Chapter 2-Negotiation Strategies谈判策略

c. Maintain emotional distance
Take a few minutes to cool down, when someone is trying to bully you.
d. Listen
Work hard to listen to a bully and try to get the information you need from his remarks.
a. The screamer is truly angry, upset or scared. b. The screamer is a habitual screamer. They scream every now and then in negotiations, which is annoying, but harmless—if you know you are dealing with such a person, just don’t respond.
b. Another way to deal with such persons is to take a break.
A situation is seldom so urgent that you can’t take a break and come back at a later time. Even a short break is helpful to clear the air after an outburst.
All these phrases are surprisingly calming.
It’s not that you are agreeing with the screamer, but you’re telling your counterpart that you want to understand what he or she is saying and feeling.
Dealing with different types of difficult people
1) Dealing with the bully
(仗势欺人者，横行霸道者）
Bullies
use a variety of techniques, such as making take-it-or-leave-it offers, screaming, etc. A bully is anyone who tries to intimidate someone who is perceived as weaker.
e. Communicate clearly
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Let the other party know exactly what you want.
f. Close
Try to close the deal at every opportunity.
2) Dealing with the screamer
No
matter what you do, negotiating with a bully is not going to be a pleasant experience. Whatever you do, don’t try to outbully a bully. Instead, rely on the six basic skills listed below:
For example, if someone says
“You keep forgetting that price over and
over again. Have you lost your mind?”
How would you respond to such a criticism?
You say,
---Show them you understand by active listening and asking questions— especially open—ended ones like “why,” “how,”, “what,” “tell me about,” and “explain.” Above all, imagine yourself in their position. Figure out what’s really going on. Then search for a solution.
Why?
To avoid the strong obligation to do something in return. As a result, it is your responsibility to label your concessions and make them clear to the other party.
a. Prepare
Be sure that you know everything you need to know about your counterpart before you begin the negotiation.
b. Set limits
Be sure that you are very clear about the limits you set. Never accept from a bully a deal that you would not accept otherwise.
c. Third, don't give up on your original demands too hastily. Your concessions will be more powerful when your counterpart views your initial demands as serious and reasonable. Accordingly, spend time justifying your original offer and then use it as a reference point when labeling your concession.
2. Strategies for making concessions
1) Label your concessions
In negotiation, don't assume that your actions will speak for themselves. Your counterparts will be motivated to ignore your concessions.
When it comes to labeling, there are a few rules to follow. a. First, let them know that what you have given up is costly to you. By doing so, you clarify that a concession was, in fact, made.
“It must seem like that to you, doesn’t it? ”
Refusing to strike back eventually bores your attacker. When there is no fuel for the fire, there is no fire.
How to deal with a screamer?
a. When someone is yelling at you in negotiations, try one of these phrases:
--- I hear from your voice that you’re upset. --- Let me be sure that I understand you. --- Tell me more about that.
---Be silent and let your counterparts vent (发泄情感，尤指愤怒). Silence can be an effective countermeasure （对策）in highly emotional situations. Don’t argue ---Do not resist the person’s remarks.
Types of Screamer The screamer is anyone who does a great deal of yelling or screaming. This personality type is a variation on the bully, but we deal with screamers separately because three distinct types of screamers exist.
c. If these methods do not work well in a situation, you may substitute one or both of the negotiating parties. Another member of the team may be fresher and perhaps better be able to deal with the aggressive negotiator.
b. Second, emphasize the benefits to the other side. It is found that negotiators reciprocate concessions based on the benefits they receive, while tending to ignore how much others are sacrificing.
c. The screamer is a bully. If the person is trying to bully you, read the six basic skills to treat a bully mentioned above. The worst thing you can do is to sink to the level of someone else’s negative behavior pattern. If you are not normally a screamer, don’t start just because the person sitting across you start yelling.
Negotiation Strategies
Strategies for international business negotiations
1. Strategies for dealing with difficult people:
Don’t react
---Start by not reacting. Reacting will often lead to an emotional escalation. Thomas Jefferson once said, “When angry, count ten before you speak; if very angry, count a hundred.”
If your counterpart becomes emotional, trying to convince them tend to be fruitless.
Rather, listening respectfully and acknowledging the reasonableness of their points and feelings, without agreeing, will be far more productive.