The world is a negotiating table and everyone is a negotiator. Life is full of negotiation, whether it is the market sale of ordinary people, the education of parents and children, or the negotiation proposal of political and business executives, all need win-win bargaining power. In order to conform to the trend of the times and make our life better, graphite Yang shared a book, The Power of Negotiation.
Zheng Lide, the author of this book, graduated from the University of Illinois with an MBA, and trained for large enterprises such as China Minsheng Bank and China Petroleum.
Zheng Lide later left the enterprise, set up a management company and began to teach negotiation. 20 years of experience in commercial warfare, 3000+ lectures, and 50000+ cases. In addition, he is a record personality analyst and a senior coach of NLP.
First, learn to negotiate 5W 1H easily.
0 1. What is negotiation?
Zheng Lide often asks five simple questions based on "win-win bargaining power" in class?
What is negotiation?
When do we need to negotiate in our life and work?
How does learning to negotiate help me?
What is my deepest negotiation experience (success or failure)?
What do I want to learn, gain or change in today's negotiation course?
Since reading this book, we have entered the wonderful world of negotiation. What do you want? Some people say that negotiation is communication; Some people say that negotiation is to get what you want; It is also said that the purpose of negotiation is to reach an understanding.
Negotiation is not the ultimate goal, but the way to achieve it. Negotiation is not morality. Try an option.
Negotiation is a process of solving problems, striving for benefits, reaching a consensus and seeking a win-win situation. There are three key points: * * agreement, decision-making and process. "Solitary three potentials" in negotiations: situation, situation and trend.
Distribution right ≠ overall power. For example, in the hostage negotiation between the police and gangsters, although the FBI in the United States has strong firepower and sufficient personnel, the gangsters have a certain advantage in the negotiation because they have hostages and demand to ensure the safety of the hostages. On the issue of hostage incident, gangsters have the right to negotiate.
In negotiations, the strong are not necessarily strong, the weak are not necessarily weak, the winners do not necessarily win, and the losers do not necessarily lose. Negotiations must be flexible, don't be too busy accepting and refusing, but put forward another option to see if there is any chance to negotiate, exchange interests and get what you want. This is the king.
02 When to "Need" Negotiation (When)
Fight for your power and keep your wallet. When the two sides of the negotiation have an impasse that they cannot break, they need to sit down and have a good talk in order to win interests, resolve contradictions, solve problems or maintain relations. The best time to negotiate is when you are in good condition and have sufficient combat power, when your opponent is exhausted, worried about the city and takes the initiative to make peace, and when we have chips, the chances of winning are even greater.
03 In which "place" or "situation" to negotiate (where); Who wants to "come" to negotiate (WHO), so I won't go into details. Focus on the next W.
Why "learn" to negotiate (why)
"The Art of War" said: "Move by force, not by profit." Therefore, in order to win more benefits, we must learn to negotiate.
Don't want everything, get more. Let's talk sincerely and give each other a way home. Negotiation is also life, win a little, make way, and see you tomorrow.
What is a win-win situation? Professor Liu Birong, a master negotiator of the Chinese community and a political department in Soochow, said: "Negotiation is a win-win situation in words. On the surface, you win, but in my bones, I win. " Five outcomes of negotiation: win, peace, lose, break and delay.
For example, when buying a house, both buyers and sellers are usually dissatisfied with the final transaction price. In the process of sales negotiation, the seller always thinks that my house is more than this price, while the buyer thinks that this house is not worth it. As a result, the seller gets cash, the buyer realizes his dream, takes what he needs and creates a win-win situation.
How to "learn" negotiation
There are several ways to learn negotiation: attend negotiation courses; Listen to negotiation lectures; Read negotiation books; Do negotiation drills; Kiss the negotiating table.
Adler, a master psychologist, said, "All human troubles are interpersonal troubles." Where there are people, there are interests, opinions and conflicts.
Usually, there are three ways to resolve conflicts: power, rights and interests.
Second, compared with other "negotiation" books, this book has eight different characteristics.
1. The content is lively and interesting, easy to understand and practical;
2. The outline is concise and easy to read, which helps to accelerate the escalation of negotiation power;
3. The writing is fluent, and the cases are diverse, detailed, life-oriented and instantly available;
4. Watching movies and negotiating, entertaining and entertaining;
5. Combine theory with practice, not just talk about theory;
6. Thoroughly analyze the five elements of negotiation, and seamlessly integrate the 20 points of negotiation into real life;
7. In addition to imparting negotiation skills, it also conveys the correct negotiation mentality and values;
8. Help readers improve their skills, solve problems, break the deadlock and gain more.
Third, truly be small and wide, less and more, surprise and quick success.
No matter what industry or position you are in, no matter what generation you are, if you don't understand human nature, you are waiting for failure; I don't know how to negotiate, I can only say regret. In this era of artificial intelligence and big data, the basic ability that everyone should have is win-win bargaining power.
From applying for an interview and asking for a raise to layoffs and job hopping; From resolving consumer disputes to handling customer complaints; From who is responsible for picking up and dropping off children to who has the right to supervise children; From fighting for insurance claims to how to compensate for public accidents ... negotiations are everywhere.
From Zhuge Liang's "Battle of Red Cliffs's life-and-death alliance negotiation" to Sima Yi's "Guan Gong's death and Wu Wei's alliance negotiation", many things have been negotiated in ancient and modern times.
Regardless of international diplomacy and cross-strait consultations; Business negotiation, business negotiation; Labor disputes and damages; Or enterprise merger and acquisition, company management; Interview layoffs, leadership management; Gender parent-child, interpersonal relationship; Battlefield, shopping mall, workplace, family, work, life ... life is negotiated everywhere.
Negotiation is not only a means to resolve conflicts, but also a skill to fight for rights and realize transactions. Whether it is business negotiation, bargaining, leadership management, interview and layoffs, or even interpersonal communication and gender relations, there are negotiations.
In the 44th chapter of Tao Te Ching, Lao Tzu said, "Being satisfied is not humiliating, being content is not dangerous, and it can last for a long time." If you know how to be content and abstain from greed, you will not be humiliated; Enough is enough, know how to advance and retreat, and it is not easy to get into danger.
Negotiate this matter, "pursue interests and try your best to fight for it; Want to take it all, nothing; Don't want everything, get more. "
The Power of Negotiation will tell you how to integrate the correct negotiation ideas, skills, strategies, mentality, attitudes and values into your daily life naturally and simply, and apply them to your career and work. Help you give full play to your personal advantages in the negotiation, strive for more benefits for yourself and create a good win-win opportunity.
Yang Mo is unparalleled in the world. Give you a plum!