hotels, and once one of them closes, Malik will soon decide not to buy Chris Hotel.

In order to make a decision as soon as possible, Smith took the initiative to call Malik the next day and told him that after hard persuasion, the hotel board finally agreed to accept the offer of $300,000.

Malik replied that he was glad that the board of directors wisely accepted his generous offer of $300,000.

In this way, Chris Hotel completely meets its own needs through tortuous roads.

The secret of Smith's success in the new round of negotiations is that he has made full and concrete preparations for achieving the objectives of the negotiations. We not only know our own needs, but also know the position that the other party may take, and truly know ourselves and ourselves.

As can be seen from the above example, it is very important to collect information during the negotiation process. Only by knowing the possible positions of the negotiators before the negotiation can we take correct countermeasures. Moreover, collecting information is an endless process. As long as the negotiations are going on, you need to collect information constantly to make full preparations for the next round of negotiations. Smith made full preparations, collected information and guessed the position of the negotiating opponent, which laid a good foundation for the successful conclusion of this negotiation.

Jump in one word.

Chinese-American entrepreneur Wang Tao has billions of dollars in assets. He wanted to invest and build a factory in China, so he flew to a city in the south of China to find a partner. After investigation, Wang Tao chose a medium-sized private enterprise as the key investment target. One of the reasons for choosing it is that the general manager of the enterprise is smart and has a good grasp of the market. When preparing to sign the contract, Wang Tao heard the general manager proudly say: The enterprise has more than 1500 employees, and achieved a profit of 5 million last year, which is very impressive. Please rest assured.

Hearing this, Wang Tao secretly calculated that 5 million RMB would be converted into 700,000 US dollars. /kloc-An enterprise with more than 0/500 employees, earning so little money a year, is still showing off here. Wang Tao is sweating for himself: this is far from his expected goal in the future. Fortunately, the other party leaked the clue and found it in time. If I do sign the contract, the goal I set will not be realized until which year and which month. Wang Tao decided to terminate the cooperation negotiation immediately and find a new partner.

If the general manager doesn't say the last word, the negotiation may end in another way. It is also an expedient measure for enterprises to make persistent efforts in their future work and try to narrow the gap with Wang Tao's expectations to a minimum. I don't know the other side, and I don't know what the other side thinks of what I am proud of, so that I gild the lily, exposed my weakness and led to the failure of the negotiation. The lesson is not profound.

guide to action

Negotiation is an activity of communication between the two sides, and it is very important to master information. One side should not only understand the purpose, intention and plan of the other side, but also grasp the emerging new situations and problems. Therefore, both sides of the negotiation should pay great attention to collecting and sorting out each other's situation and try to understand and master more information.

When conducting business negotiations, both small enterprises and large enterprises are related to their vital interests. Both sides of the negotiation are willing to take the minimum risk and get the maximum benefit. Every word said by one side will attract the attention of the other side, so both sides will think carefully before speaking.

In short, what kind of reaction the other party will have, whether it will play a positive role or have a negative impact, when to say it and when not to say it, both sides of the negotiation should know in detail in order to achieve the correct result. We should not only know ourselves clearly, but also fully understand each other's details. Don't ramble, gild the lily, self-defeating.

A more conservative approach is to listen more and talk less, and try to get the other person to talk. Doing so not only helps to understand each other's information, but also avoids the disadvantages of talking too much.

As Victor King, the American negotiator, said in his book "The Bold Bet": You should talk less. I am sure that if you talk less and the other party talks more, then you will be more successful in the negotiation.

So, how can we listen more and talk less in the negotiation? The following are some suggestions provided by experts: (1) Try to get the other side to speak actively, and make clear the other party's negotiation requirements and purpose on the premise that the other party can't understand your intention.

(2) Keep in mind the principle of simplicity. Briefly explain the main points of discussion, and try to compress your speech to the simplest degree, because you can't hear the other person when you are speaking. Unfortunately, many people ignore this point.

(3) Try to understand your opponent and try to see the problem from his perspective. This is one of the most important ways to improve listening skills.

(4) always pay attention to listening. It is not easy to stay focused at any time, especially when the negotiation meeting has dragged on for a long time. However, if you are always absent-minded, there are many important places that you may miss.

(5) Try to focus on the main idea of the other party's speech, and don't let individual words get stuck or distract attention.

(6) Taking notes is one of the means to help you concentrate. People's memory is limited. In order to make up for this deficiency, we should take notes while listening to each other.

(7) Show an interested attitude. The best way to convince your opponent that you are listening is to ask appropriate questions and let him further clarify some of the arguments he is expounding.

