Negotiation Psychology

"Everything can be negotiated". This is the famous negotiator, kempin kad, of England.

"Everything is negotiable and not paid back." that's what I said.

In recent years, I have been consulting service provider account management, and I have accumulated some experience in the collection of accounts.

I prefer to negotiate with each other in respect of litigation.

"It is impossible for the soldiers to flee, then to cut down, and then to cut down the troops."

Commercial collection is a strategy for the soldiers who are willing to fight without fighting.

Of course, fighting without fighting is a battle without fighting.

Although there is no smoke and no sword in court, what is hidden behind it is a more brutal, more subtle and more exciting psychological battle.

At this point, the two sides fought for wisdom, strategy and psychological strength.

The relationship between the collector and the arrears is also tense and subtle in the process of charging.

For both sides, the negotiation is based on the hope of solving the problem in a cost minimization way.

But when the two sides share the same interests, the same interests are the prerequisite for sitting down and negotiating, and there is a direct conflict.

This article does not intend to analyze various charging cases in detail, to explore the strategies of collecting arrears for different arrears, but to make a tentative analysis of the embodiment and application of the basic principles of negotiation in the process of charging accounts, with a view to highlighting the psychological quality that the payers need.

When I examine the payee, I will definitely have a question: if you have been negotiating for a period of time, the debtor agrees to pay the full amount within one month, which is in line with the requirements of the client (creditors) and your expectations.

A agrees, and emphasizes that the other party must comply with its commitments.

B agrees, and asks the other party to issue a written payment undertaking.

C, indicating that it is necessary to negotiate with clients to determine if they can accept it.

D, he said he could not agree, and demanded payment within one week.

In most cases, I can't get a satisfactory answer, but if I meet with a satisfactory answer, I will be very happy. I know he is a talented negotiator.

This problem actually embodies the first basic principle of negotiation: refusal.

There are two basic principles for negotiation: first, refusal; two, persistence.

Let's look at the refusal first.

First, reject the first plan - good is not always the case.

If the above topic is changed, it will be easier to understand.

For example, if you want to deal with a used motorcycle, the psychological base price is 2800 yuan, but when you post the advertisement, someone will bid for RMB 3000 yuan. Will you readily agree or bargain?

Of course, it is bargaining, because if you agree with it willingly, it will bring the danger of the other side's regret on the one hand, and it will not be a pleasant paction even if the deal is successfully done at that time.

Because not long after, he began to fall into the state of worry and loss: could it be cheaper?

The price is so low, will there be any problem?

I even thought: am I fooled by that person?

What will happen to you?

Of course, you will be excited by the smooth turnover.

But for a long time, you will think: am I selling too cheap? Maybe the price will be higher.

You will regret not having opened up a higher price, and the other side will regret that you could have made less money.

The reason is the same in the process of charging accounts.

After a period of frequent and hard work, the other party finally sped out a repayment time from the helpless mouth. Maybe the repayment period is within your expectations, or even exceeded your expectations, but what you have to do is still refuse.

Otherwise, he will not pay money during the promised period, or even forget the promises he has promised.

Of course, refusing to pay attention to certain skills needs to give some reasons for convincing the other side.

For example, the company has difficulty in running the business, the fund is in urgent need of recovery, the board of directors has studied and decided and so on.

The premise of rejection is the promise of the other party. Then, the other principle of negotiation is to insist on the promise of the other party and the conduct of the negotiations after rejecting the promise of the other party.

Two, insist on exerting your influence.

Both sides will stick to their positions and will have a heated argument on their respective positions. In the face of difficult negotiations, your concession will cause you to be passive and lose the result that you could have achieved.

Cover temperature.

In the book "the main points of negotiations", Mr. Kennedy said that a businessman in northern Norway had hunted back on the sled and returned to meet some hungry wolves when he hunted some of his prey. The wolf began to chase the bad businessman desperately. The merchants threw some hunting objects out of fear. He wanted to divert the attention of the hungry wolf, but he did not want to attract more wolves to catch up more fiercely, but fortunately he caught up with the caravan.

This simple story tells us that smart negotiators should follow the principle of insistence and conditional concession.