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Even the global chief negotiators will face the pressure all the time, and they will make some wrong decisions under pressure. If you want to judge the world's top ten terrible things, I think "pressure" must be among the best. The reason why the pressure is terrible is that they can't be touched, and their role is invisible, which can give people a shock.
I always think that the main decisive factor for a person's success is whether he has the courage to face pressure and the ability to subtly relieve stress. A person who is easily knocked down by pressure will not succeed, and one who does not know the pressure of decomposition. I am afraid that people will be accompanied by failure for a long time.
At the negotiating table, it seems that even the flow of air will speed up. Experienced negotiators not only know how to avoid stress but also make pressures ingeniously. You will feel relaxed when you work with them. These smart negotiators will always talk and laugh. It’s not too slow or slow, you might even think that they are not negotiating at all, but just walking through the game. This is not the case. In the negotiations, both the buyer and the seller have their own pressures. They are only better at resolving the pressure and more accurately transferring the pressure. So where did the pressure shift? Of course, it will not go to the head of the Chinese football team, it must be on his negotiating opponent. If you are unfortunate enough to meet these people, please go to negotiate with them after reading this section.
First introduce the buyer's strategy. Don't think that the buyer is a happy job. They are not less pressured by the seller than any other seller. For example, if your company is in need of development, it is urgent to move to a more space-consuming office. You as an administrative director naturally take this responsibility. The task, from the surface, your hand is a big buyer. In fact, there is only a lot of pressure on your own task:
The office you want to choose must be satisfied with every department. It is hard to know how to do one thing so that everyone can be happy. More importantly, you have to make your boss happy. As a boss, you definitely want lower rent and unlimited use. Large, better telephone bills, parking fees, property management fees are free; there is time limit, the company will not let you work as slowly as the gold mining in the western United States, the current rent of the venue is definitely not paid, in the contract If you can't find a suitable place before the expiration, then the company has more than one hundred people who have to go to your home every day, and some colleagues have to manage.
Although the pressure is currently not small, it does not have to be on your own, you can transfer the pressure to the seller. According to the specific needs of the party, you should delineate at least three real estate developers, and then provide them with detailed site introduction and quotation. You can see their characteristics and the gaps with their requirements from their bids, and you will find that the three of them are different in terms of payment methods, property management, and related expenses, and they are far from each other. So you don't have to rush to make a decision, because once you choose to have a bias, it's hard to change. A late decision will have a big impact on the outcome of the transaction, and you can transfer the pressure to your opponent. Of course, the premise is that you first overcome the problem you face. pressure.
After receiving their bids, you immediately stipulate that the above three leaders will go to the company for interviews at 9:00, 9:30, 10:00, let them know that they are only one of the potential winners, only through more favorable conditions. Winning this project is better for them to meet in the living room.
When they understand the competition they face, there are some subtle changes in the situation. The rental party will tell you that they are equipped with 8 Mitsubishi high-speed elevators, which can reach 4 meters per second. They stand out in high-end office buildings, and suggest that the other two are not competitive at all. There are many problems. If the two sides can reach an agreement, they are willing to lower part of the rent. Then they met with the renter B. They are characterized by 500 parking spaces available for use. The interiors of the building are all imported equipment, high-end and distinguished, and the coffee shop and western restaurant are all inclusive. In order to express their sincerity, they decided to avoid the half-year property management. The third leasing party emphasizes the geographical location and the business circle benefits, can improve the image of the company and so on, and has made certain concessions on the payment terms.
Do you have to meet them to understand the specific situation? Of course not. There are many channels for obtaining detailed information. For example, on the Internet, media advertisements, and promotional materials, why spend a morning meeting with them? This is obviously the meaning of the drunkard is not alcohol, to let them clearly know their competitive situation, the lessor must provide more preferential conditions in order to win the contract, but also let the other party know that you have not made a decision, either party There is hope to get the contract. This transaction is fair to both parties. Everyone is standing on the same starting and competing. At least on the day of the meeting, no one has taken a step. Everyone has a chance to see who can open. Better conditions.
At this time, you have already gained an advantage in the invisible. No matter which tenant you cooperate with, you can get better conditions. This result is inseparable from the negotiation strategy itself. If you do not let the sellers meet each other, but take a separate meeting, then the outcome of such negotiations will not occur, because in the negotiations you did not show the advantages, the seller did not understand the pressure of competition, in a match In the negotiations, you may find that the seller has an advantage in the closing stage, which is a common thing in the negotiations.