(8) Observe each other. If he shows nervousness and anxiety, it is probably a sign that he is not sure about what he said.

(9) Listen differently. Usually people talk while thinking about where they are going. Sometimes it means a lot of things. On the surface, it is far from the point. Therefore, on the basis of listening attentively, the listener needs to identify the transmitted language information, discard the false and retain the true, and discard the rough and extract the essence. Only in this way can we know each other's meaning and find out each other's loopholes to convince each other. In addition, an important principle of listening is not to listen according to your own subjective framework, that is, to listen according to your own subjective framework, which often distorts the speaker's original intention. It is really unfavorable to ignore or reject opinions that are not in line with one's wishes.

Speaking skills: maintain the prestige of leadership in front of others.

Speaking skills: maintain the prestige of the leader in front of people 1.

People live face, trees live skin, especially as leaders. As a subordinate, you should always think about maintaining the prestige of the leader.

One sentence makes people laugh.

A company recruited a group of new employees, and the boss took time to meet them. He summoned new employees one by one according to the employee list.

Yellow leaf (China) The boss cried with a smile. The audience was silent and no one answered.

The boss watched it again.

At this moment, an employee stood up and said timidly to the boss, Yang Zong, my name is Huang Ye (Y), not Huang Ye.

There was a deep laugh in the crowd.

The boss's smiling face is gone, and his expression is somewhat unnatural.

At this moment, a young man suddenly stood up and explained, Please forgive me, Yang Zong. I'm a new typist, but I typed my name wrong.

Too careless, pay attention next time. The boss waved and went on reading.

Soon after, the typist was promoted to deputy manager of the production department.

The boss made a low-level mistake in public, which caused low laughter. At this time, the typist took the initiative to win over, which solved the boss's embarrassment, avoided the boss's low-level mistakes from becoming jokes after dinner, naturally won the boss's gratitude and trust, and the promotion was also reasonable.

Jump in one word.

Xu You was an adviser in the Three Kingdoms period, and he had a close relationship with Cao Cao since he was a child. In the battle of Guandu, after Xu You betrayed Yuan Shao and defected to Cao Cao, he suggested that Cao Cao sneak attack the Wu Dynasty, so that Cao Cao won a great victory. After Cao Cao captured Jizhou, there was also Xu You's contribution. Xu You is proud of himself, even a little carried away. He had known Cao Cao since he was a child, and often joked with him, even called him by his nickname, but he didn't know how to restrain himself in formal occasions.

At a party, Xu You said to Cao Cao, "Uncle, how could you be here without me?" !

Cao Cao laughed and said, You are absolutely right. Although Cao Cao said this, he was very unhappy and thought Xu You was too rude.

Later, Xu You led his followers out of the East Gate of Yecheng and proudly said to his followers: Without my Cao family, they can't go in and out of this gate.

When this word reached Cao Cao's ears, Cao Cao finally couldn't bear it, and soon found an excuse to kill Xu You.

As an old friend, it is ok to be informal once in a while, but in private. In front of everyone, leaders should consider their prestige and image. Calling leaders nicknames in public will only be considered disrespectful by leaders. Despise leaders, and naturally they will not be treated well by them. Therefore, Xu You's tragedy is inevitable.

guide to action

Even the most enlightened boss wants to be respected by his subordinates. The boss is always the boss. No matter how close your relationship with your boss is, it doesn't mean that you can have no respect and compliment to him. If you show disdain for your boss on some occasions, it will only arouse his anger and make him bear a grudge against you.

Subordinates must know that at all times, you should maintain respect for leaders. If you can maintain your boss's prestige and image everywhere, and think of your boss everywhere, your boss will definitely feel it and will eventually be moved by your loyalty. Even if you find your boss's mistakes at work, you can't point them out directly in public without mercy.

Under normal circumstances, we all hope that leaders can help their subordinates out, which is almost human nature In fact, for leaders and subordinates, job support is mutual and reciprocal. Leaders who are in the focus of work contradictions also expect their subordinates to help themselves at critical moments, but the psychological needs of leaders are easily exposed for various reasons. As a subordinate, being good at rescuing leaders and putting on a good show can not only gain more appreciation and trust from leaders, but also improve their working ability.

