Telephone -- Good Props On The Negotiating Table

　　朋友，如果與你洽談生意的對(duì)象是一位老奸巨猾的家伙，那么，借助電話(huà)，你可以在談判中獲得意想不到的效果，促使生意談判成功。

1. disclose information intentionally.

A US Steel Corp and a steel seller were bargaining at the negotiating table. After several rounds of negotiations, no agreement was reached.

A Steel Corp representative took out a mobile phone to dial the headquarters and made a record.

After the call ended, the representative called for a moratorium on the negotiations and immediately called up his staff to leave the negotiation room.

A few minutes later, Steel Corp staff returned to the negotiating room, saying that they must not be lower than that price.

As a result, the two sides reached an agreement based on the price proposed by Steel Corp.

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It turns out that Steel Corp's telephone records indicate that there are not many kinds of round steel in diameter, so it is possible to raise prices.

They forgot to take away their records and stay in the negotiation room when the negotiations were suspended.

Naturally, as soon as they left, the seller got the information and agreed with the price put forward by Steel Corp.

This is the intention of Steel Corp.

At the negotiating table, by phone, you can intentionally (seemingly unintentionally) reveal some information to each other.

As a seller, you can reveal the possibility of price rise, or because of tight raw materials, rising prices and difficulties in capital turnover, etc., a product may suspend production or reduce production volume and so on.

As a buyer, you can reveal some news that you will be negotiating with another house, or that prices may fall and so on.

Because these messages are pmitted to each other's ears through dialogue with the third party on the phone, giving the other person a false impression seems to be a heaven sent opportunity to let them know important information, thus increasing their credibility.

This will help you take the initiative in negotiations and pform negotiations into areas conducive to your own interests.

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2. virtual competitors

A chemical research institute has been negotiating with a detergent factory on the pfer of a new type of detergent production technology.

The detergent factory has proposed that the technology pfer fee be paid in two installments on the grounds that the new detergent has not yet been accepted by the market, and it is difficult to open the sale. However, the Institute insists on paying the information one time at the time of the pfer of the technical data.

Later, the Institute received a call from another detergent factory, saying that they wanted to discuss the pfer of new detergent technology.

The washing plant, which is negotiating, will no longer insist on payment by installments.

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Actually, the telephone is pre arranged by the Institute.

This is the way to use virtual phones to simulate competitors.

Prior to negotiation, a person can make a phone call as a competitor (a new seller or a buyer) at the appropriate time of negotiation, which can stimulate the desire or desire of the other person to negotiate with each other, so that the other party will not hesitate to make decisions, or soften the opponent's tough attitude, reduce their demands, and push the negotiation to success.

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3. in the dark

After a long negotiation with a car manufacturer and a long stalemate in the price of a car, the automobile factory put forward a new plan: the automobile factory is willing to reduce the price of several models to a lower price than the price required by the mechanical and electrical company, but requests the total amount to be raised by 1%.

The mechatronics company immediately said that there was an important thing to do, picked up the phone dialing and recorded it quickly.

After putting down the phone, the mechatronics company indicated that it could accept the new plan, so the negotiation was successful.

In fact, the mechanical and electrical company has not really telephoned, but just casually dialed a number to call the name, and quickly calculated the new scheme proposed by the automobile factory. The results show that the total amount of the new scheme is only slightly higher than the total amount proposed by the mechanical and electrical company.

So the mechanical and electrical company agreed to the new plan.

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Using the telephone to calculate secretly can not only be used to accept a new plan, but also can be used to propose a new plan. It can be used to break the deadlock and achieve success in negotiations. It can also be used to avoid accepting a scheme that is not good for oneself and being fooled.

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4. move out of the background.

When negotiating difficulties, you can make a phone call, ask for the background, and negotiate with the negotiating party with the help of the background request, so that the opponent will not be able to attack you positively and passivate their strength.

This "backstage" can be a superior, or a colleague or family and friends, or even not at the phone but in your head.

This is the unique function of the telephone.

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5. delay time

In order to avoid unexpected problems in negotiations, in order to avoid negotiating parties to force you to make a decision hastily, you can make a random call to imagine an important issue with others in order to gain time to consider the problems in the negotiations.

You can also say on the phone, "I'll be right there."

Take this opportunity to leave the negotiation room for a moment, and then consult your superiors or consult with your colleagues.

You can also take this opportunity to put forward the adjournment request.

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6. change an excuse or give up negotiation.

In negotiations, if you find that because of the intense words and so on, the two sides have a psychological incompatibility. In order to ease the tense atmosphere of negotiation, you can make a random phone call, say something urgent on the phone, put down the phone, and ask for a replacement request.

You can also ask for substitutions in this way when negotiations are difficult to deal with.

When you find a new negotiation object that is more conducive to your own side, or continue to negotiate against your side or fail to achieve your goals, you can also ask for the suspension of negotiations in this way.

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7. prompt the signing of the contract as soon as possible.

Once the contract is signed, it can not be changed.

Therefore, negotiators often worry about their gains and losses before signing contracts.

Many of the negotiations ended up as examples of failure to enlighten us: when you want to sign a contract and the other party is willing to sign a contract but are unwilling to sign the contract immediately, you can make a casual phone call to say that there is something urgent to deal with, so as to urge the other party to hurry up and sign the contract.

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In short, in the negotiations, we should use this prop flexibly and wisely to make the negotiations more advantageous to ourselves and to succeed in business.