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Raiders of the four marketing negotiations: Strategic Skills articles

In marketing, the negotiation process, experienced negotiators will Ming Xiao, why use strategy? To whom with the strategy? What strategy? When to use strategy? When no strategy? How to use the strategy? Use what extent? How to implement the specific skills of negotiation and so on. After all, the negotiation is a special marketing campaign, is a comprehensive contest, Competition, is the intellectual and psychological rivalry, calm, straight to resolve the problem. To be sure, the highest level of strategy is not strategy, the so-called no stroke is better than move. And many of the negotiations is knowing too much time wins, it will always smart Mighty fall. Social activities as a human being is to evolution, evolution, negotiation is no exception, summed up the strategy in practice, skills to rise to the theory is still needed.
negotiations at home and abroad over the concept of practice, full of wisdom and ideas of light, can be summarized as nine war forty-five policy and the negotiation process the most important part of the six skills.
one, thought the power of wisdom: nine war forty-five policy
Psychological warfare
first battle in China's conventional military wisdom, goes: Cardiff military forces of the Road, hearts and minds, attacking the city for the next; psychological warfare is, the soldiers fighting for the next. Pursuit of the Psychological warfare is a real psychological and emotional from the opponent's starting to soften against the power, enhanced affinity to resolve their differences, achieve their goals. Psychological warfare common strategies are: satisfaction, the first meet, Banquet, compassion surgery, promotions such as the right choice.
1, satisfaction
Shakespeare said: Psychological studies have proved that if his opponents are concerned about the issue or interest to become partners or supporters, then it is easy to communicate feelings, it will generate trust and goodwill, so willing to cooperate. Has been pursuing the same, similar to a major human nature.
in the negotiations, satisfaction may be called a match up, interested to meet each other's preferences, so that in the psychological or emotional are met, accepted and recognized in each other on the basis of further negotiations to achieve their goals. Specific practices are courtesy, understanding and patience, Telling about friendship.
2, the first meet
many negotiators are aware, no matter what type of negotiations, the negotiations are formal regulation is needed, often in private contacts can better understand the truth and reach a consensus. First meet is often said that commonly used in private contacts. Specific methods for individual communication, visit the travel, entertainment, dinner and so on. Implementation of the first key is to meet outside the tight loose, to prevent self-disclosure.
3, Menyan
people since early in the morning, meet ask? Murder Banquet full of ancient, and now the Banquet is the way of friendship.
4, compassion is compassion for the weak technical
a major weakness of human nature is human glory. Poor installation technique is the art of compassion. Although the negotiations of a game, is the force of the contest, but pull the poor, the instinct of weakness to arouse sympathy for each other and shake each other's position, freezing the other side of the smart and reduce each other's intelligence. Concrete is commonly used in pull miserable that the poor words. If the current session of the marketing sector, the purpose of marketing personnel to achieve sales, marketing in the negotiations and the elderly, poor equipment, won the sympathy of the elderly to achieve their own purposes, a time-tested methods.
5, promotions can be understood as the right to choose is to play fast and loose
law. Program is acceptable to one's own, the real difference is not great,[link widoczny dla zalogowanych], generously throw to each other, let the other side was pleased to choose one's own idea of the actual practice of compliance. This is useful when an impasse in the negotiations.
War II war
negotiations mushroom what is the biggest taboo? Experienced negotiators know, is anxious!
the most advanced experience in negotiations told negotiators: the essence of the negotiation strategy is deliberately delayed to ensure maximum self-restraint to delay! Visible, mushroom war and how important in the negotiations.
mushroom essence of war with patience, tenacity, patience as a weapon to wear down in the stalemate in the process of negotiations on the other side will make opponents uneasy, so as to achieve the desired objectives. The core is to make
mushroom war strategy is divided into: battle fatigue, play Buddha, blocked the sword card, grinding time, the wheel of war.
1, fatigue, fatigue
war, labor and painstaking. Schedule dense and long, more content and miscellaneous, is a labor; boring statement, deliberate tease, is painstaking. Together with labor-labor center, one sober, one tired, who wins, is self-evident.
2, play Buddha
stand still, sit, respectable awesome, enigmatic, smiling, not into the rebate, firm, was the Buddha sit tight. Negotiations, would definitely stand no intention of changing, not putting the word.
3, shield
wrangling, nonsense is well known, and a shield law is good, dare, good at passing and nonsense. Virtual party, pushed unloading, of the invisible.
4, grinding time
Put it here, but that means good excruciating. Good, repetitive, slow-paced, time-consuming waiting for the low efficiency is one of the concessions. Silence is golden.
5, the wheels constantly changing battle
party personnel, and participants to enhance the level and authority of the layers, layers of approval, and await the battle; the other struggling to cope, they can not tell what, until the bear stress, surrendered. the shadow of war

third war the main content of the negotiating parties is to get each other's information, make decisions. Shadow War is the information true or otherwise trap the exchange of information warfare. Commonly used method is: Scarecrow, empty city, playing hard, diversion, Trojan horse.
1, Scarecrow
logical that the manufacture of false existence, and to persuade each other to induce the other to make judgments based on false and decision-making exist. Commonly used methods such as intentionally disclose some information, let the other side feels the other party in the negotiations and so on. The key is not exposed false: expression that was not true, the statement is true and consistent.
2, empty city
tough attitude, self-confidence to not charge a trend, or are not fully complete a charge form one strong, forcing the other to develop attitudes and conditions.
3, murderer
determined to win, both offensive and defensive, confused and use the virtual to vertical of capture.
attitude: neither hot nor cold, but in the hospitality, not anxious, do not bite the bullet.
progress: unhurried, a degree of relaxation, grasp the rhythm.
4, diversion
East, is the flexibility to compromise the content; West, is determined to win the issue. Key: Sound East rational, attacking the West on time.
5, Trojan horse
ie Parthian shot. The point is pretended to be each other's discourse, positions, and conditions of concern, interest, or even put on a serious consideration of the way, paralysis of the other, to find out the other cards and then attacks. The key is to pretend to be defeated by the information obtained should be stable, forming.

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