Everyone loves face, especially when they are leaders. Embarrassment in public is very frustrating, especially in front of subordinates. At this time, as a subordinate, it is necessary to stand up and help the leader to make a circle and ease the embarrassing atmosphere. The leader will also be grateful to such a subordinate. On the contrary, when the leader is embarrassed, the subordinates not only don't help the leader out, but just want to get out by themselves, so you won't spend too long working in front of the leader. Even if the boss is wrong about you because of confusion and anxiety at work, you have to blame yourself. Don't contradict the boss in front of everyone, let alone talk back and let him down. For subordinates, you should take responsibility for the time being. Once the boss finds out that he has wronged you, he will naturally compensate you for your humiliation. If the subordinates embarrass the leader because they are afraid of taking responsibility or winking, it is strange that the leader is not angry!

In addition, respecting the boss's opinions and conscientiously implementing the completed resolutions is also a form of maintaining the boss's prestige in front of people. When the boss comes to you to discuss the problem, you should put forward your own views without reservation. If the boss has a different opinion, you should respect the boss's opinion. If it is a resolution that has already been made, you can only keep your own opinions at this time and unswervingly implement the resolution.

Speaking skills: criticize the same thing tactfully.

Speaking skills: criticize the conversation between colleagues on the same issue.

1. Criticize the same thing tactfully

Bystanders see clearly, but the authorities are confused. It is necessary for colleagues to give some suggestions or criticisms to the authority in time, but pay attention to the way and occasion of speaking, otherwise it will be self-defeating and do bad things with good intentions.

One sentence makes people laugh.

Dong Qing is the manager's secretary. She is beautiful and smart, but her speech is too straightforward, which always makes people feel uncomfortable. On one occasion, Wei Xin corrected this shortcoming when chatting with her.

Miss Dong, the skirt you are wearing today is really beautiful. No wonder the boys in this building can't take their eyes off you.

Dong Qing smiled: How so exaggerated!

Who wants to marry a beautiful girl like you? It was a blessing in my last life.

In fact, I have many shortcomings, but you just don't see them.

Everyone has shortcomings, as long as they can be corrected. You are usually very enthusiastic about helping us print documents, and you are also very active in your work. I should learn from you. These are your advantages.

Well, I'm still very confident about it. Miss Dong answered with satisfaction.

When you talk to your friends, you are always direct. It doesn't matter that everyone knows you. However, neither the company's customers nor strangers know you. Therefore, when you associate with them, it would be better if your tone of voice can be euphemistic.

You're right. Sometimes I feel that talking to others is too straightforward and may make people feel uncomfortable. I'll pay attention to it later. Thank you for reminding me.

Wei Xin pointed out Dong Qing's shortcomings in a euphemistic tone, which was easily accepted by the other party and gained their gratitude.

Jump in one word.

On Xia Hong's first day at work, the company worked overtime, but to her surprise, when she got off work, the boss asked everyone to go to KTV to relax. Xia Hong and her colleagues are very satisfied with the boss's wisdom.

Into the room, Xia Hong chose a sofa near her and sat down. When the boss came in, he found that all the comfortable sofas were occupied, so he casually sat in the chair next to Xia Hong. Half an hour later, the boss left. To Xia Hong's surprise, the beaming atmosphere in the room followed the boss. The air became suffocating, and she knew it was not because the air in the room was not circulating.

A colleague was very excited to educate Xia Hong: How could you do this? The boss is sitting next to you, and you don't even know how to give up your seat? How ignorant!

Xia Hong has never been scolded like this, especially today is her first day at work, or in front of so many people. Tears of her grievance flowed out.

The original intention of this colleague who bravely stood up and taught Xia Hong to speak may be to use the topic, hoping to let Xia Hong know how to get along with others better through examples. However, due to his improper way of speaking, Xia Hong was not only embarrassed, but also undoubtedly ruined the festive atmosphere, adding a little gray to the future office.

guide to action

In our interpersonal communication, we will always find other people's mistakes or shortcomings. Bystanders see clearly, but the authorities are confused. This is a fact. In the interaction with colleagues, you may have some opinions about him, but even if your opinions are completely correct, you should take into account the specific situation and make comments or criticisms gently, so as to safeguard your relationship well. Especially when you meet colleagues with higher qualifications and older qualifications, you can't tell them your shortcomings directly, so as not to cause the other party's unhappiness. You can use gentle persuasion to let them know that you don't appreciate his behavior habits or attitudes.

Many people often make mistakes in the workplace, such as speaking too bluntly, using too blunt or fierce words, which will only have adverse effects, not only against the original intention of good faith persuasion, but also cause resentment of others and bring unnecessary trouble to themselves.

