Delaying Tactics In Business Negotiations

"Race against time" has its advantages. "Procrastination" also has its advantages. The two magic weapon is both. negotiation The negotiation art of personnel.

In business negotiations delay Tactics are various in form and different in purpose. Because it has the characteristics of static braking and few flaws, it has become a common tactic in negotiation. Procrastination tactics can be divided into four categories according to their objectives.

Remove obstacles

This is a more common purpose. When the two sides fail to agree to a deadlock, it is necessary to put Negotiation Slow down and see where the obstacles are, so as to solve them.

Conan Doyle is the author of Holmes's detective story. He is stubborn in nature. After finishing the fourth volume of the collection of detective stories, he persisted in refusing to write again. With practical action, he made the Holmes of the pen fall into the deep valley with Professor Moriarty. Maes, a publisher of Koch's name, is a smart person. He knows that Ke is just tired of writing this popular literature. Holmes, who has brought great fame and benefits to the author, has a special liking. So mays cling to the copyright agent, and at the same time worked hard for Col.'s work, revealing Holmes's regrets and discontent from time to time, and at the same time promised a generous reward of one thousand pounds. After a year of success, Conan Doyle rewrote and let Holmes climb out of the canyon and perform a wonderful detective story.

Just imagine that if mace did not give each other a buffer time, but anxious and constantly urges, I am afraid that the history of detective literature will lose a bright superstar.

Of course, the obstacles in some negotiations are "hidden", often concealed under various pretense excuses, which are not easy to be seen at once. This requires us to drag on, slow down, and deal with this situation calmly.

D Kirby, the famous negotiator of ITT company, once said that the negotiation between Kirby and S is coming to an end. At this point, however, the attitude of the other party suddenly became strong, picking on the good agreements and making unreasonable demands. Kirby was very puzzled, because the representatives were not the kind of unreasonable people, and the agreement was beneficial to both sides. In this case, why did S want to obstruct the contract? After collecting information from all sides, we finally know the key: ITT is much cheaper than the other side. Although the price is acceptable, the feeling of psychological injustice is hard to accept, leading to the stranding of the agreement. As a result, the negotiations resumed. Kirby made a price comparison. The other side knew that both sides had the same profit and signed the contract in an hour.

In practical negotiations, there are many hidden obstacles. To deal with them, delaying tactics is quite effective. However, we must point out that this kind of "drag" is by no means passive and passive. It is necessary to collect information by dragging time, analyze problems and open up the situation. Passive wait can only result in failure.

Kill willpower

Human will is like a piece of steel. Under certain pressure, it may remain the same at first, but it will slowly bend down after a period of time. Delaying tactics is the last hope for the company to be appreciated. Luckily, a European company has seen three representatives flying thousands of miles to negotiate the transfer. Sincerity doesn't look too small. The price of a start is only 2/3 of development cost.

The representative of the electronics company stood up and said, "gentlemen, please come here first!" from the beginning to the end, the negotiation lasted only three minutes. In the afternoon, the Europeans demanded a resumption of negotiations. Obviously, there was a lot of cooperation, so the circuit patents were transferred at a higher price.

Why do Silicon Valley companies representatives dare to cut back on negotiations? Because he knows that there are two main points to put pressure on: first, pressure is strong enough to let the other party know that your determination is unshakable; two, pressure should not be stronger than the other party's ability to bear. He estimated that the Europeans would fly thousands of miles to negotiate, and would never return to their homes in just three minutes. The three minute talks seemed to break the rules, but at that time, they were the best way to let the other party lose their illusions.

In addition, procrastination tactics, as a basic means, can be changed in concrete implementation. For example, some Japanese companies often adopt this method: a negotiator with lower authority as the pioneer, repeatedly entangled in details and the other side, may make the one or two step, but each concession must give the other side great energy. In the end, the two sides outlined the outline of the agreement, but there were always one or two key points to talk about. The process often dragged on until the other side was exhausted. At this time, the company's authority figures came out and said, "it's too bad to drag on any longer. Let's make a deal." at this point, both sides have overdrawn their physical and mental health. This plan will be readily accepted as long as it is acceptable.

Waiting time

Procrastination tactics also have a malicious application, that is, by procrastination, wait for changes in laws, quotations, exchange rates and so on, seize the initiative and coerce the other side to make concessions. Generally speaking, it can be divided into two ways:

First, delay the negotiation time and stabilize the other side. For example, in 1986, a customer in Hongkong talked with a foreign trade company in Northeast China for fur business, but the terms of the offer were long drawn out. Over the past two months, the international fur market, which has always been thriving, is full of goods and the price has plummeted. At that time, the Hong Kong businessmen bought at a very low price, which made us suffer a great deal.

The two is to leave loopholes in the agenda and delay the delivery time. When a certain cotton mill in Wuchang built a factory in 1920, it ordered twenty thousand spindles for the British Amway company, worth two hundred thousand pounds. At that time, the exchange rate between the pound and the silver was 1: 2.5, and two hundred thousand pounds only worth five hundred thousand and two of silver. By the end of 1921. The world's financial market has suddenly changed, and the exchange rate between the pound and the silver has soared by 1: 7. At that time, the British merchants took the opportunity to urge the cotton mills to collect foreign currency, and the price of the five hundred thousand and two silver became one million four hundred thousand and two at a time, which made the factory suffer huge losses.

In general, to prevent malicious procrastination, we should do the following:

First, we should fully understand the credibility and strength of the other party, and even implement the common practice and past facts of negotiators.

Two, we should fully grasp the current situation and trend of relevant laws, regulations, markets and finance.

Three, we should reserve one hand as a means to counter coercion. If a gold standard is required for settlement of foreign exchange, a credit guarantee is required and a deposit must be paid in advance.

Win favor

Negotiation is a debate. It is a process where both sides want each other to act according to their own intentions and have strong antagonism. But now that we are sitting together, we want to reach an agreement for mutual interest and persuade cooperation or foundation. Therefore, all good negotiators pay much attention to winning the favor and trust of others.

The author knows such an expert of negotiation. After the two sides had just sat down, the greeting was over and the seat was not yet warm. The gentleman was hospitable: "let's take a rest today and stop talking about it. We have many scenic spots here." When the negotiations were deadlocked and deadlocked, the gentleman suddenly became hospitable. "No, not at all, today's Cara OK, please." As a result, during the period of singing and dancing, the mood was smooth and harmonious, and the stalemate was broken. Some over-the-counter transactions were also achieved. This gentleman's practice is said to be very effective. Many times he can not talk about the business. After three dragging and two dragging, he has been postponed.

As a matter of fact, over-the-counter communication plays a very important role as a special form of delaying tactics. Psychologists believe that human thinking patterns always change with different identities and environments. The psychology of the negotiating table is different from that of the noctilucent cup. When the two sides bring this harmonious relationship back to the negotiating field, they will naturally eliminate many misunderstandings and avoid many twists and turns.

However, any form of harmony must follow a principle: private friendship is the assistance of public affairs, and public affairs must not be a victim of selfish interests, which is related to the basic quality of a negotiator, and this quality is one of the qualities that Chinese negotiators need to develop vigorously.