[China Glass Network] After contacting the negotiation theory, combined with his own negotiation practice, he published 15 articles discussing negotiation, which aroused the interest of many negotiators. He sent an email to ask me the following questions: How to improve negotiation ability, negotiation What are the skills, or some friends, directly take the case he is at hand, let me help with the analysis.
In fact, my personal understanding, to say the truth, negotiating ability is a skill, and the training path of other abilities is the same. It requires a combination of theoretical guidance and practical operation, in order to gradually improve, I am also before and after. For almost two years, after talking about dozens of negotiations, I felt a little bit about the negotiations. If some friends ask me, I will negotiate soon, how to quickly improve the negotiation ability and let me get the opponent. I can only answer: There is no way, only through continuous theoretical study and practice summaries, in order to gradually improve the ability to negotiate.
Negotiation is first and foremost a science. In practice, it is an art because it infiltrates psychology, business, marketing, and so on. Negotiations are not only rule-based, but there are ways to improve. Here I share with you my personal experience.
I remember that the last time I really thought that the negotiation was to negotiate with A company, it was to negotiate with the previous time. At that time, after chatting with colleagues of Beijing branch, I rushed to rush to the headquarters of A company and purchase. Meet and negotiate to enter. After the exchange of business cards, the negotiations began.
Fortunately, in Beijing, my colleagues in Beijing were more aware of the situation. I couldn’t plug in the whole process because I didn’t know how to support my point of view, how to lock my position, and how to explore each other’s bottom line. But the courage to not know where to come from is to ask Company A to lower the sales deduction point, and then to "cry poorly", so that the other party does not know how to deal with it. The other party has always insisted on not reducing the deduction point, so the results can be imagined and disappointing.
The second time I negotiated with Company A, I collected a lot of information and deducted the standard with BC Company. Then I compared the requirement of Company A with a high deduction point, which made us unable to survive. And from the market input, product planning shows that the competitiveness of our products is gradually improved, if the other party does not pay attention to our company, it will also face sales losses. Later, using other methods, the results are still ideal, the other party reduced the requirements and reduced the deduction point by 8%, which is an acceptable result for the company.
Since listening to the lectures of the negotiator Liu Birong, I found that although I didn't have consciousness, I actually used the "pillars" to support my point of view in practice. I used some methods to find out the other side's bottom line and used some means to let the other party obey. . Therefore, in the following negotiations, I found that I am getting more and more comfortable, more and more free, my mind becomes more calm, and I can find my own countermeasures and solutions from the theory.
On the other hand, I feel that the prevalence of domestic unspoken rules has reduced the living space of negotiations. For example, my profession is to negotiate with large stores, and sometimes it is by personal relationships or other methods to settle, and the role of negotiations has become smaller. However, I think that with the transparency of the operation of domestic enterprises, the living space of hidden rules will become smaller and smaller, the role of negotiations will become larger and larger, and there are specialized negotiating companies in the United States. I intend to write a book on negotiation before June 2012, and spread the concept of negotiation in the country, so that domestic enterprises pay attention to the negotiations.
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