If you find yourself in a tense relationship with your colleagues, you should reflect on whether you speak appropriately. If the tension between colleagues is caused by not paying attention to the way of speaking, we should consider self-adjustment and overcome the problem of being too straightforward. Everyone loves face. If you like compliments, think about the other side. Don't just say it happily. Even well-intentioned criticism will hurt each other and may cause misunderstanding and disgust.

We must pay attention to the methods of criticizing others. It is safer to start with praise before pointing out the shortcomings of others, or praise after pointing out the shortcomings. This method makes people feel friendly, can ease the atmosphere and make critics less embarrassed.

Criticism also needs to pay attention to occasions. Try not to criticize in public, but point out the shortcomings of others in private, so as to save face for others, and others will easily accept your criticism or suggestions.

If you just want to give a suggestion to your colleagues, it would be better to turn criticism into encouragement. While thanking you, colleagues will also take the initiative to correct their own shortcomings.

For example, some colleagues are used to blaming others at work: Xiao Liu, what's wrong with you? I didn't do my work well, which affected our whole group.

Zhang Mei, you should take full responsibility for the mistakes in this work. Then don't pass the buck in front of the supervisor, put the blame on us!

If you often criticize your colleagues like this, your interpersonal relationship will be very tense. If we can change the way and turn criticism into encouragement, the effect will often be better. For example, you can say: Xiao Liu, you have worked hard. Although our group didn't achieve the expected goal this time, your performance was remarkable. Keep moving!

Zhang Mei, the mistakes in this work are not entirely your responsibility, but we should also bear part of the responsibility. Everyone should reflect on their work and don't make the same mistake again!

At work, even if you are dissatisfied with your colleagues, you should stay with them emotionally and never distance yourself from them. When you learn to turn colleagues' criticism into encouragement, your oral expression ability will be greatly improved, and your workplace interpersonal relationship will be more harmonious.

Talking skills of chasing girls

First, chasing girls' speaking skills.

1, chat, don't use direct question and answer. If so, sometimes it is difficult to continue chatting, and the atmosphere of chatting is also very dull.

2, chatting is not a person saying a word, you say a word, don't wait for her to say a word. Proactive.

3, say more compliments, girls like to listen to this.

If the other person is suddenly silent, he may not know what to say, or he is not interested in what he says. Don't ask questions, try to change the subject and break the embarrassment of the situation.

From the point of view of chatting, we should start with caring for each other.

6, chat about some trivial things in life. It's best to express it in a humorous way.

7. When talking about emotional problems, don't ask, especially ask. It can be said that time flies and it is very kind to chat with you ... she tells you a certain state and makes it up to you.

8. Chat and be good at using humor. If you can successfully control humor, it is easy to win the favor of the other party.

9. Chatting should be enough. Don't talk too long at a time. Feelings are cultivated slowly, mainly because the atmosphere of chatting is very harmonious.

10, chat, try to focus on topics that girls are interested in, but at the same time, you should take the initiative.

1 1, let yourself talk more. We should read more books, increase our knowledge and learn to use association. For example, when it comes to oranges, think about the difference between oranges and oranges, the origin, the advantages and disadvantages of eating oranges, why some oranges are sour, what role does yellow fruit have, and what about other fruits? ...

12, chatting, if you want the other person to like you, you must fully show your man side. Personality, responsibility, humor and consideration ...

14. When chatting to answer questions, you don't need to use the conventional answering method.

15, humor is very important, but it should be appropriate and don't use some cold humor.

16, chatting with girls is very simple, just like it.

17, chatting, try not to use words like um, oh. ...

18, every word you say, it's better to be longer, indicating that you are trying, not coping. ...

19, chat should learn to lead the topic, don't block the topic.

20, I don't know how to say it, I should know how to do it.

Second, chasing girls' topic skills

First choice: the other party's best problem can be on the road immediately. What is the other person's hobby or occupation? For example, if the other person likes watching cartoons, then animation is the topic. It is easy to arouse each other's voices and deepen their understanding of each other.

The second choice: elegant style, literature, philosophy, history, geography, art, prove that you and the other party are both people with certain literacy, and they are better.

The final choice: movies, TV, food, fashion, travel, sports, relaxation, pleasure, these are the legendary gossip problems, which are easy to expand. Can maintain a good atmosphere. There is really nothing to talk about, about "the sky", weather, climate and so on.

Third, matters needing attention in chasing girls

1, make a long story short and cut the crap;

2. Confirm the areas that the other party is good at;

3. Find a good entry point;

Finally. You should communicate with others more and expand your information and knowledge. Only in this way can there be a qualitative change in mutual communication!