Competition is one of the essence of the commercial society. The reason why the sellers are brought together is to make them feel nervous and anxious under the competition, so that they can win the contract as long as they work hard. It is unwise to lose the entire cooperation because of a concession. When the buyer reasonably passed the pressure on the seller, the negotiating position changed. After entering the negotiation stage, the seller’s intention to give up the business was not as easy as it was at the beginning. They may still be forced to make larger concessions. . The buyer uses the strategy of transferring pressure, winning the invisible, and sometimes even intensifying the contradictions of the other party, but the result of the matter has not changed. Some people will be willing to rob the business by price reduction, and some people are ready to withdraw. In any case, buyers always have the upper hand.
Using this strategy is not always smooth, and unexpected things happen. For example, some sellers who make major concessions in the bidding process usually reconsidered after obtaining the contract. If they believe that the price paid is not proportional to the transaction proceeds, they will make up for it in other aspects or refuse to fulfill the terms agreed in the contract. Therefore, after signing the contract, it does not mean that everything is going well. We must fully consider the problems that may arise in the cooperation, design the alternatives in advance, and be able to prepare for the response in the past when the other party changes.
Coping with stress
If you are a seller and suddenly find out that the other party is using this strategy during the negotiations, what should you do? The answer must be no. The seller must grasp the key points of the matter and stick to the necessary principles. In the transaction, it will not fall into the disadvantages, and sometimes it will turn defeat into victory and obtain relatively favorable contract terms.
The seller must first be very clear about his own advantages, that is, the unique comparative competitive advantage, mainly refers to the "specialization" that the company has accumulated over a long period of time (two to three years) and is not easily copied by other companies. And "features", there are management and technical aspects, as well as market and talent. No matter which advantage you have, let the buyer clearly understand that it takes more time and effort to spend on this point. You only have to strengthen your strengths to better offset the impact of the disadvantages. In addition, selling their own advantages to each other will play a decisive role in the negotiation. Usually, when the buyer weighs a business, it mainly compares the advantages and disadvantages of the other party. If your advantage is far more than the disadvantage, then your disadvantages are also It is insignificant. So when you find that the buyer is using the transfer pressure strategy, you need to immediately adjust the negotiation strategy, introduce the advantage to the topic of negotiation, and constantly strengthen its power to make a deep impression on the buyer's mind.
If your strengths are not strong enough to win over other competitors, there is nothing you can do. What you need to do right now is to study your weaknesses and find ways to improve them immediately. In the negotiation, the other party may dismiss your advantage. Then they will talk about your weaknesses, because only then can you force you to make concessions. This is their purpose. In order to avoid the passive situation, you should be prepared to respond to the plan, have an objective assessment of the weaknesses of the party, and actively seek solutions that can be solved in the short term. If the scope is too large to be resolved in the near future, you should at least have a set of ideas for improvement. And form a formal text to be submitted to the buyer, otherwise the other party will hold your inferior position, then there are only two ways to choose, that is, either to go out or give in.
Before entering the negotiations, you should fully evaluate the transaction results and design your own lower bottom line. Buyers will use all means to force you to make concessions all the time, and there may even be some reasons why you think it makes sense. Don't be bothered by the buyer's words, don't succumb to the pressure at hand. There is no difference between you and a competitor. There should be no concessions and you should strictly follow the bottom line you set.
Here to explain, there is no causal relationship between refusal of concession and negotiation, and there is no inevitability. The buyer will not terminate the negotiation because of your insistence. On the contrary, the seller will not necessarily get the contract because of the concession.
If it involves a more professional or complex transaction, it is recommended that you lead a professional in this field to participate in the negotiations. In the eyes of the buyer, the concept of professionalism and high price is equal. If they think that your degree of specialization is superior, then you will be more relaxed during the transaction, and they will not force you to make concessions excessively. Professionals can also make the other party full of trust in you at the beginning.
Since the ancient times, the negotiating parties have always been mutual distrust. If you can make the other party trust more, the transaction will be more than one chance. I hope that everyone can flexibly master the methods and get what they should belong to in the transaction.
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